Vice President, Wholesale

Company Overview

Tethrd is a leading innovator in the outdoor industry, particularly known for pioneering trends in hunting gear over the last two decades. Specializing in technical specialty products for saddle hunting, Tethrd markets its offerings both directly to consumers and through selected specialty retailers across the nation. The company is poised for significant growth and is seeking an experienced Vice President to head its expanding wholesale division.

Role Summary

The Vice President, Wholesale will spearhead the development, expansion, and professional management of Tethrd's wholesale operations. This executive role entails full responsibility for wholesale revenue across independent retailers, buying groups, and national and regional accounts. Key objectives include building scalable sales systems, optimizing product assortments, reinforcing retail partnerships, and ensuring profitable business growth aligned with the premium brand and strategic goals. Reporting directly to the CEO, this position is an integral part of the Leadership Team.

Key Responsibilities

• Formulate and implement the wholesale sales strategy aligned with business aims and growth targets.
• Lead the wholesale channel as senior manager, accountable for execution and revenue outcomes.
• Participate in Leadership Team discussions on wholesale growth and market strategy.
• Manage revenue targets and drive consistent profitable growth annually.
• Maintain and nurture relationships with key retailers, buying groups, and large accounts.
• Develop and execute strategic account plans including line reviews, pre-orders, and in-season activities.
• Ensure strong sell-through performance, reorder rates, and sustained retailer partnerships.
• Oversee wholesale demand planning, forecasting, budgeting, and collaborate in inventory management processes.
• Monitor wholesale performance metrics such as revenue, account penetration, and product mix; provide analytical reports and insights to executives.
• Adjust strategies proactively based on data and market feedback.
• Partner with cross-functional teams to optimize product assortments and pricing strategies in wholesale channels, maintaining brand integrity.
• Lead, mentor, and manage wholesale sales representatives and account managers, setting clear performance goals and fostering development.
• Evaluate sales team structure and recommend staffing improvements to cover market needs effectively.
• Collaborate with marketing, operations, and finance teams to align sales initiatives with product launches, inventory, and financial targets.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field.
• 7–15 years of experience in wholesale sales with at least 5 years in senior sales leadership.
• Proven expertise managing buying groups and national/regional retail accounts.
• Strong skills in wholesale sales processes, forecasting, assortment and pricing strategy.
• Experience coaching and leading sales teams in a growth-driven environment.
• Ability to analyze data to devise actionable sales strategies.
• Excellent communication, negotiation, and presentation capabilities.
• Alignment with Tethrd’s core values and culture.
• Preferred: Background in outdoor, sporting goods, apparel or related consumer products; experience with private equity-backed or high-growth brands; familiarity with ERP/CRM systems for forecasting; exposure to EOS/Traction frameworks.

Personal Traits

• Strong sense of ownership and accountability for results.
• Strategic thinker with a focus on execution.
• Highly organized, disciplined, and process-oriented.
• Able to thrive in a fast-moving entrepreneurial setting.
• Exceptional relationship builder balancing retailer and company needs.
• Passion for outdoor activities, particularly hunting, is a plus.

Additional Details

Location: Columbia, Tennessee (south of Nashville), with regular travel commitments.

Compensation: Competitive base salary coupled with performance-based bonuses and a comprehensive benefits package.