Position Summary

The Distribution Sales Manager is responsible for driving revenue growth and expanding market share across AMain Hobbies’ wholesale and distribution channels in the retail industry. This role leads and supports a team of sales representatives while developing and executing sales strategies that strengthen relationships with hobby retailers, buying groups, and key accounts. The Distribution Sales Manager partners closely with marketing, merchandising, inventory, and operations to ensure alignment between customer demand, product availability, and promotional initiatives.

Key Responsibilities

Sales Leadership & Strategy

• Develop and execute distribution sales strategies to achieve revenue, margin, and growth targets
• Lead, coach, and manage a team of distribution sales representatives, including goal setting, performance management, and professional development
• Establish sales priorities by brand, category, and customer segment
• Analyze sales trends, customer data, and market conditions to identify growth opportunities

Account Management & Business Development

• Build and maintain strong relationships with key retail accounts, regional chains, and independent hobby shops
• Identify and pursue new wholesale customers and distribution opportunities
• Partner with vendors and brand managers to support product launches, promotions, and exclusive programs
• Lead negotiations related to pricing programs, terms, and promotional commitments

Cross-Functional Collaboration

• Work closely with merchandising and inventory teams to forecast demand, manage stock levels, and minimize out-of-stocks and overstocks
• Collaborate with marketing on trade marketing initiatives, promotions, catalogs, and dealer communications
• Partner with operations and customer service to ensure best-in-class order fulfillment and retailer experience

Reporting & Performance Management

• Track and report on sales KPIs including revenue, margin, account growth, and rep performance
• Prepare regular forecasts and executive-level sales reports
• Ensure CRM accuracy and consistent sales process execution across the team

Industry & Market Engagement

• Represent AMain Hobbies at trade shows, dealer events, and industry functions
• Stay current on hobby industry trends, competitive landscape, and retailer needs

Required

• Bachelor’s degree in Business, Marketing, or related field (or equivalent experience)
• 5+ years of sales experience in distribution, wholesale, or B2B sales in retail industries
• 2+ years of people management or sales leadership experience
• Strong negotiation, relationship-building, and communication skills
• Experience working with CRM systems and sales analytics tools
• Ability to travel as needed for customer visits and industry events

Preferred

• Experience in the hobby, toy, sporting goods, or specialty retail industries
• Knowledge of multi-brand distribution and vendor-managed relationships
• Experience working with independent retailers and dealer networks

Key Competencies

• Strategic thinking and execution
• Data-driven decision making
• Team leadership and coaching
• Customer-centric mindset
• Cross-functional collaboration
• Results orientation