Job Description

About Us:

Naadam is redefining luxury by delivering the world's finest cashmere at an accessible price. Founded in 2013, with a vision to bring premium, sustainably made cashmere to the everyday wardrobe, we've built a brand that values innovation, transparency, and connection with our customers.

At Naadam, we are dedicated to pushing limits, nailing the details, and delivering products that are built to last. We pride ourselves on combining quality, craftsmanship, and modern design to create timeless, versatile pieces that are soft AF!

Job Summary:

Naadam is seeking a strategic and results-driven Director of Sales - Mass Market to lead our expansion into key national retailers including Kohl’s, Costco, Macy’s, QVC, Walmart, and other value-focused channels. This role will be responsible for developing and executing a comprehensive wholesale strategy to scale our core cashmere offering to the masses—balancing brand integrity with competitive pricing, tight margin structures, and operational efficiency. As we continue to grow our presence in the mass market, we’re looking for a proven sales leader with experience in high-volume, low-margin retail environments.

Reporting to the VP of Sales, you will own and lead Naadam’s mass market channel, partnering cross-functionally to drive profitable growth and long-term customer relationships. This role requires strong commercial acumen, a collaborative, solutions-oriented mindset, and the ability to thrive in a fast-paced, entrepreneurial environment. If you're a strategic relationship-builder and proven closer—with a passion for making premium apparel accessible through impactful retail partnerships, we’d love to hear from you!

Key Responsibilities

Sales Leadership & Strategy

• Own and drive the mass market sales channel, developing annual growth strategies tailored to each account.
• Lead and manage partnerships with large-scale retailers including but not limited to Costco, Kohl’s, Macy’s, Walmart, and QVC.
• Develop tailored assortments and pricing strategies for each account, focused on competitive opening price points while maintaining profitability.

Account Management

• Build and maintain deep relationships with buyers, planners, and merchant teams across accounts.
• Oversee end-to-end account management including seasonal presentations, order negotiation, replenishment programs, and performance tracking while utilizing best practices to drive strong sell-throughs.
• Collaborate with Sales Operations to help ensure smooth flow of orders, including but not limited to order input, invoicing, client payment (AR collection), management and dispute of chargebacks, and other account management priorities.
• Partner cross-functionally with planning, production, and operations teams to ensure on-time delivery and execution as well as that vendor requirements are understood and met.

Business Development

• Identify and pursue new distribution opportunities within the mass channel to scale Naadam’s market share.
• Analyze trends and customer feedback to guide future product development and account planning.

P&L Management

• Negotiate pricing, fees, markdowns, and other agreements with clients and prospective clients to achieve agreed-upon margin targets and grow net sales volume.
• Manage account-level P&Ls to ensure volume-driven growth is sustainable and profitable.
• Understand and navigate low-margin business structures while improving efficiency and cost control.

Team Collaboration

• Provide account feedback and partner closely with merchandising, production, and design to inform product strategy and future development for the mass channel.
• Support internal reporting, forecasting, and inventory planning alongside cross-functional teams.

Skills:

• Demonstrated ability to manage multiple priorities with keen attention to detail.
• Passion for making premium apparel accessible to a broader audience.
• A sharp commercial mindset—balancing brand, price, and margin with customer needs.
• Experience selling into retailers with different distribution models (brick & mortar, e-comm, TV/tele-retail).
• A hands-on, roll-up-your-sleeves mentality ready to build and scale a strategic channel.

Qualifications

• Bachelor’s Degree required; relevant field preferred.
• 8+ years of sales experience in the apparel industry, with a focus on mass market and value-driven retailers.
• Demonstrated success managing large wholesale accounts with complex margin, volume, and pricing dynamics.
• Deep understanding of seasonal selling cycles, replenishment programs, and open-to-buy strategies.
• Proven track record of scaling product lines across multiple retailers while protecting brand positioning.
• Analytical mindset with a keen eye for product, trend, and consumer demand in the mass channel.
• Strong presentation, negotiation, and communication skills.
• Highly collaborative and adaptable in a fast-paced, entrepreneurial environment.

Benefits

• Paid Vacation
• Health Insurance
• 401k Plan
• Hybrid Work - Employees are required to be in office at least 3 days a week

Salary Range : $145,000-$160,000 + Discretionary Performance Bonus

Salary offered will be commensurate with experience.

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