Skylight

Senior Director of Retail Sales

Skylight

full-time

Posted on:

Location Type: Hybrid

Location: Los Angeles • California • United States

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Salary

💰 $200,000 - $250,000 per year

Job Level

Senior

About the role

  • Strategic Expansion & Market Development: Lead development of the retail growth strategy for North America: market selection, retail and channel prioritization, channel pricing management, sku assortments, future product development for key strategic exclusives and alignment on which channels deliver net new consumer markets.
  • Partner management: Set and manage joint business plans (JBPs), annual targets, and promotional calendars with key partners, building executive level relationships.
  • Channel Management: Build and execute best in class channel management and reseller enforcement strategies, tools, tracking and execution.
  • Market Analysis: Conduct competitive, consumer, and retail landscape analysis to identify high-potential opportunities, top new retail partners to unlock and which channels have best opportunities for growth.
  • Business development: Build business cases for expansion into new regions or retail partners, including financial modeling and risk analysis.
  • Market definition: Define and localize the channel mix strategy: direct retail, distribution, ecommerce, and hybrid models.
  • Distribution Management: Identify, negotiate, and onboard new retail partners and regional distributors
  • Evaluate new Distribution partners, conduct RFPs and pricing analysis, sourcing and logistic capabilities to identify and finalize new partners and contracts.
  • Manage and lead all onboarding activities for setting up new Distributors, Retail expansion or new direct retail accounts with collaboration between internal Operations and Finance teams.
  • Forecasting, Pricing & Commercial Planning: Own Retail (North America) pricing strategy: tiered retail, distributor, and landed costs to ensure margin and brand positioning targets
  • Partner with Operations to develop accurate inventory forecasts by retailer, product line, and retail partner.
  • Analyze sell-in and sell-through data to optimize channel inventory levels and minimize stockouts or overages
  • Work with Finance on contract terms, marketing investments, and contractual programs.
  • Cross Functional Collaboration: Work closely with Marketing to ensure retail campaigns are aligned with retail and distributor needs.

Requirements

  • 8–12+ years of retail sales leadership, preferably in consumer electronics, houseware products, or lifestyle brands.
  • Strong experience managing retail partnerships and distributor networks.
  • Experience with National Retailers like Walmart, Costco and Target, as well with large distributors and specialty retailers.
  • Proven track record of driving sales growth and managing retail partnerships in the United States and Canada.
  • Highly analytical, with proven success in forecasting, planning, and performance analysis.
  • Deep understanding of channel pricing, compliance, and commercial logistics required to support the National retail channel.
  • Excellent negotiation, communication, and relationship-building skills.
  • Ability to work independently and adapt to different cultural and business environments.
  • Willingness to travel as needed.
Benefits
  • Competitive Salary + Equity Package
  • 401K matching
  • Wellness, learning, and home-office budgets
  • Health, Dental & Vision Medical Plans
  • Tremendous autonomy to set the direction of your work
  • Unlimited PTO
  • Company holidays on the first Friday of every month (Excluding November, December, and January)
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
market analysisfinancial modelingrisk analysischannel pricinginventory forecastingsell-in analysissell-through analysisbusiness case developmentdistribution managementcontract negotiation
Soft Skills
leadershipnegotiationcommunicationrelationship-buildinganalytical skillsindependenceadaptabilitycross-functional collaborationstrategic thinkingorganizational skills