Director of Sales (Chain & Mass Accounts)

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Sales First Distributing has been serving the Mass Market and Retail class of trade for over a decade. We partner with top manufacturers of TCGs, sports cards, and other collectibles, offering superior customer service. We provide warehouse and store-level distribution as well as B2C fulfillment for the best brands in the industry.

The Director of Sales – Chain & Mass Accounts is responsible for leading and growing Sales First Distributing's chain and mass retail business nationally. This role sets the strategic direction for our chain and mass account portfolio, oversees the Chain & Mass Account Manager and Analytics teams, and serves as the senior escalation point on our most strategic retail relationships. The Director will drive revenue growth, category expansion, and operational excellence across all chain and mass retail partners while aligning closely with sales leadership, purchasing, and marketing.

Key Responsibilities

Strategy & Growth

• Develop and execute the overall chain and mass sales strategy, setting revenue, growth, and category expansion targets.
• Identify and pursue new chain and mass retail partnership opportunities to expand the Sales First footprint.
• Lead category growth initiatives, introducing new product lines and categories across chain and mass accounts.

Executive Relationship Oversight

• Serve as the senior escalation point and executive relationship owner for our largest and most strategic chain and mass retail accounts, stepping in on top-level negotiations, pricing, terms, and program planning.
• Provide oversight and guidance to Account Managers on their day-to-day buyer relationships, ensuring alignment with overall account strategy.
• Represent Sales First Distributing at key retailer meetings, business reviews, and industry events.

Team Leadership

• Manage, coach, and develop the Chain & Mass Account Manager team and the Analytics team, setting clear goals and performance expectations.
• Direct the Analytics team's reporting and insights work to ensure it supports account strategy, forecasting, and executive decision-making.
• Support hiring, onboarding, and ongoing training across both teams.
• Foster a collaborative, high-performance culture focused on accountability and results.

Forecasting & Reporting

• Own sales forecasting, budgeting, and P&L performance for the chain and mass channel, leveraging the Analytics team's reporting and insights.
• Ensure reporting systems and tools deliver accurate, timely visibility into account performance, sales trends, and channel health.
• Translate data and analytics into strategic recommendations, presenting regular performance updates to executive leadership.

Cross-Functional Collaboration

• Partner with purchasing, warehouse operations, and finance to ensure smooth allocations, shipping, and A/R management across chain and mass accounts.
• Work closely with marketing to align promotional programs, new release strategies, and category launches with chain and mass account needs.

Qualifications

• 8+ years of sales experience with at least 3+ years in a leadership or director-level role, preferably managing chain or mass retail accounts.
• Proven track record of driving revenue growth and building executive relationships with national or regional chain/mass retailers.
• Experience managing and developing multiple teams, ideally including both sales/account management and analytics or reporting functions.
• Knowledge of TCG, hobby, gaming, or adjacent consumer product categories is a plus.
• Strong negotiation, presentation, and relationship-building skills.
• Tech-savvy and comfortable with forecasting and reporting platforms.
• Strategic thinker with strong business acumen and P&L management experience.

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