Key Account Executive - Wholesale; w​/a sense of humor

The ideal candidate is a natural hunter who thrives on opening new doors, building trusted relationships with buyers, and turning that trust into ongoing account growth.

Shinesty makes dangerously comfortable apparel for people who refuse to take themselves too seriously. We're best known for Ball Hammock® pouch underwear, bold prints, and an irreverent brand voice, with an assortment spanning underwear, socks, swim, loungewear, apparel, and accessories. Our products sell through , Amazon, and roughly 800 wholesale doors across specialty, farm-and-ranch, gifting, and other retail channels. Wholesale is one of our largest growth opportunities, and we're building the sales team to open new doors and turn them into large, durable partnerships.

You will find, open, and grow Shinesty's wholesale accounts. This is a full-cycle, outbound sales role: you'll prospect and pursue new retail partners, build the buyer relationships that get Shinesty on the shelf, and then stay in the account to expand it — more doors, more departments, bigger reorders.

The ideal candidate combines the drive and resilience of a hunter with the relationship-building and account-management skills to keep growing what they open.

We're especially interested in candidates with a track record in outbound sales — people who are used to prospecting and closing new retail accounts, not just servicing an existing list. Category experience in men's apparel, underwear, socks, accessories, outdoor, gifting, or seasonal is a plus.

• Build and manage a pipeline of target retail accounts across specialty, gifting, outdoor, resort, sporting goods and other relevant channels. You will be assigned verticals based on your background. Right now the only verticals we have assigned to existing reps are farm and ranch and adult.
• Prospect and cold-outreach to buyers and merchants; secure first meetings.
• Lead initial sell-in presentations and pitch the Shinesty brand, product, and economics.
• Negotiate and close the first commercial commitment — assortment, pricing, terms, and initial order.

• Build trusted, long-term relationships with buyers, merchants, planners, and allocators at each account.
• Develop a detailed understanding of each retailer's customer, assortment strategy, calendar, and internal decision-making.
• Lead recurring business reviews, line reviews, and sell-through conversations on a consistent cadence.
• Present performance and opportunities in a way that helps buyers advocate for Shinesty internally.

• Turn the initial placement into a substantial, durable partnership: grow reorders, expand assortments, add new categories, and win additional doors.
• Build annual and seasonal account plans covering revenue, assortment, doors, departments, and promotions.
• Identify underperforming stores, products, or programs and build clear plans to fix them.
• Map buying departments and decision-makers across each retail organization to find new categories or buying teams to sell into.

• Use account-, SKU-, and door-level data to recommend the right products, quantities, pricing, and promotions.
• Partner with design, product, and merchandising to build retailer-specific assortments.
• Monitor sell-through and inventory to spot reorder opportunities and flag replenishment risks.
• Forecast accounts by analyzing account metrics.
• Keep account plans, pipelines, and next actions current in the CRM.

• $1M in closed business in fiscal 2027 (Feb 2027-Jan 2028).
• A qualified pipeline of new target accounts, and door/category expansion plans (which will generate a lot…