Sales Director - Dollar | Off-Price | Specialty Retail

About ZURU

ZURU is a reimagination company. We look for categories that have stood still, then we build next-generation products and brands that set the new standard. ZURU Toys is reimagining play. ZURU Edge is reinventing everyday consumer brands. Rhodes Pet Science is reimagining pet science. ZURU Tech is leading the next building revolution.

ZURU started in 2003 with two brothers from New Zealand, and we're still founder-owned and operated today. Since then we've become the world's second-biggest privately held toy company, and nearly half of all Gen Y and Gen Z households with kids in the US own a ZURU product. Today we're 5,000 people in 34 offices, selling into more than 150 markets, backed by over 100 acres of fully automated manufacturing. And we're only getting started.

Position Overview

ZURU is looking for a Sales Director to own and scale our Dollar, Off-Price, and Specialty Retail channels across the United States. This is a high-visibility role with direct accountability for revenue, market share, and profitability across a set of channels that represent some of ZURU's fastest-growing retail partnerships.

You will operate at the intersection of strategy and execution - building executive-level customer relationships, developing multi-year channel plans, and influencing cross-functional teams to bring those plans to life.

Customer Leadership & Relationship Management

• Own and lead relationships across Dollar, Off-Price, and Specialty Retail customers.
• Build strong partnerships with merchants, buyers, planners, and executive leadership teams.
• Develop and execute joint business plans that drive sustainable growth for both ZURU and our retail partners.
• Represent ZURU at customer meetings, line reviews, retailer summits, and strategic planning sessions.

Business Growth

• Deliver revenue, market share, and profitability objectives across assigned channels.
• Identify whitespace opportunities, new account expansion, and distribution gains.
• Build compelling selling stories supported by data, insights, and category trends.
• Drive assortment optimization, promotional planning, and merchandising strategies.

Strategic Planning & Execution

• Develop annual and multi-year growth strategies for each customer and channel.
• Partner cross-functionally with Marketing, Demand Planning, Finance, Supply Chain, Product Development, and Insights teams.
• Manage forecasting accuracy, inventory health, and promotional execution.
• Lead business reviews and provide clear recommendations to internal leadership.

Market & Consumer Insights

• Maintain deep expertise in the toy industry, retail landscape, and competitive environment.
• Identify emerging trends and translate insights into actionable growth opportunities.
• Leverage data and analytics to influence customer decisions and internal strategy.

Leadership

• Act as a culture carrier for ZURU's values and leadership principles.
• Coach and develop future talent as the organization continues to scale.
• Drive a mindset of continuous improvement, ownership, and accountability.

Skills & Experience

• 7+ years of experience in Sales, Category Management, or Customer Leadership within Consumer Packaged Goods, Toys, Hardlines, or General Merchandise.
• Proven success managing large national retail accounts.
• Demonstrated ability to develop and execute strategic growth plans.
• Strong financial and analytical acumen.
• Experience leading cross-functional initiatives and influencing without authority.
• Experience managing Dollar, Off-Price, Specialty, Value, or Discount retail channels is preferred.

Who thrives at ZURU

This isn't a 9-to-5. We move fast, think big and set goals most companies would call impossible, then go after them. The people who thrive here are entrepreneurs at heart. They own their work, chase bold ideas and never stop raising the bar.

At ZURU, you drive your career, and we give you the platform to take it as far as you can. There are opportunities here that you won’t find anywhere else, and you'll be surrounded by talented people who make things happen. We're a true meritocracy: we reward impact, not tenure.

How we work

Big ideas happen when great people work side by side, so we're office-first by design. Being together means faster collaboration, sharper decisions and stronger teams, and it's where the real learning happens. Some flexibility may be available depending on the role, location and business needs, but most roles are office-based.

Want to see what life at ZURU really looks like? Follow LIFE@ZURU on Instagram or www.zuru.com

ZURU – Reimagining tomorrow 🚀

ZURU may use AI tools to help screen, assess or select applicants.