Hybrid Senior Director of Retail Sales

at Skylight

• Job title: Senior Director of Retail Sales
• Job type: Full Time
• Experience level: Senior
• Salary: $200,000 - $250,000 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Los Angeles, United States

About the role

• Senior Director of Retail Sales leading North America retail expansion for consumer tech startup. Driving growth strategies and building high-performance sales teams across multiple channels.

Responsibilities

• 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)