Director, Wholesale Strategy & Business Development

Duluth Trading Company is seeking a Director of Wholesale Strategy & Business Development to drive growth across retail and distribution partners. In this role, you will define the wholesale channel strategy, identify and secure new partners, and deepen relationships with key accounts to expand Duluth's presence in the retail trade. You will lead joint business planning, assortment and pricing strategies, and go-to-market execution in close collaboration with merchandising, product, marketing, operations, and finance.

The ideal candidate brings deep wholesale or channel experience in retail or apparel, strong negotiation and P&L skills, and a hands-on, pragmatic style that fits Duluth's down-to-earth, customer-focused culture. This position offers the opportunity to shape a growing brand's wholesale footprint and directly impact revenue, profitability, and long-term market positioning.

Responsibilities

• Develop and lead wholesale growth strategy to expand Duluth Trading's brand presence across key retail and distribution partners.
• Identify, evaluate, and secure new wholesale and business development opportunities in retail trade channels.
• Own relationships with major wholesale accounts, negotiating terms, pricing, and promotions to drive profitable growth.
• Partner with merchandising, product, and marketing teams to build assortments and go-to-market plans tailored to wholesale customers.
• Forecast sales, monitor KPIs, and manage wholesale P&L to hit revenue and margin targets.
• Conduct market and competitor analysis to inform channel strategy, pricing, and distribution decisions.
• Create joint business plans with strategic partners to improve sell-through, visibility, and customer experience.
• Collaborate with operations and supply chain to ensure inventory availability and on-time delivery for wholesale accounts.
• Report performance, risks, and opportunities to senior leadership and influence long-term channel strategy.
• Coach and mentor team members, promoting Duluth Trading's practical, down-to-earth, customer-focused culture.

Required Skills

• Wholesale channel strategy
• Retail merchandising
• Business development
• Key account management
• Sales forecasting
• P&L management
• Contract negotiation
• Market analysis
• Cross-functional leadership
• Go-to-market planning