# Senior Director of Retail Sales, North America

**Company:** [Skylight](https://hotfix.jobs/companies/skylight)
**Location:** Los Angeles, CA, San Francisco, CA
**Role:** Account Executive
**Salary:** $200k – $250k/yr
**Experience:** 8+ years
**Skills:** Retail Sales, Channel Management, Joint Business Plans, Financial Modeling, Inventory Forecasting, Pricing Strategy, Market Analysis, Business Development, Negotiation, Distributor Management
**Posted:** 2026-03-30

> Leads North American retail sales expansion, building go-to-market strategies, managing retailer partnerships, forecasting inventory, and driving growth through cross-functional collaboration. Requires 8-12+ years retail sales leadership with national retailers and distributors.

## Job Description

## Responsibilities

**Strategic Expansion & Market Development**
- Lead development of the retail growth strategy for North America: market selection, retail and channel prioritization, channel pricing management, sku assortments, future product development for key strategic exclusives and alignment on which channels deliver net new consumer markets.

**Partner management**
- Set and manage joint business plans (JBPs), annual targets, and promotional calendars with key partners, building executive level relationships.

**Channel Management**
- Build and execute best in class channel management and reseller enforcement strategies, tools, tracking and execution.

**Market Analysis**
- Conduct competitive, consumer, and retail landscape analysis to identify high-potential opportunities, top new retail partners to unlock and which channels have best opportunities for growth.

**Business development**
- Build business cases for expansion into new regions or retail partners, including financial modeling and risk analysis.

**Market definition**
- Define and localize the channel mix strategy: direct retail, distribution, ecommerce, and hybrid models.

**Distribution Management**
- Identify, negotiate, and onboard new retail partners and regional distributors.
- Evaluate new Distribution partners, conduct RFPs and pricing analysis, sourcing and logistic capabilities to identify and finalize new partners and contracts.
- Manage and lead all onboarding activities for setting up new Distributors, Retail expansion or new direct retail accounts with collaboration between internal Operations and Finance teams.

**Forecasting, Pricing & Commercial Planning**
- Own Retail (North America) pricing strategy: tiered retail, distributor, and landed costs to ensure margin and brand positioning targets.
- Partner with Operations to develop accurate inventory forecasts by retailer, product line, and retail partner.
- Analyze sell-in and sell-through data to optimize channel inventory levels and minimize stockouts or overages.
- Work with Finance on contract terms, marketing investments, and contractual programs.

**Cross Functional Collaboration**
- Work closely with Marketing to ensure retail campaigns are aligned with retail and distributor needs.

## Requirements
- 8–12+ years of retail sales leadership, preferably in consumer electronics, houseware products, or lifestyle brands.
- Strong experience managing retail partnerships and distributor networks.
- Experience with National Retailers like Walmart, Costco and Target, as well with large distributors and specialty retailers.
- Proven track record of driving sales growth and managing retail partnerships in the United States and Canada.
- Highly analytical, with proven success in forecasting, planning, and performance analysis.
- Deep understanding of channel pricing, compliance, and commercial logistics required to support the National retail channel.
- Excellent negotiation, communication, and relationship-building skills.
- Ability to work independently and adapt to different cultural and business environments.
- Willingness to travel as needed.

## Benefits
- Competitive Salary + Equity Package
- 401K matching
- Wellness, learning, and home-office budgets
- Health, Dental & Vision Medical Plans
- Tremendous autonomy to set the direction of your work
- Unlimited PTO
- Company holidays on the first Friday of every month (Excluding November, December, and January)

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