Wholesale Sales Manager eCommerce (5+ yrs exp, full time)

Type: Full time Availability: Core hours during business hours (Eastern Time) Location: Remote within the U.S., with travel (roughly 10 to 15%) About ONO At ONO, we design sleek, silent fidget tools that help busy minds find a moment of clarity. Our flagship, the patented ONO Roller, is in the hands of more than 500,000 people worldwide, from overwhelmed students to design obsessed professionals looking for a quieter way to focus. We're a small, purpose driven team that believes tactile tools can quietly support mental wellbeing. We move fast, execute with intent and obsess over the details that make a product worth holding. The Role We're hiring our first dedicated Wholesale Channel Lead to own and grow ONO's B2B business. You'll inherit a channel already producing meaningful annual revenue with anchor accounts in place and take it from a side channel to a meaningful share of ONO's overall business. On any given day you might cold pitch a buyer at a specialty toy store, finalize line sheets for a corporate gifting program, brief our event coordinator on next month's trade show booth, jump on a sample strategy call with a museum shop and close out the day reconciling Shopify wholesale orders. If you love opening accounts, running shows and building the systems that make a channel scale, you'll feel right at home. What You'll Own New Business Development Build and maintain the wholesale prospect list across specialty gift, toy and hobby, museum and gallery, premium design retail, corporate gifting, hospitality and select boutique chains. Run outbound across email, phone and in person channels. Qualify inbound wholesale inquiries, send samples, negotiate terms and close. Build the case for which categories of buyer we pursue and which we walk away from. Account Management Own the relationship with existing wholesale customers, including reorder cadence, new product introductions and account level promotions. Protect and grow the anchor accounts that make up our current baseline. Spot expansion opportunities inside existing accounts (new product placement, additional locations, seasonal programs). Trade Shows and Events Maintain a rolling 12 month calendar of trade shows worth attending (NY NOW, Atlanta Market, Inspired Home, NY Toy Fair, CHITAG and others as we expand). Build the case for which shows we attend based on audience fit, exposure and ROI. Partner with our contract event coordinator on booth logistics, shipping and travel. You own the brand, the buyer conversations and the on floor selling. Run pre show outreach to set meetings with target buyers, work the floor during the show and execute post show follow up. Wholesale Operations and Systems Manage and refine the wholesale operating system: order forms, CRM, line sheets, credit applications, terms, sales collateral and the handoff to fulfillment. You'll inherit working versions of most of these. Run wholesale order flow through Shopify, partnering with operations on fulfillment timing and inventory allocation. Maintain a clean wholesale pipeline and account list in Monday.com so leadership always knows the state of the channel. Strategy and Analytics Work with the CEO to align the wholesale channel with product launches, brand goals and broader business strategy. Translate channel performance into clear, actionable recommendations on where to invest, where to pull back and what to test next. Stay ahead of buyer trends in specialty retail, toy and gifting so ONO shows up where the right buyers are looking. What You Bring Experience: 5 to 7 years of B2B wholesale sales experience at an ecommerce native consumer brand, with at least 2 years of channel ownership or senior account management. Categories that translate well: toy, gift, lifestyle, accessories, home and design, stationery, premium consumer electronics, beauty. Toy and gift shop fluency: deep familiarity selling into specialty toy stores, gift shops, museum stores and the independent retail landscape. You know who the real buyers are, how they buy and what sell through looks like for a $35 to $100 product in their stores. Existing buyer relationships are a strong plus. Channel building track record: you can point to specific accounts you opened, specific revenue you grew and specific decisions you made about where to focus. Love of cold outreach: you enjoy cold pitching and outbound work. You'd rather pick up the phone than wait for inbound and you see cold outreach as a strength, not something to be tolerated. This is not the role for someone who prefers to work only warm leads. Shopify fluency: hands on experience running wholesale on Shopify, whether through native B2B features, a wholesale channel app, draft orders, or a separate wholesale storefront. You can navigate the admin, pull the reports you need and partner with operations without hand holding. CRM expertise: you've built and worked out of a CRM daily, know how to structure outreach sequences and automations and treat CRM hygiene as non negotiable. Prior experience with tools like HubSpot, Pipedrive, Salesforce, Attio or a custom built CRM is a plus. Trade show fluency: you've worked shows before, you know how to staff a booth and you understand the rhythm of pre show outreach, on floor selling and post show follow up. Ownership and transparency: you'll run the channel end to end without nudges, keeping leadership in the loop with consistent updates, early flags on blockers and proactive solutions. Systems orientation: you'll be the first person in this seat. We need someone who documents, organizes and improves rather than someone who just dials. Care about the product: ONO is a design led brand. You should be able to talk about materials, manufacturing and craft with conviction. Tools: working knowledge of Shopify, Monday.com and standard CRM tools. Comfort with Claude, ChatGPT, Gemini or similar AI tools to scale your output. Education: Bachelor's degree preferred but not required. What Success Looks Like in 90 Days A clean, segmented wholesale prospect list and a working CRM with every active account and live conversation tracked. A rolling 12 month trade show plan with recommended shows, estimated ROI and budget asks ready for CEO sign off, with Q1 shows fully staffed and prepped. Every existing wholesale account contacted, reviewed and on a clear reorder or expansion plan. A robust pipeline of 20 or more qualified new accounts, with at least 8 to 10 closed in the first 90 days, and the wholesale operating system documented end to end. Compensation and Growth Base salary of $65,000 to $85,000 per year, based on experience and location, plus uncapped commission on wholesale revenue you generate or grow: 4% on new account revenue for the first 12 months of each account's life 4% on incremental revenue from existing accounts above the current baseline at hire 2% residual on year two and beyond revenue from accounts you opened $25,000 commission cap per account per year (year one), $10,000 cap per account per year on residual Commission paid monthly on collected revenue Year one on target earnings range from $80,000 to $105,000 depending on starting base and channel growth, with meaningful upside as the channel scales. Path to Director of Wholesale title as the channel grows. Benefits and Perks Remote work from anywhere in the U.S., free ONO products, trade show travel covered and a front row seat on a scrappy team. It's an ideal role for someone excited to build a wholesale channel from a strong starting position into something much bigger. You'll also receive Health insurance reimbursement of up to $500 per month through our ICHRA plan (you select your own individual coverage) 401(k) Safe Harbor plan with a 3% non-elective company contribution Paid time off and paid sick time Employee discount Apply If you're a wholesale builder who loves opening accounts, working trade show floors and bringing thoughtful products to the right buyers, we'd love to hear from you. Please complete the application form to apply. Due to application volume, we're only able to respond to candidates being considered for the next stage. Thank you for your interest in ONO. Equal Opportunity ONO is an equal opportunity employer. We hire and promote without regard to race, color, religion, national origin, sex, sexual orientation, gender identity, age, disability, veteran status or any other characteristic protected by law. We're committed to a workplace where the best people can do the best work of their careers. If you need reasonable accommodation to participate in the application or interview process, let us know when you apply and we'll work with you.