The Apparel Sales Manager is responsible for building and leading Cozy Earth's wholesale apparel distribution across the US through a network of independent regional sales agencies. This person owns the full agency lifecycle - from identifying and onboarding rep groups to driving sell-in performance, managing seasonal forecasting, and ensuring Cozy Earth's brand standards are upheld at every retail touchpoint. They sit at the intersection of sales strategy, product merchandising, and cross-functional collaboration with marketing, planning, and operations.
Responsibilities:Agency Network Management
- Recruit, contract, and manage a national network of independent sales reps and multi-line agencies
- Evaluate rep group coverage maps and identify channel conflicts
- Set performance expectations through territory plans and account targets
- Conduct regular business reviews and make replace-or-retain decisions based on sell-in and sell-through data
Hiring & Onboarding
- Lead hiring for any direct sales support staff
- Onboard new rep groups including brand education, line training, and sample coordination
- Equip reps with the tools and collateral they need to sell effectively
Seasonal Forecasting & Planning
- Own wholesale volume forecasts by channel, region, and account tier
- Build bottom-up forecasts by agency territory and reconcile rep projections against open-to-buy windows
- Flag risk or upside early enough for the supply chain to respond
Product Merchandising & Line Presentation
- Build account-specific assortments and advise agencies on storytelling and floor placement
- Provide wholesale-informed feedback to product development on colorways, fabrications, and price architecture
Account Development
- Set strategic direction on key account priorities by channel
- Support agencies in opening new accounts and co-present at major retail headquarters
- Steward relationships with top-tier buyers across department stores, specialty retail, outdoor, and gift
CRM & Reporting
- Own the B2B sales tech stack and maintain clean CRM data across account records, contacts, pipeline, and activity
- Manage the B2B ordering platform
- Produce regular reporting on bookings, account health, reorder rates, and territory performance
Brand Standards
- Ensure Cozy Earth's premium, sustainable, lifestyle-led positioning is reflected consistently across all channels
- Review sell-in collateral, approve account presentations, and push back on distribution that conflicts with brand equity
Skills and Qualifications:- 7-10+ years of wholesale apparel or soft goods sales, with 3+ years managing agencies or a regional team
- Deep knowledge of how fashion/specialty, outdoor, department store, and gift channels actually operate
- Proven ability to build granular wholesale forecasts and work within open-to-buy frameworks
- Hands-on experience with CRM platforms (Salesforce, HubSpot) and B2B ordering portals (NuOrder, Joor, Brandboom)
- A genuine merchandising eye - you can edit a line and match assortment depth to retailer needs
- Established relationships with buyers and agency principals across at least two target channels
- Experience with a premium or lifestyle brand where brand equity and distribution selectivity matter
- Familiarity with sustainable or natural materials storytelling as a sales tool
- Willingness to travel 30-40% for trade shows, agency visits, and key account calls
Why Join Cozy Earth?Comprehensive Benefits: Medical, dental, and vision coverage to keep you healthy.
Future Planning: 401K plan to secure your financial future.
Work-Life Balance: Flexible PTO to ensure you have the time you need for rest and relaxation.
Wellness Perks: Monthly self-care benefit to support your overall well-being.
Exclusive Discounts: Access generous discounts on all our products.
