Wholesale Business Development Manager
FT – Hybrid in Boise, Idaho
The Challenge:
Saalt is seeking a Wholesale Business Development Manager to build non-traditional and specialty wholesale channels that fit Saalt’s product economics and brand. Traditional grocery has been a structural challenge for reusables; the opportunity is in specialty environments and partnerships where discovery, education, and relationship selling matter.
In this role, you will originate and close new retailers and partners outside Saalt’s Core Focus, build a measurable pipeline and forecast, and run disciplined small tests (including activations and Faire/boutique motions) to find channels that can scale. You will become fluent in Saalt’s catalog, pricing (MSRP/MAP), and systems enough to pitch accurately and hand off cleanly to operations, without this seat becoming a full-time order-processing role.
What You'll Do:
- Identify, pitch, and close new retailers and partners outside Saalt’s Core Focus (examples: clinics, pelvic floor / women’s health, doulas, hospitals, movement studios/gyms, airport and specialty retail, co-branded partners).
- Build and manage a specialty sales pipeline with clear stages, forecast value, and ROI tracking on tests and activations.
- Use Faire and similar platforms as a scalable path for boutique accounts where it beats manual PO-by-PO work.
- Automate administrative tasks, data entry and follow up using custom AI solutions.
- Collaborate cross functionally with other departments to drive efficiencies and work within existing systems. Develop a deep understanding of fiance and ops, as well as product and marketing and own execution the development of new sales channels end to end.
- Prepare pitches, one-pagers, and decks with Creative; run demos and in-services as needed.
- Coordinate promotional calendars and launch support with Marketing for accounts you own.
- Feed merchandising and packaging feedback from the field back to the product and ops teams.
- Protect MSRP/MAP and margin discipline in every pitch and deal.
- Partner with Sales Ops / Account Management on portal submissions, NetSuite order flow, and catalog health for accounts you open (light support, not the primary job).
- Support line reviews and new-item processes when your accounts require it; lean on specialists for Target/Walmart-class portal work while you learn.
- Identify a clear new sales channel that can scale profitably without disrupting operations (primary six-month objective).
Special Projects (Channel Building + Sales Support):
- Design and run small channel tests with clear success metrics before recommending scale.
- Explore co-branded and clinical/wellness partnerships that fit Saalt’s brand and unit economics.
- Collect and share merchandising feedback from specialty and boutique accounts.
- Support occasional major-retail growth work in a broker-like capacity where assigned (see compensation for incremental CM rules).
- Coordinate with Period Equity, college/university, sampling, or rebate programs when they advance specialty channel goals.
- Identify, pitch, and close new retailers out of Saalt’s Core Focus, eligible for commission per the plan below.
What You'll Need to Succeed:
- Proven account management or business development experience in CPG, retail, or related field selling (multi-account or key-account experience preferred).
- Comfort building a book of business with high ambiguity and limited existing playbook (hunter mindset).
- Strong organization, follow-through, and cross-functional coordination (legal, finance, creative, supply chain as needed).
- Fast learner on systems (Salesforce/SAP/BI exposure helpful; NetSuite and retailer portals trainable).
- Clear written and verbal communication; professional presence with clinical and specialty buyers.
- Ability to prioritize pipeline work over day-to-day order ops, while still handing off cleanly.
- Proactive, reliable, and self-motivated.
- Alignment with Saalt culture: trust, healthy debate, cross-functional problem-solving.
Compensation:
- $60,000 annual base salary plus a generous tiered commission on incremental business.
- Commission will be based on Contribution Margin, which is calculated as MSRP Sales less Wholesale Discounts, Cost of Goods Sold (COGS), and any variable selling expenses specifically related to this wholesale business.
Perks:
- Company Paid Health Insurance (medical/dental/vision/life)
- 401k & Roth 401k
- No-Cost, In-House Preschool
- Casual Dress Code
- Flexible PTO
Who We Are:
Saalt empowers people to care for their periods in a healthy and sustainable way. We do this by creating high-performance products and stigma-breaking branding that engage customers and communities, pioneering the way to bring sustainable, clean period care to the mainstream consumer. Saalt invests in women and communities across the globe through period care donations, and by funding scholarships and life skills training to change generations.
As a certified B Corp, we strive to be the change we seek in the world, conduct business knowing that people and planet matter and aspire to use business as a force for good to benefit all. We create modern reusable period care without the toxins, the chemicals, and the wrappers you throw away every month. We commit to do more with less, make deliberate choices about our bodies, and believe everyone should know what their cervix is. Our growing team is based in beautiful Boise, Idaho. www.saalt.com
Saalt is an equal opportunity employer. We welcome applicants of all backgrounds and do not discriminate based on race, color, religion, sex, national origin, age, disability, or any other protected status under applicable law.