Director, Wholesale Strategy & Business Development

Position Overview

Duluth Trading Co. is a highly successful omnichannel business, leveraging a robust direct-to-consumer digital platform alongside a strong retail footprint. As we explore new horizons for growth, we are seeking a visionary and highly analytical Director of Wholesale Strategy & Business Development who can quickly jump in to own, optimize, and scale our existing first-party (1P) Amazon business and evaluate, architect, and pilot our broader entry into the wholesale market.

Work Location & Travel:
At Duluth Trading Company, we value face-to-face interactions that foster our culture of learning, creativity, and teamwork. The role is based at our headquarters near Madison, WI. You will work in the office Monday through Thursday, with the option to work from home on Fridays if you prefer. Relocation assistance is available for candidates located outside of commuting distance to the headquarters office.

• Strategic Negotiations & Account Management:
  Instantly take ownership of the holistic P&L for the Amazon 1P channel, balancing top-line media-driven growth against bottom-line profitability. Lead the Annual Vendor Negotiation (AVN) process, defending wholesale margins against Amazon's aggressive targets for MDF, damage allowances, and freight terms.
• Full-Funnel Advertising:
  Own the strategy, execution, and optimization of all Amazon paid acquisition campaigns (Sponsored Products, Brands, Display, and Video). Set clear ad spend targets, architect keyword bidding strategies, and optimize against core performance indicators like ROAS, ACOS, and TACOS.
• Catalog & Inventory Alignment:
  Connect advertising push-periods with physical inventory realities, heavily funneling ad dollars into high-margin, high-stock items while pausing campaigns on low-stock items to protect buy-box health.
• Chargeback Elimination:
  Partner with internal supply chain teams to audit operational compliance and permanently eliminate margin-eroding chargebacks.

• Viability Assessment & Financial Modeling:
  Conduct a comprehensive assessment of the wholesale landscape to determine target partners that align with Duluth's brand equity. Develop a rigorous, standalone wholesale P&L model that maps out margins, chargebacks, markdown structures, shipping terms, and overall revenue potential.
• Infrastructure & GTM Architecture:
  Identify the operational requirements necessary to support wholesale (EDI compliance, ticketing/labeling, logistics) without disrupting existing DTC and retail operations. Establish a comprehensive Go-To-Market calendar, mapping the lifecycle from product design to retail delivery.
• Relationship Leveraging & Pilot Execution:
  Utilize deep, pre-existing relationships with major retailers to gather market feedback, secure initial presentations, and launch tightly managed pilot programs to validate the model before a broader national rollout.

Bachelor's Degree in Fashion Merchandising, Business, Marketing, or equivalent corporate experience

• 10+ years of progressive leadership experience
• 5+ years specifically in a senior wholesale strategy or business development role within the Outdoor, Workwear, Corporate Apparel, or National Specialty Retail sectors, including proven experience in architecting a wholesale division from the ground up.
• 5--7+ years of direct, hands-on experience managing a high-volume brand on Amazon Vendor Central (1P)
• 3+ years directly managing complex, multi-million dollar Amazon Ads budgets.

• Deep Industry Relationships:
  Must possess an active, robust network of established relationships with major retail buyers and retail executives across relevant sectors.
• Financial & Analytical Acumen:
  Expert-level capability in P&L management, financial forecasting, and cost-to-serve analysis. Strong fluency in digital marketing math (ROAS, TACOS, CVR, CPC) alongside standard corporate retail finance, such as wholesale margin structures and co-op allowances.
• Omnichannel Understanding: A strong grasp of how wholesale integrates into a broader omnichannel business, ensuring harmony between wholesale, brand retail stores, and e-commerce.
• Amazon Logistics Expertise:
  Practical knowledge of Vendor Central operational compliance, including EDI integrations, ASNs, packaging compliance (FFP/SIOC), and chargeback dispute mechanisms.
• Strategic Architect vs.…