General Manager of Sales & Distribution in Austin, TX

Base Salary: $140k-$180k

The General Manager is the senior executive responsible for the overall performance, profitability, and strategic direction of the division. This role requires a strong blend of strategic leadership, sales & customer relationship management, supply chain expertise, and operational excellence in a B2B wholesale distribution environment.

Responsibilities 

Strategic Leadership & Business Planning

• Develop and execute the division’s long-term strategic plan to drive revenue growth, market share expansion, and profitability across national and regional channels.
• Identify new market opportunities, product categories, or supplier partnerships within the greenhouse/garden sector.
• Lead annual budgeting, forecasting, and financial planning processes in collaboration with the finance team.

Sales & National Accounts Management

• Oversee management of key national accounts (e.g., major retail chains, garden center groups) to maximize sales volume, secure shelf space, and negotiate pricing/contracts.
• Direct the specialty distributor network to ensure strong penetration in independent garden centers, growers, and landscapers nationwide.
• Partner with the sales team to develop go-to-market strategies, promotional programs, and trade show participation.
• Drive customer retention, satisfaction, and upsell/cross-sell initiatives while monitoring competitive positioning.

Operations & Supply Chain

• Oversee imported products from Europe and other regions to ensure on-time, in-full inventory to maintain 
• Oversee warehouse operations, inventory management, order fulfillment, and logistics to achieve high service levels, on-time delivery, and cost efficiency.
• Ensure accurate inventory control, minimize stockouts/overstock, and optimize turns in a seasonal industry.
• Manage vendor/supplier relationships for greenhouse structures, growing media, irrigation systems, containers, fertilizers, lighting, and other lawn/garden products.
• Implement process improvements, technology, and KPIs to enhance operational performance.

Financial & Performance Management

• Own P&L responsibility: achieve revenue, gross margin, EBITDA, and working capital targets.
• Monitor key metrics including sales growth, customer profitability, freight costs, inventory accuracy, and operating expenses.
• Make data-driven decisions to improve profitability and cash flow.

Team Leadership & Culture

• Build, lead, and develop a high-performing leadership team and workforce.
• Foster a customer-focused, results-oriented culture emphasizing integrity, collaboration, and industry expertise.
• Ensure compliance with safety regulations, employment laws, and industry standards.

Industry & External Relations

• Stay current in greenhouse and horticulture trends, regulatory changes (e.g., EPA, USDA), and supply chain dynamics.
• Represent the company at industry events, associations (e.g., American Hort), and with key suppliers/partners.

Qualifications & Experience

Required:

• 8–15+ years of progressive leadership experience in wholesale distribution, preferably in horticulture, greenhouse supplies, agricultural inputs, garden/lawn products, nursery stock, or closely related B2B industries.
• Proven track record managing national accounts and distributor networks with multimillion-dollar revenue responsibility.
• Strong understanding of imports, supply chain, inventory management, and logistics in a seasonal products environment.
• Demonstrated success leading P&L, driving profitable growth, and managing teams of 15–30 employees.
• Bachelor’s degree in Business, Agriculture/Horticulture, Supply Chain, or related field (MBA preferred).

Preferred Skills & Attributes:

• Experience with ERP systems (e.g., QuickBooks Enterprise, or similar distribution-focused platforms).
• Knowledge of greenhouse structures, growing systems, propagation supplies, and garden hardgoods.
• Excellent negotiation, relationship-building, and communication skills at executive levels.
• Strategic thinker with hands-on operational mentality.
• Bilingual proficiency in English and Spanish (verbal communication).
• Willingness to travel (10-20%) for customer visits, trade shows, supplier meetings, and team leadership.

Compensation & Benefits

• Competitive base salary commensurate with experience
  • Base Salary $140,000-$180,000
• Performance-based STIPs and LTIP tied to company profitability and personal objectives (40% target). 
• Comprehensive benefits package (health, dental, vision, PTO, cell phone, 401(k) with match, etc.)

General Manager of Sales & Distribution in the B2B Wholesale space in Austin, TX