The Retail Channel Sales Leader will own and evolve the brand’s owned-retail channel, positioning physical retail as a critical growth engine and a cornerstone of a seamless omnichannel brand experience. This role is responsible for driving sales, productivity, and profitability while delivering exceptional, consumer-first retail experiences that reflect the brand’s values and deepen emotional connection with customers.

Working in close partnership with DTC e-commerce, merchandising, marketing, and operations teams, this leader will align physical retail and digital touchpoints to create a cohesive journey across channels. They will leverage data and insights to optimize assortment, inventory flow, and product turns—always through the lens of best serving the consumer—while ensuring stores function as cultural destinations within their local communities.

This role blends strategic leadership with operational excellence, owning P&L performance, leading retail expansion and innovation, and building high-performing teams that consistently deliver outstanding results and brand experiences.

Responsibilities

• Own and shape the brand’s owned-retail strategy in close partnership with DTC e-commerce and executive leadership to deliver a seamless, omnichannel brand experience.

• Drive sales growth, productivity, and profitability across the retail channel with full P&L accountability, including traffic, conversion, AOV, and product turns.

• Create consumer-first retail experiences that serve as cultural destinations, leveraging assortment strategy, community engagement, events, and localized storytelling.

• Lead the end-to-end customer journey across physical retail, ensuring store design, visual merchandising, service standards, and digital touchpoints are integrated and brand- consistent.

• Align retail and DTC e-commerce teams to optimize the omnichannel consumer journey, including buy-online-pick-up, ship-from-store, returns, and shared customer insights.

• Optimize retail productivity and inventory turns through data-driven assortment planning, in- season management, and inventory flow—always through the lens of best serving the consumer.

• Oversee retail operations at scale, ensuring excellence in inventory management, staffing models, expense control, and day-to-day execution.

• Lead store expansion and evolution, including site selection, lease negotiation, new store openings, and ongoing format innovation aligned with consumer behavior and market opportunity.

• Leverage analytics and insights to inform decisions across merchandising, inventory, marketing, and staffing, and clearly communicate insights to cross-functional partners.

• Build, inspire, and develop high-performing retail leadership teams and store managers who deliver strong results and exceptional customer experiences.

Qualifications

• Bachelor’s degree required; degree in business, management, marketing, or a related field preferred.

• 10+ years of progressive leadership experience in multi-unit owned retail, including retail operations and/or channel leadership roles.

• Proven experience leading retail within a premium consumer brand environment, ideally $200M+ in annual revenue.

• Demonstrated ability to deliver sales growth, improve retail productivity, and exceed P&L targets while maintaining a premium brand experience.

• Strong understanding of omnichannel retail, including close partnership with DTC e- commerce to deliver a seamless consumer journey.

• Expertise in retail analytics and KPIs, including productivity metrics, inventory turns, sell- through, and conversion, with the ability to translate insights into action.

• Experience expanding and scaling an owned retail channel, including site selection, store design, hiring, and successful store openings.

• Deep knowledge of optimizing the brick-and-mortar customer journey across merchandising, visual presentation, community engagement, and store team training.

• Highly collaborative leader with a track record of influencing cross-functional partners and coaching teams through growth and change.