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JOB TITLE

B2B Sale Director (Reseller and Corporate Sales)

Location: Traverse City, Michigan

Job Type: Fulltime, On-Site (Hybrid 2 Days a Week)

Department: Leadership Team

Reports To: CEO

JOB PURPOSE

Fustini’s is seeking an experienced B2B sales director to generate sales through corporate, wholesale, and authorized reseller channels. This position requires a highly motivated individual with sales experience, B2B/reseller channel background, and excellent customer service skills.

BACKGROUND

Fustini’s Oils & Vinegars has been successful in the olive oil and vinegar business by creating primary demand for these unique, flavor infused gourmet packaged food items. Guests to our tasting rooms discover oil and vinegar pairings, applications and recipes. This experience creates loyalty to the Fustini’s Brand. Our sales channel started by creating customers at our brick and mortar tasting rooms, then through our e-Commerce to purchase for those customers not living close to one of our stores or wishing to gift Fustini’s to ship to others. The next sales channel began when boutique shop owners shopped at Fustini's as retail guests and quickly saw the opportunity to bring in Fustini’s products to compliment what they offered to their customers. Just a few years later, boutique shops started reselling Fustini’s products. Grocery retailers in the markets where Fustini’s has a strong presence asked to carry Fustini’s products, and this drove the reseller program.. It’s important to understand that only a handful of Reseller accounts were sought out by Fustini’s. Most all inquired with interest in carrying our products. Fustini’s stores and e-Commerce create demand, boutique resellers create and fulfill demand, and grocery stores simply fulfill demand. During this time we hosted consumers who were also business owners who saw our product line and gift boxes as ideal gifts for their customers and staff. This relatively newly initiated corporate gift market is a partially untapped Fustini’s opportunity.

JOB DUTIES AND RESPONSIBILITIES

The Director of B2B Channel Strategy and Growth will be responsible for defining, building, and executing a comprehensive channel strategy that expands the company's current reach and drives revenue growth through indirect sales partners. This strategic leader will identify, recruit, onboard, and manage a high-performing ecosystem of channel partners, including resellers, online platforms, distributors, and strategic alliances. The ideal candidate is a result-oriented and strategic thinker with a proven track record of scaling channel programs in a B2B environment.

Reseller/B2B

The position is responsible for improving existing reseller accounts sales, as well as generating new accounts in areas where Fustini’s does not have a presence. Reseller accounts currently comprise both of smaller business (“boutique”) and larger company accounts (“grocery”) within 4 Michigan markets.

The future focus would be on wholesale channels, driving growth across online marketplaces and key brick-and-mortar retail partners to gain national presence and awareness. This role combines strategic channel development with hands-on sales execution, ensuring our products reach new markets and drive profitable growth.

Corporate

The corporate sales aspect of this position is responsible for growing this expanding part of our business. With strong marketing support to identify high potential prospects, and online platforms, this position will build a pipeline of prospects to qualify & sell Fustini’s value proposition for corporate gifting and determining the internal infrastructure to support it.

Overall Responsibilities

Strategic Planning and Development

Develop and execute a multi-year B2B channel strategy aligning with company growth objectives that includes both reseller, wholesale, and specialty retail channels.

Define the channel program structure and collaborate with senior leadership to forecast channel sales.

Account Management

Build, nurture, and expand relationships with key reseller and corporate partners to increase product placement, sales velocity, and brand visibility.

Marketplace Optimization

Oversee product listings, pricing strategy, promotions, and performance analytics for digital wholesale and retail marketplaces.

Retail Expansion

Identify, target, and onboard new grocery and gift store partners that align with brand positioning and growth goals.

Sales Leadership

Set and achieve ambitious B2B sales goals, manage sales pipelines, and forecast revenue across all reseller and corporate channels.

Cross-Functional Collaboration

Work closely with marketing, operations, and product teams to align sales strategies with brand campaigns, inventory availability, and margin objectives.

Performance Analytics:

Monitor channel KPIs, analyze sales trends, and deliver actionable insights to drive continuous improvement.

Brand Advocacy: Represent the brand at trade shows, distributor meetings, and key industry events to build visibility and relationships.

Partner Recruitment and Onboarding

Identify and recruit channel partners and /or online platforms, geographies, and negotiate agreements.

Implement an effective onboarding program.

Relationship and Performance Management

Manage partner performance against metrics.

Implement improvement initiatives and address channel conflicts.

Sales Enablement and Marketing Collaboration

Collaborate with internal marketing teams on co-branded campaigns and joint initiatives.

Cross-functional Leadership

Collaborate with internal teams to align channel strategies.

Champion a data-driven approach to channel management.

EDUCATION

Bachelor’s degree in Business, Marketing, or a related field is preferred.

EXPERIENCE

5 – 8 years of experience in channel sales or partner management in a B2B environment is required.

Sales experience

Ability to sell Fustinis with an understanding of the brand in the overall marketplace. Must have a deep understanding of our product and what makes Fustini’s different from other offerings in the market.

Professionalism

Ability to meet with a wide variety of people and understand how our products could work for them. Ability to negotiate both large and small accounts regardless of platform.

Organization

• Maintain accurate records and ensure orders are fulfilled, delivered and invoiced in a timely manner

Data analysis

• Ability to review contracts, read vendor reports and project costs.
• Sales Performance & Pipeline Analysis
• Pricing & Margin Analysis
• Customer & Account Analysis

KNOWLEDGE, SKILLS, AND ABILITIES

• Expertise in strategic planning and partner relationship management.
• Experience with CRM systems and partner management tools is beneficial.
• Fluent in Shopify and Google Sheets
• Ability to travel as needed.
• Deep understanding of digital wholesale platforms (e.g., Faire, Abound), e-commerce marketplaces (e.g., Amazon), corporate platforms (e.g. Zest.com).
• Ability to work collaboratively with both marketing and warehouse leads
• Self-starter, capable of setting own schedule and plan site visits as needed
• Excellent phone and customer service skills
• Ability to thrive in a fast-paced, entrepreneurial environment.
• Valid driver’s license, clean driving record
• Business use of personal car (mileage reimbursed)
• Familiarity with EOS desired but not required

WORKING CONDITIONS

• Office-based position
• Ability to work from a laptop and
• Regularly lift and/or move up to 30 pounds, occasionally lift 50 pounds- carry items up and down stairs
• Ability to load and unload vehicle with products

PAY RATE AND BENEFITS

• Compensation- $85,000.00-$90,000.00 with Bonus Program
• Benefits as offered to all FT employees
• Health insurance, with company paying 80%
• Simple IRA with company matching 3%
• Employee Discounts
• Participation in staff outings, market visits and other employee initiatives
• Travel budget TBD

DIRECTIONS TO APPLY

• Accepting Applications on a rolling basis, position open until filled
• Please submit Resume, Cover Letter and Three Professional Reference to michelle@fustinis.com
• Candidates who do not submit listed application materials will not be considered