Sales Manager- Wholesale NA

Company
“A perfume is a world you can return to over and over again–a keyhole into far off places–material and imaginary.”
D.S. & Durga is a Brooklyn fragrance house on a quest to create thrilling perfumes inspired by music, myth, and the mundane. Founded in 2009 by David (D.S.) and Kavi (Durga) Moltz, the brand is known for its uniquely distinguished perfumes, candles, and aromatic products. All fragrances and design worlds are original compositions, rooted in specificity, surrealism, and clarity.
With distribution across 600 doors globally and five freestanding stores in NYC and LA, the brand is entering a new phase of growth following Manzanita Capital’s majority investment in 2024.

Role Overview
We're looking for a Sales Manager to join our dynamic team and help maintain and expand our business relationships within department stores, specialty, and independent retailers within North America. Your strong experience and knowledge of retailer operations, product requirements, and customer preferences will be instrumental in achieving sales targets and fostering mutually beneficial partnerships. This position will give the right candidate exposure to many departments within the company and provide insight and experience into how a beauty brand is managed from the corporate level.
Reporting to the Commercial Director, North America, you will have direct accountability for sales targets, forecasting, and account P&L within your book of business. Building trusted, high-value relationships with external retail partners and cross-functional teams — Marketing, Finance, Field Sales, and Supply Chain — is essential to your success.

The Sales Manager will be instrumental in growing D.S. & Durga's North America wholesale business, combining strategic account planning, data-driven decision-making, and hands-on relationship management. Through a total understanding of customer and company business objectives, this role develops a cohesive vision, joint business plan strategy, and action plans that deliver, with excellence, the agreed-to business results — while challenging the status quo to uncover new go-to-market opportunities and building widespread support by working effectively with others.
This role is both strategic and operational: shaping the account vision while managing day-to-day execution, forecasting, and performance tracking. Using data and clear communication, the Sales Manager regularly assesses performance, identifies opportunities, and acts quickly to capitalize on them, all while building trusted, high-value relationships with external retail partners and cross-functional teams across Marketing, Finance, and Supply Chain.

Key Responsibilities

Account Strategy & Retail Partnership

 

• In conjunction with the Commercial Director, collect business, point-of-sale, and market trend data and analyze it to determine new business opportunities.
• Serve as the day-to-day point of contact for an assigned book of accounts, managing routine buyer communication, order follow-up, and issue resolution.
• Proactively work with all internal and external contacts to achieve business goals.
• Track and analyze weekly/monthly results to determine progress against plan and identify gaps and opportunities.
• Support account budget planning and track investment effectiveness and ROI.
• Own order management through NuOrder and other wholesale systems, ensuring accuracy and on-time processing.

SKU & Data Governance

• Maintain accurate and up-to-date product information across retailer portals and item set-up sheets.
• Conduct regular audits to validate SKU attributes, pricing accuracy, and account data.
• Manage and maintain pricing lists across domestic partners.

Data Analytics & Reporting

• Monitor and analyze sales performance, inventory levels, and market trends using internal and external reporting tools.
• Maintain weekly and monthly sell-through (WTD/MTD) tracking by account and door, using the brand's established reporting conventions and NRF 4-5-4 retail calendar.
• Monitor weeks of supply and reorder cadence for core and innovation SKUs; flag at-risk doors (low stock, out-of-stock, overstock) to the Commercial Director.
• Identify performance drivers, risks, and growth opportunities; develop data-driven recommendations.
• Conduct multi-dimensional business analyses to support strategic planning and decision-making.
• Track new product launch performance and provide insights to internal and global stakeholders.
• Deliver regular business updates through clear and concise reports and presentations.
• Provide ad hoc reporting and analysis to leadership and cross-functional teams.

Cross-Functional Coordination

• Partner with Supply Chain on inventory availability, open orders, and stock-status tracking; partner with Marketing on account-level activations, sampling, and launch timing.
• Support administrative and compliance workflows for independent retailers (e.g., account paperwork, terms acknowledgment, onboarding documentation).
• Escalate account risks, opportunities, and account-level trends to the Commercial Director with context, not just raw data.

Competencies: To perform the job successfully, an individual should demonstrate the following.
Achievement Focus - Demonstrates persistence and overcomes obstacles. Measures self against standard of excellence. Recognizes and acts on opportunities. Sets and achieves challenging goals. Takes calculated risks to accomplish goals.
Continuous Learning - Assesses own strengths and weaknesses. Pursues training and development opportunities. Seeks feedback to improve performance. Shares expertise with others. Strives to continuously build knowledge and skills.
Communications - Exhibits good listening and comprehension. Expresses ideas and thoughts in written form. Expresses ideas and thoughts verbally. Keeps others adequately informed. Selects and uses appropriate communication methods.
Managing Customer Focus - Develops new approaches to meeting customer needs. Establishes customer service standards. Monitors customer satisfaction. Promotes customer focus. Provides training in customer service delivery.
Planning & Organization - Integrates changes smoothly. Plans for additional resources. Prioritizes and plans work activities. Sets goals and objectives. Uses time efficiently. Works in an organized manner.
Problem Solving - Develops alternative solutions. Gathers and analyzes information skillfully. Identifies problems in a timely manner. Resolves problems in early stages. Works well in group problem solving situations.
Teamwork - Balances team and individual responsibilities. Contributes to building a positive team spirit. Exhibits objectivity and openness to others' views. Gives and welcomes feedback. Puts success of team above own interests.
Use of Technology - Adapts to new technologies. Demonstrates required skills. Keeps technical skills up to date. Troubleshoots technological problems. Uses technology to increase productivity.

Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education/Experience:

• Bachelor's degree in Business Administration, Marketing, or a related field.
• Minimum of 5 years of experience in account management or sales within the beauty industry.
• Demonstrated success meeting or exceeding sales targets and driving sustained business growth.
• Exceptional communication and relationship-building skills with both external partners and internal stakeholders.
• Strong understanding of the beauty landscape, including market trends, competitive dynamics, and consumer behavior.
• Working knowledge of wholesale systems and terminology (NuOrder or similar, sell-in vs. sell-through, weeks of supply, reorder cadence, RTV).
• Highly organized with strong analytical, problem-solving, and decision-making skills.
• High proficiency in Microsoft Office (Excel, PowerPoint, Word).
• Strategic, adaptable, and proactive; able to anticipate challenges and respond effectively in a fast-paced environment.
• Collaborative team player with a high degree of flexibility and ownership.

Language Ability:
Read, analyze and interpret business, professional, technical or governmental documents. Write reports, business correspondence and procedure manuals. Effectively present information and respond to questions from managers, customers and the public.

Mathematical Ability:
Add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions and decimals. Compute rate, ratio and percent, and draw and interpret bar graphs.

Reasoning Ability:
Solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Computer Skills:

• MS Office

Supervisory Responsibilities: This job has no supervisory responsibilities.

Work Environment: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.

Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit.  The employee is frequently required to use hands to finger, handle, or feel and talk or hear. Specific vision abilities required by this job include close vision.

The above job description is not intended to be an all-inclusive list of duties and standards of the position.  Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.

D.S. & Durga  is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, creed, religion, gender (including gender identity or expression), pregnancy, childbirth or related medical conditions, sexual orientation, marital status, domestic violence, sexual violence or stalking victim status, ancestry, national origin, alienage or citizenship, age, disability, military or veteran status, genetic information or predisposing genetic characteristic, or other protected status.