The Role
Lead Murphy's Naturals wholesale sales strategy and P&L to expand retail footprint, manage national and regional sales plans, coach internal teams and brokers, oversee account development and customer experience, optimize sales operations (CRM, reporting, onboarding), and collaborate with Operations, Marketing, and Product to drive revenue, margin, and retail execution.
Summary Generated by Built In
The Director of Sales, Wholesale will lead customer development and sales strategy for Murphy’s Naturals’ wholesale business. This role is responsible for developing and executing the sales vision, expanding our retail footprint, and improving the performance of our national sales broker team. You will work cross-functionally with Operations, E-commerce, Marketing, and Innovation to ensure our retail and wholesale presence is aligned with brand growth and profitability goals.
Key Responsibilities
Sales Strategy & Leadership
- Own the wholesale sales P&L and develop strategic plans to meet or exceed revenue and margin goals.
- Develop national and regional sales strategies that expand our retail presence.
- Lead and coach internal sales teams and external brokers.
- Set and manage KPIs for sales performance, customer development, and trade efficiency.
Customer Development & Account Management
- Build and maintain relationships with key accounts and retail broker groups.
- Oversee retailer relationships, including small grocery and independent retailers.
- Oversee the Customer Experience function and ensure issues are resolved quickly.
- Lead contract negotiations, new product presentations, and promotional planning.
- Collaborate with key partners to execute effective merchandising and seasonal plans.
Sales Operations & Process Optimization
- Oversee CRM usage, sales reporting, and administrative processes.
- Manage onboarding and training for new sales representatives and brokers.
- Continuously improve sales workflows, reporting, and customer service touchpoints.
- Monitor and reduce deduction balances and drive sales-related supply chain improvements.
Cross-Functional Collaboration
- Work closely with Sales Operations on demand forecasting, logistics, and fulfillment.
- Partner with Marketing on trade marketing, in-store promotions, and co-branded events.
- Share insights with product development based on retail trends and buyer feedback.
Skills, Knowledge and Expertise
Qualifications
- 7+ years of CPG sales experience.
- Proven success leading high-performing sales teams and managing national accounts.
- A hands-on, data-driven leadership approach with a strong track record in natural CPG, broker management, and customer relationship development.
- Experience with brokers, CRM systems (e.g., Salesforce), and EDI platforms.
- Strong understanding of distributor networks (UNFI, KeHE, Hardware Distribution) and natural retail channels.
- Analytical mindset with the ability to translate data into growth strategies.
The Ideal Candidate Should Have:
- A mission-aligned mindset, with a passion for sustainability, the outdoors, and doing good.
- Proven leadership and coaching capabilities with a passion for team development.
- Experience working in a fast-paced, high-growth startup environment.
- The ability to translate the brand and product details into a great story.
- Excellent negotiation, interpersonal, and communication skills.
- A proactive self-starter mentality with strong organizational skills and attention to detail.
Benefits
- Health & Wellness
- Comprehensive medical, dental, and vision insurance
- Mental health support through EAP
- Financial Future
- 401(k) retirement plan with 3% employer Safe Harbor contribution
- Time to Recharge
- 3 weeks (120 hours/15 days) PTO in 1st year of employment
- Up to 12 weeks paid parental leave
- Community
- Quarterly paid company-wide volunteer opportunities
About
Murphy’s Naturals, headquartered in the vibrant city of Raleigh, NC, is not just a company; we’re a community of passionate outdoor enthusiasts on a mission to make a positive impact. Fueled by our mission to celebrate nature and inspire good through quality natural products, we're more than just a brand – we're a force for change.At Murphy’s Naturals, we craft innovative outdoor products using responsibly sourced, plant-based ingredients. We believe that every choice we make, from the materials we use to our daily operations, shapes the world we live in. As a Certified B Corporation and proud members of 1% For The Planet, we embrace the responsibility that comes with our success. What sets us apart is our unwavering commitment to doing good. From tirelessly researching sustainable supply chain opportunities to pitching in on a bustling packing day, we go above and beyond. We refuse to settle for 'good enough' because we believe in the boundless potential for good in everything we do – for people, the planet, and our products.
Skills Required
- 7+ years of CPG sales experience
- Proven success leading high-performing sales teams and managing national accounts
- Experience with brokers, CRM systems (Salesforce), and EDI platforms
- Strong understanding of distributor networks (UNFI, KeHE, Hardware Distribution) and natural retail channels
- Analytical mindset with ability to translate data into growth strategies
- Excellent negotiation, interpersonal, and communication skills
- Experience working in a fast-paced, high-growth startup environment
- Mission-aligned mindset with passion for sustainability and brand storytelling
- Proven leadership and coaching capabilities with a passion for team development
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The Company
What We Do
Murphy's Naturals is an innovative outdoor lifestyle brand creating effective, natural products like mosquito repellents, with a mission to prioritize people and the environment and holding B Corp certification.
