Director of Sales - Mass Retail Channels

Job Description

Job Description

Position Summary

MAD Engine Global, LLC is seeking a dynamic and results-oriented Director of Sales – Mass Retail Channels to drive sales growth, strengthen retail partnerships, and support strategic initiatives across key Mass Retail accounts. This leadership role is responsible for managing major retail relationships, developing sales strategies, optimizing business performance, and collaborating cross-functionally to deliver successful retail programs.

The Director of Sales will play a critical role in expanding market opportunities, achieving revenue objectives, and ensuring operational excellence across the Mass Retail Channels business. The ideal candidate is highly collaborative, analytical, customer-focused, and experienced in managing high-volume retail accounts within the consumer products, apparel, or licensed products industries.

Key Responsibilities

Sales & Account Management

• Lead day-to-day management of Mass Retail Channel accounts and customer relationships.
• Develop and execute sales strategies to achieve revenue, margin, and growth objectives across assigned retail partners.
• Build and maintain strong relationships with buyers, planners, merchants, and category managers at key retail accounts.
• Prepare and deliver customer presentations, line reviews, assortment recommendations, seasonal strategies, and business updates.
• Identify opportunities for category expansion, new product placements, promotional growth, and market penetration.
• Negotiate business terms, promotional programs, and merchandising opportunities to maximize sales and profitability.
• Drive account growth through strategic planning, customer engagement, and collaborative business development initiatives.

Business Planning & Analysis

• Analyze sales trends, inventory performance, replenishment metrics, customer scorecards, and financial KPIs.
• Develop accurate sales forecasts and support inventory planning initiatives to ensure business continuity and growth.
• Monitor market trends, competitive activity, consumer behavior, and customer insights to support strategic decision-making.
• Collaborate with finance, planning, and operations teams to manage profitability, promotional investments, and margin performance.
• Proactively identify business risks and develop action plans to improve sales performance and operational efficiency.
• Utilize retail analytics and reporting tools to evaluate business opportunities and recommend growth strategies.

Cross-Functional Collaboration

• Partner with merchandising, design, sourcing, production, operations, licensing, and marketing teams to ensure successful program execution.
• Coordinate timelines, product launches, seasonal assortments, and customer initiatives with internal stakeholders.
• Support supply chain and operational planning to ensure timely delivery, inventory management, and customer satisfaction.
• Collaborate with product development teams to align assortments with customer and consumer needs.
• Foster strong communication and alignment across departments to achieve company objectives and deliver exceptional customer service.

Leadership & Team Development

• Support, mentor, and develop sales team members supporting the Mass Retail Channels business.
• Promote a collaborative, accountable, and high-performance culture focused on results and continuous improvement.
• Assist with talent development, coaching, training, and succession planning initiatives.
• Identify process improvements and implement best practices to enhance team effectiveness and operational efficiency.
• Contribute to strategic planning, organizational growth, and long-term business development efforts.

Qualifications

• Bachelor’s degree in Business, Marketing, Merchandising, or related field preferred.
• 5–8+ years of sales, account management, or business development experience within consumer products, apparel, licensed products, or wholesale industries.
• Direct experience managing Mass Retail Channel accounts preferred.
• Proven ability to drive sales growth, manage retail relationships, and execute strategic business initiatives.
• Strong understanding of mass retail operations, merchandising processes, replenishment systems, and retail planning practices.
• Excellent communication, negotiation, presentation, and analytical skills.
• Strong organizational skills with the ability to manage multiple priorities in a fast-paced environment.
• Proficiency in Microsoft Office Suite, retail reporting systems, sales analytics tools, and forecasting platforms.
• Ability to interpret financial data and make informed business recommendations.

Preferred Experience

• Experience within licensed apparel, entertainment, consumer goods, or mass retail industries.
• Experience managing key retail accounts such as Walmart, Target, Kohl’s, Meijer, Ross, Burlington, TJX, Academy, or similar national retailers.
• Familiarity with omnichannel retail strategies, digital commerce initiatives, and evolving consumer trends.
• Experience collaborating with cross-functional teams in a wholesale environment.
• Established relationships within mass retail merchandising, planning, or buying organizations are a plus.

Core Competencies

• Strategic Account Management
• Relationship Building
• Sales Planning & Forecasting
• Financial & Business Acumen
• Communication & Presentation Skills
• Negotiation & Influence
• Cross-Functional Collaboration
• Problem Solving & Adaptability
• Leadership & Team Development
• Results Orientation

Work Environment

• Office-based role located in Burbank, California.
• May require periodic travel to customer headquarters, retailer meetings, trade shows, industry events, and company offices.
• Fast-paced, collaborative environment focused on innovation, growth, and execution excellence.

Why Join MAD Engine Global, LLC

At MAD Engine Global, LLC, we are passionate about delivering trend-driven, high-quality products that connect with consumers and leading retail partners worldwide. We value creativity, collaboration, accountability, and entrepreneurial thinking. This is an exciting opportunity to contribute to the growth and success of some of our most strategic retail partnerships while helping shape the future of our Mass Retail Channels business.

MAD Engine Global, LLC is an Equal Opportunity Employer and is committed to fostering an inclusive and diverse workplace.