Director of Wholesale

Location: In-House Only – Missoula, Montana

Company: Montana Knife Company

About Us

Montana Knife Company is a premium American-made knife brand known for its exceptional craftsmanship and innovation in the outdoor industry. We have a thriving direct-to-consumer (DTC) business and a passionate customer community. As we continue to grow our brand, we are expanding into wholesale channels to reach new audiences and retail markets. We’re looking for a highly experienced professional to help take our Made-in-USA knives into stores around the country and set up a successful wholesale operation from the ground up.

Position Overview

We are seeking a Director of Wholesale to develop and lead our wholesale strategy and operations. In this pivotal role, you will build the wholesale side of our business from scratch – defining strategy, forging key retail partnerships, and driving revenue growth through retail and distributor channels. This is not an entry-level position; we need a seasoned expert (5–10 years of relevant experience) who can hit the ground running and shape our wholesale program. The role is in-house at our Montana headquarters (Missoula area) and will require significant travel (expect frequent trips to meet with retail partners, attend trade shows, and explore new market opportunities). Initially, you will operate as a team of one spearheading the wholesale department, with the opportunity to build and lead a team as the channel scales. If you are a strategic, results-driven wholesale leader excited about building a program from the ground up, this role offers a chance to make a huge impact on our growing company.

Key Responsibilities

• Wholesale Strategy & Planning: Develop and implement a comprehensive wholesale growth strategy that aligns with MKC’s vision and revenue goals. Define the wholesale business model, pricing structure, distribution channels, and target retail segments (outdoor retailers, sporting goods stores, specialty shops, etc.).
• Business Development & Partnerships: Identify, target, and secure new wholesale partnerships to expand our market presence. This includes reaching out to prospective retail accounts (both independent stores and larger chains), pitching the Montana Knife Company product line, and negotiating favorable agreements. Build a network of distributors or sales rep groups as needed to penetrate key markets.
• Relationship Management: Cultivate strong relationships with wholesale partners and serve as the primary point of contact for all B2B accounts. Ensure our retail partners are set up for success by providing product training, marketing materials, and excellent service. Continuously engage with buyers and merchandising teams at partner companies to understand their needs and drive reorders.
• Sales & Account Management: Drive wholesale sales to meet or exceed revenue targets. Manage the end-to-end wholesale sales process from initial lead through onboarding and ongoing account management. Negotiate terms, pricing, and programs with partners that balance growth and profitability. Monitor sell-through and inventory levels at key accounts, and proactively address any issues to maximize sales performance.
• Operations & Logistics: Establish the operational infrastructure for wholesale. Coordinate with our manufacturing, supply chain, and fulfillment teams to ensure we can meet wholesale demand and deliver products on time. Set up systems for wholesale ordering, invoicing, and inventory allocation. Work with finance on setting credit terms, payment processes, and forecasting demand from wholesale clients. Develop internal processes and SOPs for the wholesale program to run smoothly.
• Cross-Functional Collaboration: Work closely with other departments (Product Development, Marketing, E-commerce, Customer Service) to align wholesale initiatives with overall company plans. Coordinate product assortments and exclusives for wholesale, plan inventory production with the manufacturing team, and ensure that brand messaging remains consistent across retail presentations. Collaborate with marketing to support our retailers with co-op marketing, in-store displays, and event support that will help drive sell-through.
• Trade Shows & Travel: Be the face of Montana Knife Company in the wholesale market. Represent us at industry trade shows, dealer events, and sales meetings (travel is a major component of this role). Prepare compelling sales presentations and product demos to excite potential partners. Expect to spend a significant amount of time on the road visiting key accounts and attending events to grow our wholesale footprint.
• Performance Tracking & Reporting: Track wholesale channel performance closely. Establish key metrics (e.g., wholesale revenue, number of accounts, sell-through rates, etc.) and regularly report on progress to the executive team. Analyze sales data and market trends to identify what’s working and where to adjust strategy. Use insights to refine our approach – whether it’s product mix, pricing, or sales tactics – to continually improve and scale the wholesale business.
• Team Building & Leadership: As the wholesale program grows, recruit, mentor, and lead a small team of account managers or sales representatives to support and expand the channel. Set clear goals and provide strong leadership and coaching to ensure your team excels. Foster a culture of accountability, customer focus, and enthusiasm within the wholesale division. (In the early stages, you’ll be executing solo, but you should be prepared to transition into a leadership role as we add staff.)

Qualifications

• Experience: 5–10 years of experience in wholesale sales, business development, or distribution, preferably in the outdoor products, sporting goods, or consumer goods industry. A proven track record of building or scaling a wholesale channel and delivering significant revenue growth is required.
• Wholesale Expertise: Deep understanding of how to develop wholesale partnerships and manage key accounts. Experience negotiating deals with retail buyers, setting up distributor networks, or launching products into retail stores will be highly valuable. Existing relationships or network in relevant retail sectors (hunting/outdoor gear, knives, sporting goods) is a plus.
• Strategic & Entrepreneurial Mindset: Ability to craft and execute strategy while also rolling up your sleeves to handle day-to-day tasks. You are a self-starter who can operate with autonomy to establish new processes and solve problems creatively. Experience taking a business unit from concept to execution (or playing a major role in it) is strongly preferred.
• Sales and Negotiation Skills: Excellent salesmanship and negotiation skills. Able to pitch a product line passionately, handle objections, and close deals that create win-win outcomes. Strong interpersonal skills with an ability to build rapport and trust with a variety of stakeholders, from small shop owners to corporate retail executives.
• Communication: Outstanding written and verbal communication skills. Comfortable delivering presentations to buyers or representing the company at events. Able to clearly articulate the value and story of our brand. Strong listening skills to understand partner needs and adapt accordingly.
• Analytical & Detail-Oriented: Proficient with numbers and analytics – capable of forecasting sales, managing pricing/margins, and analyzing performance data. Detail-oriented in managing contracts, orders, and logistics to ensure nothing falls through the cracks. Familiarity with CRM systems, sales pipelines, and inventory management is helpful.
• Leadership & Collaboration: Demonstrated leadership abilities, whether through formally managing a team or leading cross-functional projects. Able to work collaboratively across teams and influence others to achieve wholesale objectives. A positive, team-oriented attitude with a willingness to share knowledge and mentor future team members.
• Travel & Adaptability: Willingness and ability to travel extensively (potentially 30-50% of the time or more during peak seasons). You thrive in a dynamic environment, adapting to different cities, clients, and challenges on the fly. Must have a valid driver’s license and be able to travel nationally (and possibly internationally) as needed.
• Education: Bachelor’s degree in Business, Marketing, or related field preferred (or equivalent professional experience). An MBA or advanced degree can be a plus but is not required. More importantly, we value real-world experience and a demonstrated ability to deliver results in wholesale growth.

What We Offer

• Competitive Compensation: A competitive salary commensurate with experience and the seniority of this role (DOE – Dependent on Experience). This is a key hire for us, and we are prepared to offer an attractive package for the right candidate.
• Benefits Package: Comprehensive benefits including paid vacation time, a 401(k) retirement plan with company matching, and health insurance coverage (medical/dental/vision). We believe in taking care of our team and supporting a healthy work-life balance.
• Growth Opportunity: This role offers the chance to make a significant impact in a rapidly growing company. You will have the autonomy to build a new department and shape our wholesale strategy from the ground up. As the wholesale channel expands, there will be opportunities for advancement and increased scope.
• Travel & Adventure: If you love the idea of hitting the road, meeting new people, and talking about products you’re passionate about, this job delivers. You’ll attend industry events and visit retailers in great outdoor-oriented communities, effectively becoming an ambassador for a brand that stands for quality and adventure.
• Company Culture: Join a tight-knit, passionate team that loves what we do. Montana Knife Company is founder-led and fueled by a love for the outdoors and American craftsmanship. We maintain an entrepreneurial culture where new ideas are encouraged, and every team member’s contribution matters. You’ll work alongside colleagues who are dedicated, down-to-earth, and excited about sharing our knives with the world.

• Benefits:

  • Paid vacation
  • 401k matching
  • Medical
  • Vision
  • Dental
  • Health Savings Account (HSA) & Dependent Care Flexible Spending Account (DCFSA)
  • Life Insurance and AD&D

How To Apply

If you’re excited about the opportunity to build a wholesale network for a celebrated Made-in-USA brand and believe you have the expertise to drive our retail expansion, we’d love to hear from you! Please submit your resume and a cover letter outlining your relevant experience and why you’re the perfect fit for the Director of Wholesale role.

Deadline: Applications will be reviewed on a rolling basis, so we encourage you to apply soon. Qualified candidates will be contacted for next steps in the interview process.

Montana Knife Company is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We welcome applicants from all backgrounds and experiences. Come join us in spreading the spirit of Montana craftsmanship to customers everywhere!