North America Offline Channel Sales

About the Company

Rocky is a fast-growing nail brand and a leading nail seller in U.S. e-commerce. We design and manufacture our own gel polishes, press-on nails, nail tools, and nail-care products in company-owned factories, giving us full control over quality, innovation, and cost. We are now building our offline distribution and wholesale business across North America from the ground up — and we are hiring the team that will own it.

About the Role

You are the front line of our offline build. You open, win, and grow the Distributors, Wholesalers, Nail Supply, Beauty Supply, and salon-supply accounts that put our products on shelves across your territory. This is a hunter-and-farmer, quota-carrying role: you both open new distribution and grow it into sustained reorders. Your output is your territory’s sell-in and sell-through.

Responsibilities

• A territory quota covering both sell-in (new orders) and reorder / sell-through.
• A portfolio of distributor and wholesale accounts you develop and manage end-to-end.
• New Account Development (the hunt)
• Prospect, qualify, and open new Distributor, Wholesaler, Nail Supply, Beauty Supply, and salon-supply accounts in your territory.
• Build pipeline through industry relationships, trade shows, referrals, cold outreach, and in-person visits — 3–4 days/week in the field.
• Vet each prospect’s true distribution capability: downstream doors, sales force, warehousing, and credit.
• Run the full cycle: introduction → sampling → assortment → pricing within guidelines → first order.
• Account Management & Sell-through (the farm)
• Grow accounts from first order to sustained reorders; expand from hero items to the full line.
• Monitor account inventory and velocity; drive distribution depth and movement, not just loading.
• Conduct regular check-ins and business reviews; build owner, buyer, and warehouse relationships.
• Deliver product training, selling tools, and merchandising support; help accounts educate their downstream customers.
• Order-to-Delivery Management
• Manage the full quote → contract → order → shipment → delivery cycle.
• Coordinate with HQ supply chain, logistics, and finance to ensure on-time, accurate fulfillment.
• Resolve account issues: pricing, lead times, quality, returns, and payment terms.
• Pipeline & CRM Discipline
• Keep pipeline, accounts, and activity current in [CRM]; report weekly to the Regional Sales Manager and forecast accurately.
• Market Feedback
• Relay product, packaging, pricing, quality, and competitive feedback from the field.

What Success Looks Like

• A growing book of active distributor accounts that reorder consistently.
• A healthy, accurate pipeline and predictable territory forecast.
• Distributors who carry and actively sell the full line, not just an opening order.

How You’ll Be Measured (KPIs)

• Territory revenue and quota attainment; number of new accounts opened and activated.
• Reorder rate and account velocity; full-line penetration; sample-to-order conversion.
• Pipeline coverage and accuracy; CRM completeness; collections and return rates within target.

First 90 Days

• Days 1–30
• Learn the product line, pricing, and policy; map your territory and build a prospect list; begin field outreach and build initial pipeline.
• Days 31–60
• Send first samples; deliver first quotes; advance priority prospects toward first orders.
• Days 61–90
• Close your first accounts; establish reorder motion; build a predictable, CRM-tracked territory pipeline.

Qualifications

• Authorized to work in the United States; native-level business English.
• Comfortable with heavy field travel (~3–4 days/week); a self-driven hunter with account-management discipline.
• Industry experience: [3]+ years of B2B sales, ideally in nail or beauty wholesale distribution.
• Familiarity with nail products and how they sell through at retail and in salons is a strong plus.
• Channel resources
• Existing distributor or wholesale relationships in the nail/beauty space [strongly preferred] and the ability to open doors quickly.
• Bring relationships and market knowledge — not a former employer’s confidential information or trade secrets.
• Competencies
• Prospecting and hunting, account management, negotiation within guidelines, CRM discipline, resilience, and relationship-building.

Preferred Background

• Sold a nail, beauty, or salon-supply line into distributors or wholesalers; experience selling a new or challenger brand into established accounts.

Compensation & Logistics

• [Base salary range: $4,500–$6,000] + uncapped commission.
• [Remote / territory-based] with field travel; reports to the Regional Sales Manager.

Equal Opportunity

Rocky is an equal-opportunity employer. We evaluate all qualified applicants based on job-related qualifications, without regard to race, color, national origin, citizenship status (beyond required legal work authorization), religion, sex, gender identity, sexual orientation, age, disability, veteran status, or any other characteristic protected by law.