The Major Account & Marketplace Manager is a high-energy, results-driven sales leader charged with aggressively scaling tentree's wholesale revenue across North America. This is an active, front-facing sales role designed for a business builder; someone who is eager to hunt for new opportunities, win market share, and expand tentree's footprint across major retail accounts, digital marketplaces, corporate partnerships, and off-price clearance channels.
Rather than simply managing existing accounts, you will proactively unlock commercial growth, lead high-impact sales negotiations, and position tentree for maximum top-line acceleration.
6 Month Goals
1. Fully onboard and transition management of existing major accounts.
2. Successfully open 2 new strategic major accounts by the end of the SS28 prebook season.
3. Develop long-term target list, strategy and roadmap for tentree major account distribution.
Key Responsibilities
Proactive Major Account Sales & Business Growth
- Proactively drive revenue across existing and new major retail accounts in North America. Act as the primary sales driver for buying teams, financial planners, and external agency partners
- Actively prospect, target, negotiate, and open high-volume major accounts to expand tentree's retail reach
- Lead compelling seasonal line showings, pre-line meetings, and top-to-top executive business reviews to secure max pre-book commitments and push line extensions
- Leverage sell-through analytics to negotiate expanded Open-To-Buy (OTB), secure high-margin Special Make-Up (SMU) programs, and maximize floor space presence
Digital Marketplace Expansion & Strategy
- Architect and execute growth strategies across drop-ship digital marketplaces to expand tentree's online wholesale presence
- Curate high-performing seasonal product collections and target high-volume online sales without diluting core brick-and-mortar pricing
- Identify and onboard new drop-ship and digital retail partners, rapidly turning pipeline leads into revenue streams
High-Margin Corporate & B2B Business Development
- Turn the corporate sales channel into an active, high-volume growth driver. Build and manage a robust B2B pipeline to consistently hit and exceed revenue targets
- Build key alliances with custom decoration partners and distributors to capture and close bulk sales leads
- Work closely with veritree and internal teams to build compelling B2B sales packages for prospective corporate clients
Off-Price Clearance & Inventory Monetization
- Drive deal-making for slow-moving or excess inventory while protecting target gross margins
- Build direct relationships with buyers to negotiate bulk buys on optimal terms
Channel & External Sales Rep Management Support
- Serve as a key internal contact for external sales agency networks across North America, driving clear communication, product alignment, and sales strategy execution
- Support external reps with seasonal updates, promotional guidance, and target alignment to ensure consistent brand messaging and revenue growth across all territories
- Facilitate request approvals, inventory allocation updates, and operational support to keep external agency pipelines moving efficiently
Requirements
Professional Requirements:
- 5+ Years of Proven Sales Success in Major Account Sales, Wholesale Account Management, or Business Development within lifestyle apparel, outdoor, or consumer goods
- Demonstrated success opening new major accounts, expanding existing doors, and exceeding sales quotas
- Ability to leverage financial retail metrics (Sell-Through %, GM, Weeks of Supply, Door-Level Sales) to build strong business cases for buyers
- Hands-on experience or familiarity with sales order tools, EDI systems, and analytics dashboards (e.g., NetSuite, Elastic B2B, SPS Commerce, Mirakl)
- Bachelor's Degree in Business, Commerce, Marketing, or equivalent real-world commercial experience
- A valid driver's licence and access to a reliable, personal vehicle are required
- Ability to travel frequently
Personal Strengths:
- A natural communicator who builds instant rapport and long-term trust with retail buyers, external agency networks, and internal cross-functional teams
- Keeps a constant pulse on retail trends, shifting consumer behavior, and changing market conditions, turning industry insights into actionable sales opportunities
- Knows how to translate sell-through numbers and inventory reports into compelling, simple stories that convince buyers to expand tentree's floor space
- Entrepreneurial, hungry, and proactive. Constantly seeking out the next door, program, or corporate deal to accelerate brand growth
- Comfortable leading tough financial and contract discussions with major corporate buyers while keeping brand value high
- Genuinely passionate about tentree's sustainability mission and skilled at using reforestation metrics to close business
Benefits
At tentree, we offer a total rewards package that supports your wellbeing, growth and everyday life. Alongside a competitive salary, you can expect:
- A variety of time off programs including vacation, sick days, and office closures
- Extended Health Benefits & HSA/LSA top ups
- Training and development opportunities
- Employee discounts on tentree products
- A spacious East Vancouver HQ
- For candidates based in the Greater Vancouver area, this role follows a hybrid schedule with three in-office days per week (Tues-Thurs)
- Remote work is available for candidates based outside the Greater Vancouver area
The typical on-target earnings (OTE) range for this position is $70,000-$100,000 CAD per year, inclusive of base salary and a sales bonus earned when sales targets are met. The final compensation offer will be based on your qualifications, job-related skills, and relevant experience.
