Director of Wholesale

• Base Pay $ - $ / Year
• Job Category Sales
• Employee Type Full-Time Exempt
• Manage Others Yes

Classification:
Full-Time Exempt

Golden Grail Group is a fast-growing, vertically integrated cannabis company operating across Oregon and Washington. Our expanding portfolio includes retail dispensaries, cultivation, product processing and production, distribution, and wholesale brands. With exciting opportunities and continued growth on the horizon, this is a great time to join our team, make a meaningful impact, and grow alongside an evolving organization.

The Director of Wholesale is accountable for the statewide growth, commercial performance, and market presence of Golden Grail Group's multi-brand cannabis portfolio. Reporting to the Vice President of Operations, this leader develops and executes the wholesale strategy, directs the Sales and Brand Representative team, and ensures each brand is supported by clear positioning, consistent messaging, effective field execution, and measurable sales plans.

The Director translates Company priorities into disciplined account, territory, pricing, promotional, and product-launch strategies while partnering closely with Operations, Marketing, Production, Distribution, Finance, and Compliance.

• Own statewide wholesale strategy and performance, including revenue growth, account expansion, product placement, reorder activity, distribution, and brand-level results.
• Develop annual, quarterly, and monthly sales plans with clear targets by territory, representative, account, brand, product category, and channel.
• Lead, coach, and hold accountable the Sales and Brand Representative team, establishing expectations for field activity, pipeline development, account coverage, follow-through, reporting, and results.
• Design and manage effective territory and account assignments that support statewide coverage, efficient travel, market penetration, and equitable workload distribution.
• Establish and monitor key performance indicators for representatives and brands, including visits, new accounts, placements, reorders, revenue, margin, promotional execution, and product velocity.
• Conduct regular one-on-one meetings, field ride-alongs, pipeline reviews, performance discussions, and team trainings to strengthen capability and accountability.
• Build and maintain strategic relationships with key retail groups, independent dispensaries, buyers, purchasing teams, distributors, and other licensed cannabis partners across the state.
• Direct new-account acquisition and growth within existing accounts, including sales presentations, portfolio reviews, pricing discussions, promotional planning, and resolution of service concerns.
• Own the commercial messaging and go-to-market strategy for the Company's portfolio, ensuring each brand has a clear position, target consumer, value proposition, sales story, and field execution plan.
• Partner with Marketing to develop approved brand materials, budtender education, sales tools, promotions, vendor-day programs, launch support, and consistent in-store representation.
• Monitor brand and product performance by market, account, category, and product format; identify opportunities, underperformance, competitive threats, and recommended corrective actions.
• Use account feedback, consumer trends, competitive intelligence, inventory data, and sales results to influence portfolio priorities, product development, packaging, pricing, and promotional strategy.
• Lead the wholesale launch process for new brands and products, coordinating timing, education, sales materials, account targeting, inventory readiness, and field execution.
• Develop accurate sales forecasts and provide visibility into customer demand, pipeline health, upcoming orders, inventory needs, promotional activity, and business risks.
• Partner with Production and Distribution leadership to align sales commitments with production capacity, available inventory, fulfillment priorities, and delivery schedules.
• Maintain strong operating discipline within Distru, Leaf Link, CRM, Excel, METRC, and other Company systems, ensuring account, order, pipeline, visit, and performance data are timely and accurate.
• Prepare and present regular wholesale performance updates, forecasts, brand reviews, and recommendations to the Vice President of Operations and other Company leaders.
• Develop scalable sales processes, reporting standards, account-management practices, and standard operating…