Channel Manager

Job description

About the role We're hiring a Channel Manager to own Baltic Børn's Wholesale and Marketplace business end to end. You'll be the single point of accountability for revenue through these channels: deepening the partnerships we already have, and opening the doors we don't have yet. This is a builder's role at a brand with real momentum. Our D2C engine is strong, our product sells, and our brand travels well — what we need is someone who can translate that into meaningful, profitable growth outside of our own site. You'll report directly to the President of Baltic Børn, which means fast decisions, real ownership, and a short path from idea to execution. What you'll do Marketplace Channels Own day-to-day management and growth of Baltic Børn's marketplace business, including partners such as Amazon, Nordstrom, and Revolve, plus new marketplace platforms you identify and land. Manage the full merchandising picture on each platform: assortment selection, listing quality, imagery and copy, pricing and promotional calendars, reviews, and content health. Partner with our merchandising and planning teams on buy quantities, inventory allocation, and replenishment so we hit in-stock targets without over-committing. Monitor platform-level performance — sell-through, conversion, return rate, margin, ad spend where applicable — and act on it weekly, not quarterly. Stay ahead of each platform's rules, algorithm changes, and seasonal programs so we're early to opportunities instead of reacting to them. Wholesale & Retail Channels Grow revenue with our existing wholesale accounts through smarter assortments, stronger seasonal planning, and consistent account management. Build and work a pipeline of new wholesale prospects, with a particular focus on national retail and department store doors that fit the Baltic Børn customer. Prepare and lead line presentations, seasonal market appointments, and buyer meetings — including trade shows and travel to key accounts. Negotiate terms, margin structures, markdown and chargeback exposure, and program commitments that protect brand equity and profitability. Manage the order lifecycle in coordination with operations and finance: order entry, EDI and routing requirements, ship windows, compliance, and on-time delivery. Across Both Channels Carry and hit monthly sales targets for your assigned channels. Build the forecast: monthly and seasonal projections by account and platform that the rest of the business can plan inventory against. Report performance clearly and honestly to the President — what's working, what isn't, and what you're changing about it. Protect the brand. Every channel decision — pricing, assortment, presentation, partner selection — should make Baltic Børn look and feel like Baltic Børn. Work cross-functionally with merchandising, marketing, operations, and finance to make sure channel growth is supported end to end. What Success Looks Like First 90 days: You know our product line cold, you've met and assessed every existing wholesale and marketplace partner, you've audited our current listings and account health, and you've brought the President a prioritized plan for where the growth is. First 6 months: You're consistently hitting monthly targets, existing partners are performing measurably better than when you arrived, and you have a live pipeline of qualified new accounts with real conversations in motion. First year: Wholesale and marketplace are a materially larger, more predictable, and more profitable part of Baltic Børn's business — with new partners landed and a repeatable playbook for adding more. Qualifications Required 3–5+ years of experience in wholesale account management, marketplace/channel management, or sales within a consumer products or apparel business. A track record of both growing existing accounts and winning new ones — you're comfortable being measured on a number, and you've hit one before. Strong commercial instincts: you can read a sell-through report, understand margin, and make a decision that improves both. Comfort with the operational side of the job — order flow, inventory, terms, compliance — not just the relationship side. Excellent negotiation and communication skills, and the presence to represent our brand credibly in front of buyers. Advanced spreadsheet skills and fluency with reporting tools; comfort working in an e-commerce/ERP stack. Highly organized and self-directed. This role has broad scope and a small support structure — you need to be able to run your own calendar and your own pipeline. Willingness to travel for market appointments, trade shows, and key account meetings. Nice to Have Experience at a direct-to-consumer brand, particularly one scaling into wholesale or marketplace channels. Experience in women's fashion or apparel, and familiarity with seasonal market calendars. Existing relationships with buyers at national retailers, department stores, or major marketplace platforms. Hands-on experience with Amazon Seller/Vendor Central, Nordstrom or Revolve partner portals, EDI, or wholesale platforms such as Mirakl Connect or Faire. Shopify and ERP experience. Compensation & Details Structure: Base salary plus commission earned against monthly sales targets in your assigned wholesale and marketplace channels. Base salary: Commensurate with experience. We size the base to the depth of experience a candidate brings and will discuss specifics early in the process. Reports to: President, Baltic Børn. Location: In-office at our headquarters in Lehi, Utah. This is not a remote or hybrid role — we build faster in the same room. About Baltic Born At Baltic Born, we believe every woman deserves to feel confident, beautiful, and empowered through every stage of life. Founded by three sisters, our brand celebrates sisterhood and the strength of womanhood through thoughtfully designed fashion. We serve women navigating various life stages—from young professionals and mothers to wedding guests and dinner hosts—designing pieces that elevate their everyday and special moments. We foster a positive, uplifting work environment where creativity thrives, collaboration is valued, and growth is encouraged. From team lunches to fun events, we believe in celebrating our team regularly with monthly employee appreciation activities, and fuel your creativity with stocked snacks and drinks. We value your time and well-being by providing paid 30-minute lunch breaks and employees may enjoy our collections with an exclusive employee discount. You’ll work for a company that focuses on attainable luxury, extended sizing, and creating fashion that helps women feel their best at every stage of life.