Director, Wholesale Strategy & Business Development (Contract-to-Hire)

Duluth Trading Company is seeking an experienced leader to own and optimize the 1P Amazon business while designing Duluth’s wholesale entry strategy. This contract-to-hire opportunity places you at the helm of a high-impact ecommerce and wholesale expansion effort, with a path to full-time consideration based on performance. The role is based in Mount Horeb, Wisconsin, with a hybrid work arrangement and a clear trajectory toward ongoing responsibility at the headquarters near Madison.

Responsibilities

• Strategic Negotiations & Account Management: Own the holistic P&L for the Amazon 1P channel, balancing top-line growth with bottom-line profitability. Lead the Annual Vendor Negotiation process, safeguarding wholesale margins against MDF, damage allowances, and freight terms.
• Full-Funnel Advertising: Own strategy, execution, and optimization of all Amazon paid acquisition campaigns (Sponsored Products, Brands, Display, and Video). Set spend targets, craft bidding approaches, and optimize for ROAS, ACOS, and TACOS.
• Catalog & Inventory Alignment: Align advertising pushes with inventory realities, prioritizing high-margin, high-stock items and pausing campaigns on low-stock SKUs to protect buy-box health.
• Chargeback Elimination: Collaborate with internal supply chain teams to audit compliance and permanently eliminate margin-eroding chargebacks.
• Viability Assessment & Financial Modeling: Assess the wholesale landscape, identify target partners aligned with Duluth’s brand, and develop a standalone wholesale P&L model covering margins, chargebacks, markdowns, shipping terms, and revenue potential.
• Infrastructure & GTM Architecture: Define operational requirements for wholesale (EDI, labeling, logistics) without disrupting DTC and retail operations. Build a Go-To-Market calendar mapping product design to retail delivery.
• Relationship Leveraging & Pilot Execution: Leverage established retailer relationships to gather market feedback, secure initial presentations, and launch tightly managed pilots prior to national rollout.

Requirements

• Bachelor’s Degree in Fashion Merchandising, Business, Marketing, or an equivalent corporate background
• 10+ years of progressive leadership experience
• 5+ years in a senior wholesale strategy or business development role within Outdoor, Workwear, Corporate Apparel, or National Specialty Retail, including building a wholesale division from the ground up
• 5–7+ years of direct, hands-on experience managing a high-volume brand on Amazon Vendor Central (1P)
• 3+ years of managing complex, multi-million-dollar Amazon Ads budgets
• Active, robust network of relationships with major retail buyers and executives
• Expert-level P&L management, financial forecasting, and cost-to-serve analysis, with fluency in ROAS, TACOS, CVR, CPC and wholesale margin structures
• Strong omnichannel understanding, ensuring wholesale aligns with brand stores and e-commerce
• Practical knowledge of Vendor Central operations, including EDI, ASNs, packaging (FFP/SIOC), and chargeback disputes
• Ability to build a compelling, numbers-driven business case for executives while engaging major retailers
• Brand protection mindset to harmonize wholesale and Amazon channels without conflict
• Cross-functional diplomacy to guide marketing, logistics, and product teams through complex timelines
• Meticulous project management with clear roadmaps, deadlines, milestones, and contingency plans
• Willingness to travel and work onsite near Madison, WI two weeks per month during the contract phase; willingness to relocate to the Madison area if converted to full-time
• Authorization to work in the United States without sponsorship

Technologies

• Amazon Vendor Central (1P)
• Amazon Advertising (Sponsored Products, Brands, Display, Video)
• EDI

Benefits

• Travel and lodging covered for required onsite weeks
• Relocation assistance
• Standard company benefits
• Company bonus potential
• Long-term incentive programs

Role Structure & Conversion Terms

Upon conversion to a regular, full-time employee, relocation to the Madison, WI area is required to work onsite at headquarters Monday through Thursday, with Fridays remote. Relocation assistance is provided. During the contract phase, compensation is paid at a contract rate. If conversion occurs, compensation shifts to a base full-time salary with eligibility for standard benefits, company bonus, and long-term incentive programs.