Wholesale Manager eCommerce

Location: Remote within the U.S., with travel (roughly 10 to 15%)

We’re hiring our first Wholesale Channel Lead, and we want a hunter. Someone who gets energy from a cold call that turns into a first order, a trade show floor full of buyers, and a pipeline that grows every week.

You’ll take over a channel that already produces meaningful revenue, with anchor accounts in place. Your mission: turn it from a side channel into a major share of ONO’s business. You’ll have a direct line to the CEO, the freedom to run the channel your way, and commission tied to the revenue you bring in.

ONO designs sleek, silent fidget tools that help busy minds find a moment of clarity. Our flagship, the patented ONO Roller, is in the hands of more than 500,000 people worldwide, from overwhelmed students to design-obsessed professionals.

We’re a small, purpose-driven team. We move fast, make decisions quickly, and obsess over the details that make a product worth holding.

Cold pitch a buyer at a specialty toy store before lunch. Pitch a corporate gifting program in the afternoon. Book meetings for next month’s trade show. Close a museum shop before the day ends. If opening accounts and working a show floor is your idea of a great day, keep reading.

• Build and work the wholesale prospect list across specialty gift, toy and hobby, museum and gallery, premium design retail, corporate gifting, hospitality, and select boutique chains.
• Run outbound by phone, email, and in person.
• Qualify inbound inquiries, send samples, negotiate terms, and close.
• Decide which categories of buyer we go after and which we walk away from.

• Own the relationship with every existing wholesale customer, from reorder cadence to new product introductions and account-level promotions.
• Protect and grow the anchor accounts that make up our current baseline.
• Find the next win inside each account: new product placements, additional locations, and seasonal programs.

• Build a rolling 12-month trade show calendar (NY NOW, Atlanta Market, Inspired Home, NY Toy Fair, CHITAG, and others as we expand).
• Make the call on which shows we attend, based on audience fit, exposure, and ROI.
• Fill your calendar with buyer meetings before the show, sell on the floor, and follow up fast after.
• Our contract event coordinator handles booth logistics, shipping, and travel. You own the brand, the buyer conversations, and the selling.

• Run and improve the wholesale operating system: order forms, CRM, line sheets, credit applications, terms, sales collateral, and the handoff to fulfillment. Working versions of most of these are already in place.
• Run wholesale order flow through Shopify, partnering with operations on fulfillment timing and inventory allocation.
• Keep the pipeline and account list current in  so leadership always knows the state of the channel.

• Work directly with the CEO to align wholesale with product launches, brand goals, and company strategy.
• Turn channel results into clear calls on where to invest, where to pull back, and what to test next.
• Stay ahead of buyer trends in specialty retail, toy, and gifting so ONO shows up where the right buyers are looking.
• You love the cold call. You’d rather pick up the phone than wait for inbound, and you see outbound as your edge. This is not the role for someone who prefers to work only warm leads.
• You have the scoreboard to prove it. You can name the accounts you opened, the revenue you grew, and the calls you made about where to focus. You bring 5 to 7 years of B2B wholesale sales at an ecommerce-native consumer brand, with at least 2…