Sales Director

80Twenty is a boutique sales recruitment agency that connects high-growth companies with exceptional candidates.

Our client is a privately held consumer products company with a strong foothold in the seasonal goods market. Operating as a business consulting and private label firm, they supply major mass market, big box, grocery, drug, and specialty retailers across the United States and their parent company is global. They hold licensed partnerships with globally recognized brands and are expanding into animatronics and wearable costumes, positioning the business for continued growth in a category they know deeply. This is a year round operation with proven resilience and a high-energy, entrepreneurial culture.

About the Role

The company is hiring a Sales Director to own and grow a portfolio of major retail accounts, including some of the largest in the business with 10-15% focused on net new business. This person will be walking in to roughly 5-8 major accounts. Reporting to the Senior VP, this role carries significant commercial responsibility across a defined set of high volume national accounts. You will lead a team of three based in California, collaborate closely with a highly experienced creative team to drive account strategy and partner with operations on new business channels. They are looking for an experienced big box retail leader to deepen existing relationships, grow revenue within current accounts, and selectively develop new business.

This can be remote, but this role operates on Pacific Time.

Key Responsibilities

• Own and grow a defined portfolio of major mass market retail accounts, driving revenue and deepening strategic relationships with key buyer contacts at both senior and mid-management levels.
• Lead, develop, and mentor a team of three sales professionals, ensuring alignment with account strategy and building capability across the team.
• Collaborate directly with the creative and product teams to shape product assortments and deliver against account specific requirements, including custom programs for top tier retailers.
• Build and execute account level sales plans, including seasonal and annual forecasts, promotional strategies, and volume targets.
• Own the full sales cycle for assigned accounts, from product pitch and line review preparation through negotiation, close, and post-season performance review.
• Lead the strategy for key national accounts, managing cross-functional alignment internally and maintaining strong relationships with buyer teams at multiple levels.
• Identify opportunities to expand SKU count, category presence, and shelf space within existing accounts.
• Contribute to new business development efforts, with approximately 10 to 15 percent of focus on prospecting and closing new retail partnerships.
• Deliver accurate sales forecasts and performance reporting to senior leadership, using data to inform strategy and course-correct as needed.
• Support the company's expanding online and direct-to-consumer sales initiatives in partnership with the operations team.

Qualifications

• Proven experience in mass market retail sales, with direct account responsibility across big box or major chain retailers such as Walmart, Target, Costco, or Home Depot, etc.
• Background in the seasonal consumer products industry, including Halloween, Christmas, gifting, or an adjacent category with comparable planning cycles and retailer dynamics.
• Track record of growing existing accounts through strategic account management, line review execution, and buyer relationship development.
• High energy and entrepreneurial mindset, with the ability to operate in a fast-paced, collaborative environment and adapt to a business that moves quickly across product categories.
• Strong cross-functional collaboration skills, with experience working alongside creative, product, or merchandising teams to bring product programs to life.
• Ability to build and maintain relationships at multiple levels within major retail organizations, from mid-level buyers through senior merchant teams.
• Comfortable operating on Pacific Time with periodic travel to Southern California, retail accounts, and overseas sourcing offices - travel to China 3-4x a year max.
• Experience managing or mentoring a sales team is preferred, though candidates with strong individual contributor backgrounds and demonstrated leadership influence will be considered.
• Familiarity selling licensed consumer products or branded merchandise
• Experience developing new retail accounts or expanding into emerging channels such as online or specialty retail is a bonus

Compensation & Benefits

• Base salary: $125,000 to $160,000, commensurate with experience and location.
• Annual bonus of up to 25% of base salary
• Competitive benefits package.
• Remote role operating on Pacific Time, with 10-20% travel.