Job Title: Vice President, Wholesale
Location: Columbia, Tennessee (South of Nashville)
Reports To: CEO
Company Overview:
Tethrd is one of the most innovative brands in the outdoor industry and responsible for igniting the biggest trend the hunting industry has seen over the past 20 years. Tethrd designs, manufactures, and sells innovative technical specialty gear to hunters - specifically around saddle hunting. Our products are sold directly to consumers and through select specialty retailers nationwide. With strong momentum in the market, Tethrd is entering its next phase of growth and is seeking an experienced Vice President, Wholesale to lead our fast growing wholesale business.
Position Overview:
The Vice President, Wholesale will be responsible for leading, scaling, and professionalizing Tethrd’s wholesale sales organization. This role owns wholesale revenue performance across independent retailers, buying groups, and national/regional accounts, while building repeatable sales processes, optimizing product assortment, strengthening retail partnerships, and profitably growing Tethrd’s wholesale business.
The ideal candidate brings a balance of strategic thinking and hands-on execution, with experience operating in a high-growth, consumer product environment. This role would be a key part of the Leadership Team and is charged with ensuring Tethrd’s wholesale becomes a predictable, scalable growth engine aligned with our premium brand and long-term strategic objectives.
This role reports directly to the CEO and is a member of the Leadership Team.
Key Responsibilities:
Wholesale Strategy & Leadership:
- Develop and execute the company’s wholesale sales strategy in alignment with overall business objectives and growth targets.
- Serve as the senior leader of the wholesale channel, accountable for revenue, execution, and results.
- Act as a strategic member of the Leadership Team on wholesale growth initiatives, channel strategy, and market expansion.
Revenue Growth & Account Management:
- Own wholesale revenue targets and drive consistent year-over-year profitable growth.
- Lead relationships with key independent retailers, buying groups, and national/regional accounts.
- Develop strategic account plans, including line reviews, pre-book programs, and in-season initiatives.
- Ensure strong sell-through, re-order rates, and long-term retailer partnerships.
Sales Planning, Forecasting & Performance Management:
- Lead the wholesale demand planning and budgeting, and partner with other teams in the inventory management process (S&OP).
- Track and report on key wholesale performance metrics, including revenue, account penetration, and product mix.
- Provide clear, data-driven reporting and insights to executive leadership.
- Use performance data to proactively adjust strategy and execution.
Product Assortment & Pricing Strategy:
- Partner with product, finance, and operations teams to help develop and optimize wholesale product assortments.
- Own wholesale assortment strategy, including good / better / best product line plans across all wholesale channels.
- Ensure pricing, margin targets, and promotional strategies align with both retailer needs and company profitability goals.
- Incorporate retailer feedback into product planning while protecting brand positioning.
Sales Team Leadership & Development:
- Lead, coach, and manage wholesale sales representatives (MWS) and Wholesale Account Manager.
- Establish clear objectives, goals, and measures for the wholesale team.
- Drive accountability, performance improvement, and professional development.
- Identify gaps in coverage and recommend improvements to sales structure and resourcing.
- Ensure all sales representatives have the necessary product knowledge, programs, samples, and sales tools on time.
Cross-Functional Collaboration:
- Work closely with marketing to support product launches, sales tools, and retail marketing initiatives.
- Partner with operations to align inventory planning and fulfillment with wholesale demand.
- Collaborate with finance to manage pricing, margins, and promotional effectiveness.
- Ensure wholesale priorities are integrated early into company planning cycles.
Required Qualifications:
- Bachelor’s degree in Business, Marketing, or related field.
- Minimum of 7–15 years of wholesale sales experience, with at least 5 years in a senior sales leadership role.
- Proven track record of managing buying groups and national or regional retail accounts.
- Strong understanding of wholesale sales processes, forecasting, assortment planning, and pricing strategy.
- Experience leading and developing sales teams in a growth-oriented environment.
- Ability to analyze sales data and translate insights into actionable strategy.
- Strong communication, negotiation, and presentation skills.
- Fit with Tethrd core values and culture.
Preferred Qualifications:
- Experience in outdoor, sporting goods, apparel, or adjacent consumer product categories.
- Background working in a private-equity-backed or high-growth consumer brand.
- Familiarity with ERP and CRM systems used for wholesale forecasting and reporting.
- Experience operating within EOS/Traction or similar operating frameworks.
Personal Characteristics:
- Ownership mindset with accountability for results.
- Strategic yet highly execution-oriented.
- Organized, disciplined, and process-driven.
- Comfortable operating in a fast-paced, entrepreneurial environment.
- Strong relationship builder who balances retailer needs with company objectives.
- Passion for outdoor pursuits, including hunting, preferred.
Location:
Columbia, Tennessee. Regular travel required.
Compensation:
Competitive base salary with a performance-based bonus and comprehensive benefits package.
