Sales Representative, Wholesale Accounts

About Us:

BURLEBO is a growing brand in men's outdoor clothing, dedicated to providing high-quality, durable, and stylish gear for the Athlete, the Outdoors, and the Family. We are passionate about innovation, sustainability, and performance-driven apparel that empowers our team and customers to explore the great outdoors with confidence.

Role Summary

The Independent Sales Representative is responsible for managing and growing wholesale accounts within an assigned geographic region. This role is the frontline of our wholesale business and plays a critical role in building retailer relationships, driving sell-in, and ensuring our brand is represented consistently across all partner doors.

As an emerging lifestyle brand, we are looking for Sales Representatives who are hands-on, entrepreneurial, and comfortable owning their business end-to-end within their territory.

To be considered, please fill out this survey: https://go.cultureindex.com/p/ov5QEJmaphEMFWfv

Key Responsibilities

Account Management & Relationship Building

Build, maintain, and strengthen relationships with all wholesale accounts in the assigned territory

Serve as the primary point of contact for retailers, owning the day-to-day account relationship

Act as a brand ambassador in-market, ensuring alignment with brand standards and values

Account Tiering & Coverage Strategy

Manage accounts according to the company’s tiering structure:

Camo Accounts (Top Tier):

Highest priority accounts

Frequent touchpoints, in-person visits, and strategic planning

Drive long-term growth and expansion

Silver Accounts (Mid Tier):

Maintain consistent communication

Identify upsell, expansion, and assortment optimization opportunities

Bronze Accounts (Developing):

Nurture relationships and educate on the brand

Support progression into Silver-tier status over time

Sales Execution & Order Management

Drive sell-in across seasonal lines and key programs

Ensure accounts are compliant with wholesale order requirements:

Opening order minimum: $3,000

Reorder minimum: $500

Minimum per new style: 6–8 units per style (S–XXL)

Minimum of 2 units per size ordered

Partner with internal teams to submit accurate orders and follow through from sell-in to fulfillment

Territory Growth & New Business Development

Sales Representatives are expected to manage their time intentionally to balance growth of existing accounts with new business development.

70% of time – Existing Account Management

Managing and growing current wholesale relationships

Driving seasonal sell-in, reorders, and assortment expansion

Account planning, in-person visits, follow-ups, and issue resolution

30% of time – New Business Prospecting

Identifying, researching, and qualifying new wholesale accounts

Outbound outreach via email, phone, and social channels

Scheduling intro calls, meetings, and first appointments

Building a healthy pipeline aligned with the brand’s distribution strategy

New business prospecting is expected to take place in the mornings, prior to lunch, when focus and response rates are highest

Market & Brand Feedback

Gather and share retailer feedback on product, pricing, and market trends

Provide competitive insights and regional intelligence to sales and product teams

Support product launches, regional events, and key selling moments as needed

Qualifications

2–5 years of wholesale sales experience, preferably in apparel, lifestyle, outdoor, or athletic categories

Experience managing a geographic territory (remotely) and independent retail accounts

Strong relationship-building and consultative selling skills

Comfortable working in a fast-paced startup environment with limited structure

Willingness to travel regularly within assigned territory

Strong organizational skills and ability to manage multiple accounts simultaneously

What Success Looks Like

Consistent year-over-year growth within the territory

Strong, long-term retail partnerships

Healthy account tier progression (Bronze Silver Camo)

Clean order execution and compliance with wholesale standards

Positive brand presence and reputation in-market

Consistent morning prospecting ensures a steady pipeline while allowing afternoons to be dedicated to account management, meetings, and travel

Benefits + Perks

Medical, dental, and vision coverage

401(k) with employer match

Paid parental leave

Paid vacation and sick time

Generous employee discount

Annual company offsites