Major Account & Marketplace Manager

• 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
• 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
• 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
• 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
• 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
• 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
• 6 Month Goals:
• Fully onboard and transition management of existing major accounts
• Successfully open 2 new strategic major accounts by the end of the SS28 prebook season
• Develop long-term target list, strategy and roadmap for tentree major account distribution

Benefits

• Extended Healthcare Plan: Because accessible healthcare is something our team cares deeply about. Doing your best work starts with feeling your best, consistently
• Generous Paid Days Off: We believe that rest is as important as action. At Tentree, we reward taking time off in a way that renews you
• Ability To Work From Home With Flexible Hours: Fact: everyone has different hours of the day that they feel most productive. We do our best to honor this
• Opportunities For Training and Development: Interested in another part of the business? We believe that knowledge is power, so we do our best to make the entire business your oyster
• Employee Discounts: We repeat, employee discounts. We’re really proud of all the products we create and the good they do, so naturally, we want to make it easy for our employees to rep Tentree wherever they go
• Discretionary Bonus: We’re in the business of rewarding good work. If you’re passionate about what you do and it shows, we want to thank you in a tangible way

Preferred experience

• 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
• A valid driver’s licence and access to a reliable, personal vehicle are required
• Must reside in the Greater Vancouver area and be able to commute to the office as needed
• Knows how to translate sell-through numbers and inventory reports into compelling, simple stories that convince buyers to expand tentree’s floor space
• Ability to leverage financial retail metrics (Sell-Through %, GM, Weeks of Supply, Door-Level Sales) to build strong business cases for buyers
• Keeps a constant pulse on retail trends, shifting consumer behavior, and changing market conditions, turning industry insights into actionable sales opportunities
• Hands-on experience or familiarity with sales order tools, EDI systems, and analytics dashboards (e.g., NetSuite, Elastic B2B, SPS Commerce, Mirakl)
• Ability to travel frequently
• Bachelor’s Degree in Business, Commerce, Marketing, or equivalent real-world commercial experience
• 5+ Years of Proven Sales Success in Major Account Sales, Wholesale Account Management, or Business Development within lifestyle apparel, outdoor, or consumer goods
• Entrepreneurial, hungry, and proactive. Constantly seeking out the next door, program, or corporate deal to accelerate brand growth
• Demonstrated success opening new major accounts, expanding existing doors, and exceeding sales quotas
• A natural communicator who builds instant rapport and long-term trust with retail buyers, external agency networks, and internal cross-functional teams