Major Account & Marketplace Manager

tentree is a lifestyle apparel company based out of Vancouver, Canada that plants ten trees for every item purchased. Our apparel is one of the most sustainable available today and we’re ranked as one of the top apparel brands as recognized by B Corp and Textile Exchange. Since our start in 2012, we have planted over 120 million trees around the world. By combining social and environmental consciousness with apparel, we empower our customers to have a direct impact on saving the planet through intentional purchasing.

Who are we looking for?

The Major Account & Marketplace Manager is a high-energy, results-driven sales leader charged with aggressively scaling tentree’s wholesale revenue across North America. This is an active, front-facing sales role designed for a business builder; someone who is eager to hunt for new opportunities, win market share, and expand tentree’s footprint across major retail accounts, digital marketplaces, corporate partnerships, and off-price clearance channels.

Rather than simply managing existing accounts, you will proactively unlock commercial growth, lead high-impact sales negotiations, and position tentree for maximum top-line acceleration.

6 Month Goals

1. Fully onboard and transition management of existing major accounts.

2. Successfully open 2 new strategic major accounts by the end of the SS28 prebook season.

3. Develop long-term target list, strategy and roadmap for tentree major account distribution.

Key Responsibilities

Proactive Major Account Sales & Business Growth

Proactively drive revenue across existing and new major retail accounts in North America. Act as the primary sales driver for buying teams, financial planners, and external agency partners

Actively prospect, target, negotiate, and open high-volume major accounts to expand tentree's retail reach

Lead compelling seasonal line showings, pre-line meetings, and top-to-top executive business reviews to secure max pre-book commitments and push line extensions

Leverage sell-through analytics to negotiate expanded Open-To-Buy (OTB), secure high-margin Special Make-Up (SMU) programs, and maximize floor space presence

Digital Marketplace Expansion & Strategy

Architect and execute growth strategies across drop-ship digital marketplaces to expand tentree’s online wholesale presence

Curate high-performing seasonal product collections and target high-volume online sales without diluting core brick-and-mortar pricing

Identify and onboard new drop-ship and digital retail partners, rapidly turning pipeline leads into revenue streams

High-Margin Corporate & B2B Business Development

Turn the corporate sales channel into an active, high-volume growth driver. Build and manage a robust B2B pipeline to consistently hit and exceed revenue targets

Build key alliances with custom decoration partners and distributors to capture and close bulk sales leads

Work closely with veritree and internal teams to build compelling B2B sales packages for prospective corporate clients

Off-Price Clearance & Inventory Monetization

Drive deal-making for slow-moving or excess inventory while protecting target gross margins

Build direct relationships with buyers to negotiate bulk buys on optimal terms

Channel & External Sales Rep Management Support

Serve as a key internal contact for external sales agency networks across North America, driving clear communication, product alignment, and sales strategy execution

Support external reps with seasonal updates, promotional guidance, and target alignment to ensure consistent brand messaging and revenue growth across all territories

Facilitate request approvals, inventory allocation updates, and operational support to keep external agency pipelines moving efficiently

Requirements

Professional Requirements:

5+ Years of Proven Sales Success in Major Account Sales, Wholesale Account Management, or Business Development within lifestyle apparel, outdoor, or consumer goods

Demonstrated success opening new major accounts, expanding existing doors, and exceeding sales quotas

Ability to leverage financial retail metrics (Sell-Through %, GM, Weeks of Supply, Door-Level Sales) to build strong business cases for buyers

Hands-on experience or familiarity with sales order tools, EDI systems, and analytics dashboards (e.g., NetSuite, Elastic B2B, SPS Commerce, Mirakl)

Bachelor’s Degree in Business, Commerce, Marketing, or equivalent real-world commercial experience

A valid driver’s licence and access to a reliable, personal vehicle are required

Ability to travel frequently

Personal Strengths:

A natural communicator who builds instant rapport and long-term trust with retail buyers, external agency networks, and internal cross-functional teams

Keeps a constant pulse on retail trends, shifting consumer behavior, and changing market conditions, turning industry insights into actionable sales opportunities

Knows how to translate sell-through numbers and inventory reports into compelling, simple stories that convince buyers to expand tentree’s floor space

Entrepreneurial, hungry, and proactive. Constantly seeking out the next door, program, or corporate deal to accelerate brand growth

Comfortable leading tough financial and contract discussions with major corporate buyers while keeping brand value high

Genuinely passionate about tentree’s sustainability mission and skilled at using reforestation metrics to close business

Benefits

At tentree, we offer a total rewards package that supports your wellbeing, growth and everyday life. Alongside a competitive salary, you can expect:

A variety of time off programs including vacation, sick days, and office closures

Extended Health Benefits & HSA/LSA top ups

Training and development opportunities

Employee discounts on tentree products

A spacious East Vancouver HQ

For candidates based in the Greater Vancouver area, this role follows a hybrid schedule with three in-office days per week (Tues–Thurs)

Remote work is available for candidates based outside the Greater Vancouver area

The typical on-target earnings (OTE) range for this position is $70,000–$100,000 CAD per year, inclusive of base salary and a sales bonus earned when sales targets are met. The final compensation offer will be based on your qualifications, job-related skills, and relevant experience.

tentree is proud to be a certified Inspiring Workplace and an equal opportunity employer. We’re committed to building a team that brings varied backgrounds, perspectives, and strengths to the table. All employment decisions are made based on qualifications, merit, and business needs.