Specialty Sales Manager

Job Summary: The Specialty Sales Manager is responsible for managing and growing Squishable's specialty wholesale sales channel. This role focuses on developing relationships with specialty retailers, supporting independent sales representatives, and executing strategies to expand distribution and drive sales. The Specialty Sales Manager will also serve as the primary point of contact for industry trade associations and buying groups, helping strengthen Squishable's presence within the specialty toy and gift market.

Responsibilities

Managing and growing relationships with specialty toy, gift, game, hobby, and boutique retailers throughout North America
Identifying new business opportunities, developing prospective accounts, and executing strategies to expand Squishable's specialty distribution channels
Serving as the primary point of contact for trade associations, including ASTRA, and catalog and buying groups, such as The Good Toy Group
Managing, training, and supporting independent sales representative teams through product education, sales tools, incentives, and ongoing communication
Developing and executing specialty sales strategies, establishing measurable KPIs, and preparing sales reports and forecasts
Building strong relationships with specialty retailers and industry partners to identify growth opportunities and strengthen existing business
Planning, coordinating, and attending trade shows, gift shows, industry events, and customer meetings
Working in tandem with the marketing, product development, and operations teams to develop merchandising materials, planograms, promotional programs, and sales initiatives
Gathering retailer feedback and market insights to support product development, sales strategies, and business decisions
Maintaining comprehensive product knowledge and communicating new releases, product updates, and sales opportunities to retailers and representatives
Identifying opportunities to improve sales processes, communication, and overall channel efficiency
Providing support for wholesale inquiries, sales documentation, and order-related needs as necessary
Other duties as assigned

Skills

Specialty Wholesale Sales: Strong understanding of specialty retail channels, wholesale distribution, and independent sales representative networks
Relationship Management: Ability to develop and maintain strong relationships with retailers, sales representatives, trade associations, and industry partners
CRM/ERP: Comfortable using CRM systems to manage leads and existing customer relationships. Experience with NetSuite, MarketTime, and/or vendor extranets is preferred
Reporting: Experience developing sales reports, tracking KPIs, analyzing performance, and presenting actionable recommendations
Microsoft Office Suite: Intermediate Excel and Word skills, along with proficiency in Google Workspace and presentation tools
Communication: Excellent written and verbal communication skills, including the ability to deliver engaging presentations and effectively communicate with internal and external stakeholders
Flexibility: Ability to adapt to changing priorities, evolving market conditions, and frequent new product launches
Self-Motivated: Ability to independently manage schedules, prioritize responsibilities, and balance multiple projects while meeting deadlines
Problem-Solving: Strong critical thinking skills, attention to detail, and a proactive approach to identifying opportunities and implementing solutions

Qualifications

Bachelor's degree required, preferably with a concentration in business, sales, marketing, or a related field
At least 4 years of previous account management or sales experience in toys, gifts, collectibles, or a related consumer products industry is required
Experience working with specialty retailers, independent sales representatives, and wholesale distribution channels preferred
Existing relationships within the specialty toy and gift retail community, including trade associations and buying groups, strongly preferred
Demonstrated ability to develop and execute sales strategies, identify growth opportunities, and manage customer relationships
Ability to travel approximately 25% for trade shows, industry events, and customer meetings