Key Account Manager-Specialty Retail & Attractions

About Plushology® by RGU

Founded in 1992, The RGU Group, Inc. is a family-owned and operated company specializing in innovative plushies for specialty retail, attractions, hospitality and destination-driven markets.

Through our Plushology® brand, we combine creative product development, customization and advanced domestic print-on-demand capabilities to deliver distinctive merchandise with exceptional flexibility and speed.

As our brand continues to mature and grow, we're seeking an experienced, well-connected Key Account Manager who can leverage established retail buyer relationships to accelerate our expansion into select specialty markets nationwide.

The Opportunity

We're looking for someone who already knows the right buyers.

This is not an entry-level sales position or a traditional territory development role.

We're looking for a seasoned sales professional with established, verifiable relationships among specialty retail buyers and decision-makers who can introduce Plushology® into qualified accounts and develop meaningful, long-term purchasing relationships.

The ideal candidate understands the gift, souvenir, toy or specialty merchandise industry and has a proven ability to turn established buyer relationships into measurable wholesale sales.

Our Target Retail Markets

Qualified candidates must have existing buyer relationships in one or more of the following channels:

• Agritourism & Farming Attractions: Farm markets, orchards, pumpkin patches, family attractions and destination farms.
• Museums: Children's, science, history and specialty museums with retail gift shops.
• Zoos & Aquariums: Attractions with established merchandise and gift shop programs.
• Garden Centers: Established independent and regional garden center operators.
• Regional Retail Chains: Specialty retailers operating five or more store locations.
• Specialty Grocers: Regional grocery chains, gourmet markets and destination food retailers.
• Hotels & Resorts: Regional hospitality groups, resort properties and hotel gift shop operators.
• Airport Retail: Regional airport concessionaires and specialty airport retail operators.

Our focus is specialty and destination-driven retail. We are not pursuing mass-market, big-box or national discount retail at this time.

Key Responsibilities

• Leverage existing buyer relationships to introduce Plushology® to qualified new retail accounts.
• Identify, pursue and develop regional key accounts within our target markets.
• Build strategic account plans designed to generate sustainable wholesale purchasing programs.
• Conduct buyer presentations, product line reviews and assortment recommendations.
• Develop opportunities with multi-location retailers and regional chains.
• Collaborate with company leadership, design, production and customer service teams to support successful account launches.
• Negotiate purchasing programs and commercial terms within company guidelines.
• Maintain an organized sales pipeline and provide realistic sales forecasts.
• Develop repeat purchasing opportunities and expand product placement within newly acquired accounts.

Minimum Qualifications

• At least five years of relevant B2B wholesale sales experience within specialty retail, giftware, souvenirs, toys or related merchandise categories.
• Existing, active and verifiable relationships with qualified retail buyers in one or more of our target markets.
• Proven success opening new wholesale accounts and developing regional or multi-location purchasing programs.
• Demonstrated history of generating measurable new wholesale business.
• Strong presentation, communication, negotiation and relationship-building skills.
• Ability to work independently, manage priorities and collaborate effectively with internal teams.
• Familiarity with wholesale pricing, retail margins, seasonal purchasing cycles and merchandise planning.

A bachelor's degree is preferred but not required.

What We're Not Looking For

• Candidates without established buyer relationships in our target markets.
• Sales professionals whose experience is primarily in servicing existing accounts rather than generating new business.
• Applicants with fewer than five years of relevant wholesale sales experience.
• Individuals whose sales experience is primarily focused on mass-market or national discount retail.
• Candidates unable to demonstrate a credible history of new account development.

Compensation & Benefits

• Competitive base salary.
• Generous Commissions and performance-based bonus or incentive opportunities.
• Health, dental and vision insurance.
• 401(k) with company match.
• Paid time off and paid holidays.
• Life insurance.
• Remote work flexibility.
• A collaborative, established company with a creative and entrepreneurial culture.

How to Apply

Please submit your resume (and cover letter ideally) along with a brief overview of:

• Your relevant wholesale sales experience.
• The specialty retail channels where you maintain warm buyer relationships.
• The geographic regions and types of accounts you've successfully developed.
• Examples of new business or multi-location purchasing programs you've generated.
• Your experience introducing new product lines to existing buyer relationships.

Confidential buyer names and account information are not required during the initial application process.

Plushology® by RGU

Established 1992 | American Owned & Operated

Pay: $54,800.00 - $62,200.00 per year

Benefits:

• 401(k) matching
• Dental insurance
• Flexible schedule
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Vision insurance

Application Question(s):

• How many years of B2B wholesale sales experience do you have selling gifts, souvenirs, toys or related merchandise to specialty retail buyers?

Indeed format

Multiple choice

• Less than 5 years
• 5–9 years
• 10+ years
• Which of the following retail markets do you currently have established, active relationships with purchasing decision-makers?

Indeed format

Multiple selection, if available

• Agritourism / Farming Attractions
• Museums / Zoos / Aquariums
• Garden Centers
• Specialty Grocers
• Regional Retail Chains (5+ locations)
• Hotels / Resorts
• Airport Retail
• None of the above
• In your most recent sales position, approximately how much annual wholesale revenue did you personally generate from NEW accounts you originated, excluding inherited or existing accounts?

Indeed format

Multiple choice

• Less than $100,000
• $100,000–$249,999
• $250,000–$499,999
• $500,000+
• Primarily managed existing accounts

Work Location: Remote