National Business Development Manager

National Business Development ManagerAltair Recruitment is proud to partner with Toshi, a much-loved Melbourne-based lifestyle brand, on a pivotal leadership hire.

Established in 1999, 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 opportunity 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

Sales Leadership & Commercial Growth

• 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

Omnichannel Growth

• 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:
• Generous staff discounts
• Birthday leave
• Onsite parking
• Gym next door
• Dog-friendly office

Apply now or feel free to reach out for a confidential discussion yuliya@altairrecruitment.com.au