Specialty Sales Manager

Squishable is a close-knit team of designers, artists, pop-culture fanatics, and lovers of all things adorable. Together we create the cutest, cuddliest (and sometimes downright unusual) plush and lifestyle products in the world. With the millions-strong Squishable fan community cheering us on (and a lot of cupcakes, coffee, and karaoke) we make people say “awww.” Our offices are in a sunny SoHo loft in NYC and in downtown Washington, DC.

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

Location:

Remote, New York City preferred

Travel:

Requires approximately 25% travel