Key Account Executive – Wholesale

Shinesty

. Find, open, and grow Shinesty's wholesale accounts .

Posted 9/19/2026full-timeRemote • Colorado • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in outbound sales, relationship-building, and negotiation within the retail sector, with a strong focus on achieving revenue targets and managing account plans. Proficient in retail math and data analysis to drive commercial recommendations and optimize product assortments.

Highest-signal resume keywords

Outbound SalesRetail Buyer EngagementAccount ManagementRetail Math ProficiencyNegotiation Skills

ATS Keywords

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Applicant Tracking System Keywords

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

Hard Skills

ProspectingCold-CallingClosing New AccountsSales AnalysisInventory ManagementForecastingCommercial RecommendationsAccount PlanningSell-Through MonitoringReorder Optimization

Soft Skills

Relationship-BuildingCommunicationInfluencing SkillsOwnershipUrgency

Tools & Technologies

CRM Software

Industry Keywords

Wholesale SalesRetail SalesMen's ApparelGiftingOutdoor ProductsSeasonal ProductsBuyer RelationshipsCommercial CommitmentsAssortment StrategyTrade Shows

About the role

Key responsibilities & impact

Find, open, and grow Shinesty's wholesale accounts
Prospect and pursue new retail partners
Build buyer relationships to get Shinesty products on shelves
Expand accounts through more doors, departments, and bigger reorders
Build and manage a pipeline of target retail accounts across specialty, gifting, outdoor, resort, sporting goods, and other relevant channels
Prospect and cold-outreach to buyers and merchants; secure first meetings
Lead initial sell-in presentations and pitch the Shinesty brand, product, and economics
Negotiate and close first commercial commitments covering assortment, pricing, terms, and initial order
Build trusted relationships with buyers, merchants, planners, and allocators
Develop understanding of retailers' customers, assortment strategy, calendar, and decision-making
Lead recurring business reviews, line reviews, and sell-through conversations
Present performance and opportunities to help buyers advocate for Shinesty internally
Grow reorders, expand assortments, add categories, and win additional doors
Build annual and seasonal account plans covering revenue, assortment, doors, departments, and promotions
Identify underperforming stores, products, or programs and create improvement plans
Map buying departments and decision-makers to identify new categories or buying teams
Use account-, SKU-, and door-level data to recommend products, quantities, pricing, and promotions
Partner with design, product, and merchandising on retailer-specific assortments
Monitor sell-through and inventory for reorder opportunities and replenishment risks
Forecast accounts by analyzing account metrics
Keep account plans, pipelines, and next actions current in the CRM
Achieve $1M in closed business in fiscal 2027
Build a qualified pipeline and expansion plans generating $3–4M in fiscal 2028 revenue
Open and ramp new key accounts with account plans and business-review cadence
Achieve net revenue retention above 130% on opened accounts
Improve reorder rates, assortment depth, and units per door per week
Place more than 60% of prebooks before season deadlines

Requirements

What you’ll need

Proven track record in outbound / new-business sales — prospecting, cold-calling, and closing new accounts
Comfort selling to retail buyers and asking for the business, repeatedly
Experience owning a territory, book of business, or major account relationship, ideally in wholesale, retail, or distributor sales
Strong retail math: sales, margin, inventory, turns, weeks of supply, units per door per week
Proven ability to turn analysis into a clear commercial recommendation and present it to buyers or senior retail stakeholders
Excellent communication, relationship-building, and negotiation skills; able to influence without formal authority
High ownership, urgency, and follow-through; comfortable in an entrepreneurial company without big-company support structure
Willingness to travel for prospecting trips, retailer meetings, line reviews, store visits, and trade shows
Especially relevant: track record in outbound sales and prospecting/closing new retail accounts
Category experience in men's apparel, underwear, socks, accessories, outdoor, gifting, or seasonal is a plus

Benefits

Comp & perks

Work from home optional (please note travel is expected ~40%)
Laptop + whatever other equipment you need
Access to any AI platform that will make you better at your job
Medical, dental, vision insurance
Dog-friendly office
Flexible PTO, no need to accrue time take as much as you’d like
Flexible working hours, get your work done and generate results
Discounted and free products
Work every day with an incredibly smart, fun, and creative team