Sales Director - Dollar | Off-Price | Specialty Retail

About the role

MOST SALES DIRECTORS MANAGE A CHANNEL. THIS ONE BUILDS IT.

Position Overview

ZURU is looking for a Sales Director to own and scale our Dollar, Off-Price, and Specialty Retail channels across the United States. This is a high-visibility role with direct accountability for revenue, market share, and profitability across a set of channels that represent some of ZURU's fastest-growing retail partnerships.

You will operate at the intersection of strategy and execution - building executive-level customer relationships, developing multi-year channel plans, and influencing cross-functional teams to bring those plans to life.

Roles & Responsibilities

Customer Leadership & Relationship Management

• Own and lead relationships across Dollar, Off-Price, and Specialty Retail customers.
• Build strong partnerships with merchants, buyers, planners, and executive leadership teams.
• Develop and execute joint business plans that drive sustainable growth for both ZURU and our retail partners.
• Represent ZURU at customer meetings, line reviews, retailer summits, and strategic planning sessions.

Business Growth

• Deliver revenue, market share, and profitability objectives across assigned channels.
• Identify whitespace opportunities, new account expansion, and distribution gains.
• Build compelling selling stories supported by data, insights, and category trends.
• Drive assortment optimization, promotional planning, and merchandising strategies.

Strategic Planning & Execution

• Develop annual and multi-year growth strategies for each customer and channel.
• Partner cross-functionally with Marketing, Demand Planning, Finance, Supply Chain, Product Development, and Insights teams.
• Manage forecasting accuracy, inventory health, and promotional execution.
• Lead business reviews and provide clear recommendations to internal leadership.

Market & Consumer Insights

• Maintain deep expertise in the toy industry, retail landscape, and competitive environment.
• Identify emerging trends and translate insights into actionable growth opportunities.
• Leverage data and analytics to influence customer decisions and internal strategy.

Leadership

• Act as a culture carrier for ZURU's values and leadership principles.
• Coach and develop future talent as the organization continues to scale.
• Drive a mindset of continuous improvement, ownership, and accountability.

Skills & Experience

• 7+ years of experience in Sales, Category Management, or Customer Leadership within Consumer Packaged Goods, Toys, Hardlines, or General Merchandise.
• Proven success managing large national retail accounts.
• Demonstrated ability to develop and execute strategic growth plans.
• Strong financial and analytical acumen.
• Experience leading cross-functional initiatives and influencing without authority.
• Experience managing Dollar, Off-Price, Specialty, Value, or Discount retail channels is preferred.

Life @ ZURU

• At ZURU, we have cultivated a high-performing culture that encourages excellence.
• Our team works towards ambitious goals, learning, performing, and improving together, all while having fun.
• We empower talented individuals to do their best work every day.

• At ZURU, you get out what you put in.
• You are responsible for driving your own career and we provide the platform to achieve it.
• As ZURU is on such a fast growth trajectory, there are opportunities here that you won't find anywhere else.

What We Offer

• Culture for Growth Surrounded by an A Player Team Competitive Remuneration
• ZURU - Tomorrow Reimagined ZURU.com
• #LI-FR1
• ZURU may use AI tools to help screen, assess or select applicants.