ABOUT COCO ATELIER
Coco Atelier is the house of brands behind a fast-growing portfolio created for children, youth and families. As part of the Mastermind Toys group, we build distinctive brands that combine product, design, storytelling, retail and digital commerce.
• Coco Village - our flagship design-driven brand for children and families.
• Coco Studio and Zylo - complementary universes that expand the Coco Village offer and its distribution potential.
• Campus13 - a tween/teen lifestyle brand inspired by pop culture and self-expression.
Our B2B ambition extends well beyond Canada. The United States is a priority growth market, and we also intend to accelerate international expansion through distributors, strategic partners and retailers. We move quickly: opportunities, priorities and constraints change, and we need someone who can turn that complexity into real commercial growth.
THE MANDATE
We are looking for a Director, B2B who will take full ownership of the Coco Atelier B2B channel across our four brands. You will be directly accountable for revenue growth, profitability and the development of our business with retailers, distributors, sales agencies and key accounts.
The mandate includes developing strategic accounts in the United States, managing and improving our network of sales agencies and independent representatives, growing a broad portfolio of independent accounts, and leading international expansion and distribution agreements.
This is a leadership role, but above all it is a highly hands-on commercial role. We are not looking for someone who manages B2B remotely through reports and sales reps. We want someone who knows the customers, takes the calls, builds the presentations, negotiates the deals, follows the orders, resolves issues, travels into the market and personally moves important opportunities forward.
Your objective: build a profitable, predictable and scalable B2B engine while staying close enough to the market to understand what is selling, what customers need and where the next growth opportunities are.
WHAT SUCCESS LOOKS LIKE
• Deliver measurable growth in B2B revenue and contribution to Coco Atelier profitability.
• Develop and grow major strategic accounts in the United States while building a strong pipeline of new opportunities.
• Make our sales agency and representative network productive and accountable through clear territories, goals, priorities and follow-up.
• Manage a large number of small and mid-sized accounts efficiently while simultaneously moving a small number of complex, high-value key-account projects forward.
• Open new international markets and secure strong, profitable distribution partnerships.
• Improve forecasting, sales discipline, margins, pipeline management and visibility into results.
• Turn trade shows and customer travel into meetings, opportunities, orders and long-term commercial relationships.
• Be viewed by our customers as a responsive, credible and commercially strong partner who is deeply invested in their success.
YOUR RESPONSIBILITIES
B2B ownership, revenue & P&L
• Take full ownership of the Coco Atelier B2B channel across Coco Village, Coco Studio, Zylo and Campus13.
• Set annual revenue, margin and development targets and build the commercial plans required to achieve them.
• Own the B2B P&L and make commercial decisions that balance growth, margin, cost-to-serve, freight, commissions and strategic value.
• Maintain a clear commercial pipeline, realistic forecasts and constant visibility into opportunities, risks and gaps versus plan.
• Prioritize accounts and initiatives according to their real revenue, margin and long-term development potential.
United States & key accounts
• Make the United States a major B2B growth engine by actively developing the retailers and partners most relevant to our brands.
• Identify, approach, develop and negotiate directly with U.S. key accounts and large retailers.
• Develop a deep understanding of the U.S. market, buying cycles, commercial expectations, margin structures, logistics requirements and vendor onboarding processes.
• Build customer-specific commercial proposals, assortments, presentations, programs and launch plans.
• Lead key-account opportunities from first conversation through account opening, ordering, launch and ongoing performance management.
• Build durable relationships with key decision-makers and continuously identify opportunities to expand assortments, volume and in-store or online presence.
Sales agencies, representatives & independent accounts
• Lead, support and challenge our network of sales agencies and independent representatives across the United States and North America.
• Define territories, goals, brand priorities, prospecting expectations and performance-management routines.
• Regularly evaluate agency performance and make the decisions required to strengthen, restructure or evolve the network.
• Provide representatives with the tools, assortments, samples, selling stories and information required to sell effectively.
• Maintain direct relationships with important accounts and never rely solely on agents to understand the market.
• Develop and manage a high volume of independent accounts while putting in place methods and priorities that maintain strong service without losing focus on larger opportunities.
International expansion & distribution
• Identify international markets with the strongest potential for Coco Atelier brands.
• Source, qualify and develop distributors, importers, retailers and strategic partners globally.
• Negotiate territories, commercial terms, minimums, appropriate exclusivity, margins, volume commitments and market-development expectations.
• Evaluate potential partners based on network strength, commercial capabilities, infrastructure, reputation and ability to represent our brands properly.
• Build market-development plans and actively manage distributor performance so signed agreements translate into real sales.
• Develop increasing knowledge of the commercial, regulatory and logistics requirements of priority international markets.
Sales operations, margins & execution
• Work closely with Product, Planning, Supply Chain, Logistics, Finance and Marketing to ensure reliable B2B execution.
• Contribute to allocation and inventory decisions based on orders, forecasts, opportunities and key-account requirements.
• Protect minimum margins and incorporate freight, commissions, discounts, promotions and account-specific requirements into commercial decisions.
• Ensure shipping, labeling, routing-guide, compliance and documentation requirements for major accounts are understood and met.
• Track important orders and personally step in when inventory, logistics, pricing, compliance or delivery issues put a customer relationship at risk.
• Use sales, sell-through and account-performance data to adjust assortments, priorities and development strategies.
Trade shows, travel & field execution
• Represent Coco Atelier regularly with customers, prospects, distributors, agencies and partners across North America and internationally.
• Travel frequently to meet customers, open new accounts, visit partners, support agencies and develop priority markets.
• Own the preparation and execution of trade shows: event selection, objectives, budget, booth space, samples, merchandising, shipping, appointments, sales materials and team coordination.
• Be highly hands-on at trade shows: setup, collection presentations, customer meetings, issue resolution, lead capture and teardown coordination when required.
• Implement disciplined post-show follow-up to rapidly convert leads into opportunities, sampling, account openings and orders.
Commercial leadership & collaboration
• Act as the internal owner of B2B and clearly represent the channel’s needs, opportunities and constraints across the organization.
• Bring customer and market insights back to Product and Marketing to influence future assortments, launches and priorities.
• Build the tools, processes, operating rhythms and commercial standards required for B2B to scale without losing speed or execution quality.
• Stay personally involved in important opportunities and step in directly whenever something needs to be sold, negotiated, clarified or unblocked.
WHO WE ARE LOOKING FOR
• 10+ years of experience in B2B sales, business development or account management with retailers and distributors in consumer products.
• Demonstrated business-development experience in North America, with strong knowledge of the U.S. market being essential.
• Experience in toys, juvenile products, gifts, lifestyle or a closely related industry strongly preferred.
• Direct experience developing major accounts and navigating complex sales cycles with large organizations.
• Experience managing sales agencies and independent representatives, ideally in the United States.
• Demonstrated ability to manage a high volume of smaller accounts while simultaneously leading a few high-stakes strategic projects.
• International expansion, distributor management or distribution-agreement experience is a significant asset.
• Strong negotiation ability, commercial judgment, margin awareness and comfort with numbers, budgets and P&L.
• Excellent written and spoken English; French is a strong asset.
• An existing network within retail, toys, juvenile products or adjacent industries is an advantage.
• Entrepreneurial mindset, strong autonomy, persistence, excellent organization and a results-driven approach.
• Availability and willingness to travel frequently across Canada, the United States and internationally.
OUR ENVIRONMENT
We want to be transparent: this is a demanding role. Coco Atelier operates in an entrepreneurial, complex and constantly changing environment. Priorities can move quickly, opportunities can appear with very little notice, and the needs of large accounts do not always follow our internal calendar.
You may move in the same day from negotiating with a large U.S. retailer to following up with twenty independent accounts, from an urgent logistics issue to preparing a trade show or international distribution plan. Data and processes will not always be perfect. You need to be able to clarify, decide and move forward.
We want someone who owns the result and does not believe an opportunity becomes someone else’s responsibility once the deal is signed. The role requires staying close to customers, orders, margins and execution.
The work is demanding, travel is frequent and some periods will be intense. For someone who loves building, selling, negotiating and seeing the direct commercial impact of their work, the opportunity is significant.
WORK LOCATION
Our offices are currently located in Longueuil, on Montreal’s South Shore. Starting in January 2027, our offices will be located in Montreal’s Southwest. The role requires strong in-person engagement with the team as well as frequent travel to customers and partners.
WHAT WE OFFER
• $70,000-$100,000 annual base salary, depending on experience and profile.
• Significant performance bonus and sales commission program directly tied to B2B performance.
• Flexible work schedule.
• Group insurance including telemedicine and an employee assistance program.
• Paid leave beyond applicable minimum standards.
• Company-provided MacBook Pro.
• Employee discounts on Mastermind Toys and Coco Village merchandise.
• Employer-paid business travel expenses.
If you are looking to manage a rep network from a desk, this is probably not the role for you. If you want to build the B2B business of several brands, develop markets, win accounts and be directly accountable for revenue and results, we want to meet you.
