Senior Wholesale Manager

The Snow Peak Person is both an outdoor enthusiast and a passionate creative. They believe in their talents and capabilities, are thoughtful in their approach and have a deep appreciation for their work and the world around them. Snow Peak People don’t shy away from growth or new challenges; they’re team players who prioritize connection and communication – and they’re serious about play. 

This position might be a good fit for you if you...

• Share a passion for the outdoors and the beneficial role it plays in people’s lives


• Express curiosity and creativity by taking initiative and be resourceful


• Understand your effect on business targets


• Make a memorable impact by being approachable, respectful, responsible, and joyful


• Value all people for their skills, experience, and unique perspectives

As a “Japanese Camping Brand,” Snow Peak's strategy is to establish our style of camping in the North American market through a mix of customer experiences (such as Campfield, Restaurant, and Camping Events), B2C retail (e-commerce and retail stores), and branded B2B partnerships and retail spaces. These efforts are aimed at capturing the following customer categories:

• New outdoor users: Individuals who are curious about the outdoors but seek an elevated camping experience.


• Existing outdoor users: Those looking to enhance their basecamp setup.

As part of this strategy, the Senior Manager for Wholesale is responsible for developing and maintaining strategic account sales to expand Snow Peak USA's distribution footprint in North America, in a way that authentically represents the brand. The Senior Manager will support the development and management of strategy, annual targets, and budgets, while executing new business initiatives and maintaining existing accounts in collaboration with internal teams and external rep groups. To succeed in this role, the Senior Manager will drive expansion efforts aligned with regional plans and resources, act as a leader and mentor with strong analytical skills, and oversee a profitable sales department. This is a full-time, exempt, salaried position with benefits eligibility, reporting to the Sales Director. Occasional availability on weekends, evenings, and holidays is expected, and up to 40% travel is required.

Classification

• FLSA: Exempt


• Status: Full-Time, Benefit Eligible


• Compensation Type: Salary, $110K-$130K


• Reports To: Sales Director


• Schedule: Regular Office Hours

WHAT YOU WILL DO

Sales & Distribution Strategy

Collaborate with the COO, Sales Director, and Assistant Sales Manager to create and implement a U.S. sales strategy that covers accounts, territories, products, and distribution channels (including sales rep groups) to expand Snow Peak’s distribution network across North America.

Strategic Account Development & Maintenance

Lead Snow Peak USA’s efforts to establish and maintain multi-door strategic accounts, leveraging existing contacts and rep groups. Increase sell-in of Snow Peak camping products within key accounts while developing and tracking strategies to support sell-through at the account and territory levels, including managing third-party pro deals and other initiatives to drive retail adoption. Track, monitor, and report on B2B partner portfolio performance, including sales progress, monthly landing estimates, and action items like key account development, event management, and collections.

Alignment of B2B Strategy Across the Organization

Work with leaders in B2C and new business verticals (such as Campfield and Takibi Restaurant) to align B2B distribution strategies, campaigns, and customer experiences across Snow Peak USA. Support the development of campaign plans and sales calendars that align with Snow Peak USA’s strategy, while managing dependencies and risks specific to wholesale partners.

Sales Operations

Partner with the Sales Operations team to refine and enhance processes, including order forms, price lists, MAP policy compliance, seasonal and at-once sales programs, product demand forecasting, shop-in-shop initiatives, B2B retail staff training, and sample management and distribution across SPUS and rep groups. Establish procedures and team cadence that foster a positive working environment across functional groups.

Tools

• SPS Commerce: Large format retailers fulfillment, analytics


• Elastic: B2B platform for independent retailers


• Domo: Business intelligence for tracking accounts/rep groups (migration planned in 2025)


• SAP: Core ERP system for inventory and accounting data


• Extensive: Order and shipping logistics platform


• CRM: Currently an Excel-based tool for tracking accounts/rep groups


• Asana: Project/Workload Management

Events

Play a key role in establishing Snow Peak's presence at national, regional, and local events. Lead efforts in planning and executing internal events, consumer engagement initiatives, and external tradeshows:

• Sales Meetings: Internal and rep group sessions to update on strategy and operations


• B2B Partner Events: Tradeshows focused on apparel and gear, as well as Snow Peak showcases at Campfield with key strategic retailers


• Consumer Events: Support and participate in customer-facing events at retailer partners or Snow Peak Way camping events at HQ

Partnership with Snow Peak Japan

Engage in discussions with Snow Peak Japan on product planning (new products, product improvements) and demand planning (core assortment and demand projections) based on market feedback.

Additional Contributions

• Contribute to setting account, product, and distribution strategy, annual sales calendar, sales targets, and budgets.


• Develop and implement annual operating plans and initiatives, tracking progress.


• Manage and create a core sales deck, customizing it for individual accounts.


• Monitor performance on monthly, quarterly, and annual cycles to inform future actions and strategies.


• Drive and facilitate key account and rep group reviews, including forward-looking planning and issue resolution support.


• Stay well-informed on products, applications, technical services, training, and market conditions.


• Develop employee career paths through coaching, mentoring, and effective performance feedback. Inspire a culture of learning and growth.

Promote open communication and conflict resolution to foster a collaborative team environment that values diverse perspectives.

MUST HAVE

Education/Certifications

• Bachelor’s degree

Experience

• 7 years in sales


• 3 years in sales management


• 3 years in managing sales teams

Skills

• Expert in sales, customer service, and negotiation


• Strong financial and business acumen for profitability


• Advanced skills in Excel and PowerPoint for pitch decks and performance tracking


• Proficient knowledge of compliance laws and regulations


• Proficient in project management fundamentals

Abilities

• Ability to demonstrate integrity, professionalism, and confidentiality


• Strong presentation and public speaking skills


• Excellent leadership and management abilities


• Strong interpersonal, negotiation, and conflict resolution skills


• Superior time management skills with the ability to handle dynamic environments


• Advanced problem-solving abilities for diverse and multicultural needs


• Highly organized with strong attention to detail

NICE TO HAVE

• Experience with Japanese language and culture


• Experience in the outdoor, retail, or apparel industries

All of our employees enjoy paid time off for qualifying sick leave and are also eligible for wilderness first aid certification, annual company retreat and/or camping trip, public transportation assistance, bike commuting allowance, Employee Assistance Program (EAP), Snow Peak gear package, access to third-party outdoor gear discounts, and generous discounts on Snow Peak gear and apparel.

In addition, our regular full-time employees are eligible for medical coverage with vision and alternative care, comprehensive dental, employer match to retirement contributions, short and long-term disability insurance, life and AD&D insurance, paid vacation and holidays, and paid family and medical leave.

All qualified applicants will receive consideration for employment without regard to status as a protected veteran or a qualified individual with a disability, or other protected status, such as race, religion, color, national origin, sex, gender identity, sexual orientation, marital status or age. With that said, research shows that women and other underrepresented groups apply only if they meet 100% of the criteria. Snow Peak USA is committed to leveling the playing field, and we encourage women, people of color, and those in the LGBTQ+ communities to apply for positions even if they don’t necessarily check every box outlined in the job description. Please still get in touch – we’d love to connect and see if you could be good for the role.