Altair Recruitment
is proud to partner with
Toshi
, a much-loved Melbourne-based lifestyle brand, on a pivotal leadership hire.
Established in
****
, Toshi has spent over
27 years
building a loyal following across wholesale and retail, known for beautifully designed lifestyle products, thoughtful craftsmanship, and a strong commitment to quality, sustainability, and timeless design.
Now entering an exciting new phase of growth, Toshi is continuing to expand across
ecommerce, marketplaces, and international distribution
, creating a rare opportunity for a commercially minded sales leader to help shape the next chapter.
This is not a traditional sales management role.
Whilst you will lead an established national sales function, the chance is equally focused on identifying new growth opportunities, improving commercial performance, leveraging technology and AI, supporting marketplace expansion, and helping shape the future direction of the business.
We're looking for someone who enjoys connecting the dots between wholesale, ecommerce, marketplaces, customer insights and operational excellence.
If you enjoy variety, influence, and rolling your sleeves up in a founder-led environment, this role offers genuine breadth.
What you'll be doing
Lead and support a national sales team across Australia and New Zealand
Drive performance, coaching and accountability across territories
Maintain and grow key customer relationships across national retailers and independent accounts
Identify opportunities to expand retail categories, new accounts and distribution channels
Manage seasonal launches, trade shows and showroom/hotel suite sales events
Collaborate closely with internal teams to support D2C growth
Help drive marketplace expansion across Australia and internationally




Support a more connected approach between wholesale, ecommerce and inventory planning
Contribute to growth across retail, marketplace and international channels
Operations & Systems
Improve sales processes, reporting and operational efficiencies
Work collaboratively across inventory, fulfilment and customer operations
Support sales forecasting and inventory planning
Help identify opportunities to leverage AI and automation across workflows and systems.
About You
You're commercially minded, relationship-led, and genuinely enjoy both the people and operational side of a business.
This role will suit someone who enjoys being hands-on, rolling up their sleeves, and having genuine influence across a growing founder-led business. It is likely best suited to someone stepping into a broader leadership remit or looking for meaningful ownership, rather than someone operating at a highly corporate or executive level.
You understand how wholesale, ecommerce and marketplaces work together and are just as comfortable speaking with a major retail buyer as you are supporting independent retailers. You understand that great wholesale isn't about pushing volume. It's about building strong retailer relationships, driving healthy sell-through, and supporting long-term growth.
Working Style & Location
Based onsite in Bentleigh East, Melbourne
This is primarily an office-based role with close collaboration across internal teams and territory sales managers




Some interstate travel required (approximately 5–7 trips per year) for trade events, retailer engagement and sales activity
Occasional international travel may arise as the business continues to grow
You'll likely bring:
Experience leading a B2B sales team
Strong omnichannel experience across wholesale and ecommerce/DTC
A background in fashion, lifestyle, premium retail, gifting, accessories or children's brands
Strong commercial and analytical capability
Experience working with CRM, inventory and reporting systems
Confidence using Excel and interpreting sales data
A hands-on, adaptable mindset suited to a founder-led business
Enthusiasm for AI, systems and operational improvements
Bonus if you have:
Marketplace experience (Amazon, wholesale marketplaces or similar)
Exposure to international distribution or Asian markets
Forecasting, fulfilment or logistics experience
Experience within fashion, lifestyle, premium retail, gifting or children's brands
Why Join Toshi?
Broad, commercially diverse role with genuine influence across sales, operations and ecommerce
Opportunity to help shape an omnichannel growth journey across wholesale, D2C and marketplaces
Exposure to international growth and distribution opportunities
Direct access to founders and senior leadership with real commercial impact
Established customer base and long-standing retailer relationships already in place
Supportive, innovative environment that embraces AI and operational efficiencies
Genuine opportunity to grow the role as the business evolves
Bonus following probation + commission structure after the probation of 6 months
You will also receive:
Birthday leave
Onsite parking
Dog-friendly office
#J-*****-Ljbffr

📌 National Business Development Manager (Melbourne)
🏢 Altair Recruitment
📍 Melbourne