Progressive experience in wholesale sales, territory leadership, account management, brand management, or business development, including experience leading a field-based sales team.
Cannabis industry experience and strong knowledge of Oregon's regulated cannabis market, retail environment, product categories, and wholesale practices strongly preferred.
Demonstrated success building statewide or multi-territory sales plans and delivering measurable revenue, account, distribution, and brand growth.
Strong people-leadership skills with experience setting expectations, coaching performance, developing talent, and holding teams accountable for results.
Ability to build distinct brand strategies and translate positioning, consumer insights, and business objectives into practical sales messaging and field execution.
Strong commercial judgment, including experience with pricing, promotions, forecasting, pipeline management, margin awareness, and performance analysis.
Executive-level written, verbal, presentation, and relationship-management skills, with the ability to influence customers and internal stakeholders.
Highly organized, decisive, and accountable, with the ability to manage competing priorities in a fast-paced and evolving environment.
Advanced comfort with CRM, order-management, inventory, spreadsheet, reporting, and presentation tools; experience with Distru, LeafLink, METRC, or similar platforms preferred.
Valid driver's license, acceptable driving record, reliable transportation, and the ability to travel frequently throughout the state and attend occasional evening or weekend events.
Full description
Director of Wholesale
Division: Sales
Classification: Full-Time Exempt
Company Summary
Golden Grail Group is a fast-growing, vertically integrated cannabis company operating across Oregon and Washington. Our expanding portfolio includes retail dispensaries, cultivation, product processing and production, distribution, and wholesale brands. With exciting opportunities and continued growth on the horizon, this is a great time to join our team, make a meaningful impact, and grow alongside an evolving organization.
Position Summary
The Director of Wholesale is accountable for the statewide growth, commercial performance, and market presence of Golden Grail Group's multi-brand cannabis portfolio. Reporting to the Vice President of Operations, this leader develops and executes the wholesale strategy, directs the Sales and Brand Representative team, and ensures each brand is supported by clear positioning, consistent messaging, effective field execution, and measurable sales plans. The Director translates Company priorities into disciplined account, territory, pricing, promotional, and product-launch strategies while partnering closely with Operations, Marketing, Production, Distribution, Finance, and Compliance.
Key Responsibilities
Own statewide wholesale strategy and performance, including revenue growth, account expansion, product placement, reorder activity, distribution, and brand-level results.
Develop annual, quarterly, and monthly sales plans with clear targets by territory, representative, account, brand, product category, and channel.
Lead, coach, and hold accountable the Sales and Brand Representative team, establishing expectations for field activity, pipeline development, account coverage, follow-through, reporting, and results.
Design and manage effective territory and account assignments that support statewide coverage, efficient travel, market penetration, and equitable workload distribution.
Establish and monitor key performance indicators for representatives and brands, including visits, new accounts, placements, reorders, revenue, margin, promotional execution, and product velocity.
Conduct regular one-on-one meetings, field ride-alongs, pipeline reviews, performance discussions, and team trainings to strengthen capability and accountability.
Build and maintain strategic relationships with key retail groups, independent dispensaries, buyers, purchasing teams, distributors, and other licensed cannabis partners across the state.
Direct new-account acquisition and growth within existing accounts, including sales presentations, portfolio reviews, pricing discussions, promotional planning, and resolution of service concerns.
Own the commercial messaging and go-to-market strategy for the Company's portfolio, ensuring each brand has a clear position, target consumer, value proposition, sales story, and field execution plan.
Partner with Marketing to develop approved brand materials, budtender education, sales tools, promotions, vendor-day programs, launch support, and consistent in-store representation.
Monitor brand and product performance by market, account, category, and product format; identify opportunities, underperformance, competitive threats, and recommended corrective actions.
Use account feedback, consumer trends, competitive intelligence, inventory data, and sales results to influence portfolio priorities, product development, packaging, pricing, and promotional strategy.
Lead the wholesale launch process for new brands and products, coordinating timing, education, sales materials, account targeting, inventory readiness, and field execution.
Develop accurate sales forecasts and provide visibility into customer demand, pipeline health, upcoming orders, inventory needs, promotional activity, and business risks.
Partner with Production and Distribution leadership to align sales commitments with production capacity, available inventory, fulfillment priorities, and delivery schedules.
Maintain strong operating discipline within Distru, LeafLink, CRM, Excel, METRC, and other Company systems, ensuring account, order, pipeline, visit, and performance data are timely and accurate.
Prepare and present regular wholesale performance updates, forecasts, brand reviews, and recommendations to the Vice President of Operations and other Company leaders.
Develop scalable sales processes, reporting standards, account-management practices, and standard operating procedures that support continued growth.
Represent Golden Grail Group professionally at key customer meetings, industry events, trade activities, vendor days, and other approved market-facing opportunities.
Ensure sales strategies, promotional activities, samples, product handling, account practices, and team conduct comply with Company policy and all applicable cannabis regulations.
Perform other duties and responsibilities as assigned based on business and operational needs.
Leadership and Performance Expectations
Create clear priorities and translate Company growth goals into practical expectations for the wholesale team.
Foster a collaborative, accountable, and customer-focused sales culture that protects brand integrity and follows through on commitments.
Maintain regular communication across departments so that sales commitments, market feedback, inventory constraints, and operational risks are visible and addressed.
Balance strategic leadership with hands-on market involvement, including direct support for priority accounts, launches, developing territories, and complex customer matters.
Qualifications
Progressive experience in wholesale sales, territory leadership, account management, brand management, or business development, including experience leading a field-based sales team.
Cannabis industry experience and strong knowledge of Oregon's regulated cannabis market, retail environment, product categories, and wholesale practices strongly preferred.
Demonstrated success building statewide or multi-territory sales plans and delivering measurable revenue, account, distribution, and brand growth.
Strong people-leadership skills with experience setting expectations, coaching performance, developing talent, and holding teams accountable for results.
Ability to build distinct brand strategies and translate positioning, consumer insights, and business objectives into practical sales messaging and field execution.
Strong commercial judgment, including experience with pricing, promotions, forecasting, pipeline management, margin awareness, and performance analysis.
Executive-level written, verbal, presentation, and relationship-management skills, with the ability to influence customers and internal stakeholders.
Highly organized, decisive, and accountable, with the ability to manage competing priorities in a fast-paced and evolving environment.
Advanced comfort with CRM, order-management, inventory, spreadsheet, reporting, and presentation tools; experience with Distru, LeafLink, METRC, or similar platforms preferred.
Valid driver's license, acceptable driving record, reliable transportation, and the ability to travel frequently throughout the state and attend occasional evening or weekend events.
Cannabis Industry Requirements
Must be at least 21 years of age and meet all applicable state requirements for employment within the regulated cannabis industry.
Must obtain and maintain a valid OLCC Marijuana Worker Permit, as required for the position.
Must comply with all applicable Company policies and state cannabis regulations, including requirements related to product handling, inventory tracking, transfers, marketing, samples, and customer transactions.
Employment is contingent upon successful completion of applicable pre-employment requirements.
Work Environment and Travel
This leadership position requires regular statewide travel to licensed retail locations, customer meetings, field visits, Company facilities, and industry events. Work is performed in office and operational settings, in dispensaries, during team ride-alongs, and in vehicles between locations. The schedule may vary based on business priorities, account availability, product launches, and approved events. Reasonable accommodation is available to qualified individuals in accordance with applicable law.
Additional Responsibilities
This job description is intended to describe the general nature and level of work performed by employees in this position. It is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the role. Golden Grail Group reserves the right to modify responsibilities or assign additional duties based on business and operational needs.
Equal Employment Opportunity
Golden Grail Group is an equal opportunity employer. Employment decisions are made without regard to any status protected by applicable federal, state, or local law. Reasonable accommodation is available to qualified individuals with disabilities in accordance with applicable law