Head of Retail Expansion

About the role

The Head of Retail Expansion will own the strategy and execution of bringing Muddy Mat into physical retail and wholesale channels, both in the United States and internationally. This is not a store operations role. This is a senior business development and sales leadership position focused on getting Muddy Mat onto shelves at major retailers, building distributor relationships globally, and scaling a profitable retail channel from the ground up. Core Responsibilities Retail & Wholesale Expansion (US) Identify, pitch, and close deals with major US retailers, including Target, Walmart (in-store), Costco, PetSmart, Chewy (physical), TJ Maxx, HomeGoods, Bed Bath & Beyond, and specialty pet retailers Develop and execute the retail go-to-market strategy for each channel, including pricing, packaging, planogram positioning, and promotional planning Negotiate terms, margins, co-op advertising, and shelf space agreements with category buyers Own the retail P&L and be accountable for revenue targets and channel profitability International Retail & Distribution Build and manage relationships with international distributors to bring Muddy Mat into retail markets in the UK, EU, Canada, Australia, and other target regions Evaluate and select distribution partners based on market coverage, retail relationships, logistics capability, and alignment with brand standards Develop market entry strategies for each region, including pricing localization, regulatory compliance, and packaging requirements Negotiate distributor agreements including exclusivity terms, minimum order commitments, margin structures, and performance benchmarks Coordinate with internal teams on international inventory planning, forecasting, and supply chain logistics Key Account Management & Sell-Through Manage day-to-day wholesale account relationships with retail buyers at key chains Monitor sell-through rates, manage reorder cycles, and optimize assortment by retailer Drive in-store merchandising, brand presentation, and compliance across all retail touchpoints Develop co-marketing programs with retail partners to accelerate sell-through velocity Cross-Functional Coordination Work with supply chain and operations to ensure inventory readiness for retail launches and reorders Coordinate with marketing on retail-specific packaging, point-of-sale materials, and brand assets Partner with finance on retail margin analysis, trade spend management, and channel profitability reporting Collaborate with the e-commerce team to ensure retail strategy complements (not cannibalizes) DTC channels Required Qualifications 8+ years of experience in retail sales, wholesale, or business development in consumer goods Proven, demonstrable track record of taking a DTC or ecommerce-native brand into physical retail at national or big-box retailers (this is non-negotiable - we need someone who has done this before, not someone who wants to try) Direct experience managing international distributors and launching products into retail markets outside the United States Existing relationships with retail buyers at major chains in pet, home, housewares, or consumer goods categories Deep understanding of retail economics: margin structures, trade spend, co-op programs, slot