Director of Wholesale - Cannabis
1 day ago
Trenton
Job Description Who We Are At our core, we believe in the power of unity and purpose. Together, we stand to produce safe, affordable, and sustainable cannabis that enhances the well-being of all, including medical patients and adult-use consumers alike. Our mission is to drive responsible growth across every link of the cannabis value chain, expanding both vertically and horizontally through innovation, efficiency, and integrity. With a focus on multi-state operations, we're committed to creating meaningful impact for our customers, employees, and communities. We are guided by our core values, which define how we work and who we are: • Mutual Trust, Respect, and Dignity in every interaction., • Best-in-Class Performance with Accountability and Care., • A Culture of Inclusion that Celebrates Diversity and Belonging. What You Do: As Director of Wholesale, you will lead and scale the company's wholesale sales strategy across New Jersey and future expansion markets. You are accountable for revenue growth, retail partner relationships, sales team leadership, meeting discipline, hands-on coverage as needed, and cross-functional alignment while ensuring all wholesale activities meet or exceed regulatory requirements. This role blends strategic leadership with hands-on execution, requiring deep cannabis industry knowledge, strong commercial instincts, and the ability to build repeatable, compliant sales operations supported by a rigorous meeting cadence and KPI accountability. Job Responsibilities: Sales Strategy & Revenue Growth • Own and execute the wholesale sales strategy aligned with company growth goals., • Build, lead, and mentor a high-performing wholesale sales team., • Drive consistent revenue growth through account expansion, new retail partnerships, and product portfolio optimization., • Analyze sales performance, market trends, and competitive activity to inform pricing, promotions, and go-to-market decisions., • Forecast demand and revenue in collaboration with executive leadership., • Serve as a player-coach when necessary, temporarily covering open territories, key accounts, or critical sales activities to ensure uninterrupted revenue flow, customer support, and compliance., • Foster a culture of accountability, collaboration, ownership, and professional growth. Account & Partner Leadership • Oversee relationships with key licensed wholesale buyers and strategic retail partners., • Serve as executive-level escalation point for major accounts., • Guide negotiations, contracts, pricing structures, and promotional programs., • Ensure best-in-class customer experience across all wholesale accounts. Team Leadership & Development • Build, lead, and mentor a high-performing wholesale sales team., • Establish sales targets, KPIs, territories, and performance management processes., • Coach team members on compliance, relationship management, and sales effectiveness., • Foster a culture of accountability, collaboration, and professional growth. Cross-Functional Collaboration • Partner closely with production, inventory, compliance, finance, and logistics teams to align sales efforts with supply and operational capacity., • Ensure accurate order execution, fulfillment timelines, and inventory visibility., • Support new product launches and portfolio transitions with coordinated internal planning. Compliance & Risk Management • Ensure all wholesale sales activities comply with state and local cannabis regulations., • Oversee accurate documentation, including Certificates of Analysis (COAs), pricing disclosures, and transactional records., • Stay current on regulatory changes and proactively adjust sales processes as needed., • Champion responsible cannabis distribution and ethical business practices. Systems, Reporting & Process Optimization • Oversee use of CRM, order management, and compliance platforms., • Establish reporting cadence for sales performance, pipeline health, and market insights., • Identify and implement process improvements to support scale and efficiency. Industry Presence • Represent the company at industry events, trade shows, and key customer meetings., • Build brand credibility and thought leadership within the cannabis wholesale ecosystem. Education and Qualifications: • 7+ years of experience in wholesale sales, account management, or distribution, with significant cannabis industry experience preferred., • Prior leadership experience managing sales teams and revenue targets., • Strong understanding of cannabis regulatory and compliance frameworks., • Proven ability to develop and execute sales strategies in a fast-growing, regulated environment., • Exceptional communication, negotiation, and relationship-building skills., • Data-driven mindset with strong analytical and forecasting capabilities., • Proficiency with CRM, order management, and compliance systems., • Ability to balance strategic planning with hands-on execution. Physical Requirements: • Ability to lift up to 50 pounds if required for samples or displays., • Ability to sit, stand, walk, bend, and travel throughout the workday., • Willingness to travel regularly to retail partners, company sites, and industry events. Compensation & Benefits: This position offers a base salary plus commission, with total compensation aligned to experience and performance. This job description is not intended to be all-inclusive. The Company reserves the right to assign or reassign duties and responsibilities to this position as business needs require. Work Environment: Exposure to fertilizer, dusts, odors, high heat, low temperature, high and low humidity, high noise levels, vibrations, water, dry salts, allergens, pollen, dust, plant pathogens, other volatile organic compounds, and other environmental variables. We are committed to providing a safe and inclusive work environment and welcome applicants from all backgrounds to apply. If you have a passion for the cannabis industry and a strong work ethic, we encourage you to submit your application.