Job Title: Vice President, Wholesale
Location: Columbia, Tennessee (South of Nashville)
Reports To: CEO

Position Overview:

The Vice President, Wholesale will be responsible for leading, scaling, and professionalizing Tethrd's wholesale sales organization. This role owns wholesale revenue performance across independent retailers, buying groups, and national/regional accounts, while building repeatable sales processes, optimizing product assortment, strengthening retail partnerships, and profitably growing Tethrd's wholesale business.

The ideal candidate brings a balance of strategic thinking and hands-on execution, with experience operating in a high-growth, consumer product environment. This role would be a key part of the Leadership Team and is charged with ensuring Tethrd's wholesale becomes a predictable, scalable growth engine aligned with our premium brand and long-term strategic objectives.

This role reports directly to the CEO and is a member of the Leadership Team.

Key Responsibilities:

Wholesale Strategy & Leadership:

• Develop and execute the company's wholesale sales strategy in alignment with overall business objectives and growth targets.
• Serve as the senior leader of the wholesale channel, accountable for revenue, execution, and results.
• Act as a strategic member of the Leadership Team on wholesale growth initiatives, channel strategy, and market expansion.

Revenue Growth & Account Management:

• Own wholesale revenue targets and drive consistent year-over-year profitable growth.
• Lead relationships with key independent retailers, buying groups, and national/regional accounts.
• Develop strategic account plans, including line reviews, pre-book programs, and in-season initiatives.
• Ensure strong sell-through, re-order rates, and long-term retailer partnerships.

Sales Planning, Forecasting & Performance Management:

• Lead the wholesale demand planning and budgeting, and partner with other teams in the inventory management process (S&OP).
• Track and report on key wholesale performance metrics, including revenue, account penetration, and product mix.
• Provide clear, data-driven reporting and insights to executive leadership.
• Use performance data to proactively adjust strategy and execution.

Product Assortment & Pricing Strategy:

• Partner with product, finance, and operations teams to help develop and optimize wholesale product assortments.
• Own wholesale assortment strategy, including good / better / best product line plans across all wholesale channels.
• Ensure pricing, margin targets, and promotional strategies align with both retailer needs and company profitability goals.
• Incorporate retailer feedback into product planning while protecting brand positioning.

Sales Team Leadership & Development:

• Lead, coach, and manage wholesale sales representatives (MWS) and Wholesale Account Manager.
• Establish clear objectives, goals, and measures for the wholesale team.
• Drive accountability, performance improvement, and professional development.
• Identify gaps in coverage and recommend improvements to sales structure and resourcing.
• Ensure all sales representatives have the necessary product knowledge, programs, samples, and sales tools on time.

Cross-Functional Collaboration:

• Work closely with marketing to support product launches, sales tools, and retail marketing initiatives.
• Partner with operations to align inventory planning and fulfillment with wholesale demand.
• Collaborate with finance to manage pricing, margins, and promotional effectiveness.
• Ensure wholesale priorities are integrated early into company planning cycles.

Required Qualifications:

• Bachelor's degree in Business, Marketing, or related field.
• Minimum of 7-15 years of wholesale sales experience, with at least 5 years in a senior sales leadership role.
• Proven track record of managing buying groups and national or regional retail accounts.
• Strong understanding of wholesale sales processes, forecasting, assortment planning, and pricing strategy.
• Experience leading and developing sales teams in a growth-oriented environment.
• Ability to analyze sales data and translate insights into actionable strategy.
• Strong communication, negotiation, and presentation skills.
• Fit with Tethrd core values and culture.

Preferred Qualifications:

• Experience in outdoor, sporting goods, apparel, or adjacent consumer product categories.
• Background working in a private-equity-backed or high-growth consumer brand.
• Familiarity with ERP and CRM systems used for wholesale forecasting and reporting.
• Experience operating within EOS/Traction or similar operating frameworks.

Personal Characteristics:

• Ownership mindset with accountability for results.
• Strategic yet highly execution-oriented.
• Organized, disciplined, and process-driven.
• Comfortable operating in a fast-paced, entrepreneurial environment.
• Strong relationship builder who balances retailer needs with company objectives.
• Passion for outdoor pursuits, including hunting, preferred.

Location:

Columbia, Tennessee. Regular travel required.

Compensation:

Competitive base salary with a performance-based bonus and comprehensive benefits package.