VP of Wholesale and Marketplace Sales

The VP of Wholesale and Marketplace Sales identifies, prioritizes, and executes growth opportunities that increase revenue, improve profitability, strengthen customer relationships, and expand market reach. The role maintains a disciplined pipeline of opportunities, oversees strategic customer engagement, and ensures organizational resources are focused on the initiatives with the greatest potential return.

Working closely with Marketing, Product, Operations, and Finance, the VP of Wholesale and Marketplace Sales aligns commercial priorities with organizational goals while maintaining direct accountability for revenue growth, gross margin performance, customer development, and commercial execution.

Success in this role is measured by profitable revenue growth, strong customer relationships, and sustainable expansion of purchases from artisan partners.

• Serve as an active member of the Leadership Team, contributing to organizational planning, decision making, and execution.
• Collaborate with the Leadership Team to establish and achieve organizational goals, priorities, policies, and strategic initiatives.
• Participate in the annual budgeting and planning process, ensuring commercial objectives align with organizational priorities and financial goals.
• Provide commercial insights and market intelligence to support organizational strategy and decision making.
• Champion cross-functional collaboration to align sales, marketing, product, operations, and finance around growth opportunities and business objectives.
• Adopt and exemplify Ten Thousand Villages values and encourage those values throughout the organization.
• Support a culture of accountability, continuous improvement, and mission-driven performance.
• Develop and execute commercial strategies that increase profitable revenue through wholesale growth, major account development, customer acquisition, strategic partnerships, sales channel optimization, and targeted ecommerce initiatives.
• Lead annual and multi-year revenue growth planning aligned with organizational objectives.
• Identify, evaluate, and prioritize opportunities based on revenue potential, profitability, mission alignment, and organizational capacity.
• Establish annual revenue, margin, and growth objectives.
• Evaluate significant growth opportunities and allocate resources toward initiatives that deliver the highest combination of revenue growth, profitability, strategic value, and mission impact.
• Present regular updates and recommendations to the CEO and Leadership Team regarding commercial performance, opportunities, risks, and strategic priorities.

• Build, maintain, and actively manage a comprehensive pipeline of revenue growth opportunities.
• Develop strategies to increase revenue from existing customers while identifying and securing new accounts.
• Establish pipeline management disciplines, forecasting processes, and opportunity review practices.
• Maintain visibility into all significant growth opportunities and provide regular reporting on pipeline health, conversion rates, projected revenue, expected profitability, and strategic priorities.
• Lead business development efforts including prospecting, relationship development, negotiation, and account acquisition.
• Ensure growth initiatives are prioritized based on expected financial return and strategic value.

• Oversee relationships with key strategic accounts, distributors, marketplace partners, and other high-value customers.
• Develop and execute account growth plans for major customers.
• Lead executive-level engagement with strategic accounts and partners.
• Monitor account performance, profitability, retention, and growth opportunities.
• Ensure organizational focus remains on the customers and opportunities with the greatest potential impact.

• Lead wholesale growth strategy and execution.
• Identify opportunities to expand market share, improve customer retention, and increase account productivity.
• Evaluate channel performance and recommend investments that support profitable growth.
• Monitor industry trends, customer behavior, and competitive activity to inform strategy.
• Partner with internal teams to ensure successful execution of commercial initiatives and customer commitments.

• Develop and oversee the organization’s sales representation strategy, including independent representatives, commissioned sales agencies, distributors, and internal sales resources.
• Evaluate territory coverage, compensation structures, performance expectations, and return on investment.
• Recruit, onboard, manage, and assess sales representatives and agencies as needed.
• Establish performance expectations, accountability measures, and growth objectives.
• Recommend changes to sales coverage models based on performance and market opportunity.

• Own the annual trade show strategy, budget, and…