Head of Retail Sales

As Head of Retail Sales at Miko
, you will own how millions of families first experience our AI robots in the real world. This role goes far beyond account management—you will architect the physical retail experience for a category-defining kids’ AI brand.

You will lead end-to-end retail strategy across major big-box partners (Walmart, Target, Best Buy, Costco, and others), spanning Joint Business Planning (JBP), line reviews, pricing and promotions, packaging and fixture strategy, and in-store execution
. Your mandate is to turn Miko from a product on a shelf into a must-stop destination in the toy and electronics aisle—especially during peak gifting moments.

This is a high-ownership role with full P&L responsibility for the retail channel
, tight collaboration with Product, Creative, Supply Chain, and Growth teams, and direct exposure to executive leadership.

1. Strategic Account Ownership & Revenue Leadership

• Own the
  retail channel P&L, driving aggressive topline growth while protecting gross margins, price integrity, and long-term brand equity.
• Lead
  JBPs, line reviews, and category strategy discussions
  with Walmart, Target, Best Buy, Costco, and emerging retail partners.
• Expand door counts, secure premium shelf and end-cap placements, and influence category resets in Miko’s favor.
• Act as a trusted thought partner to buyers by framing Miko as a
  category growth engine
  , not just another toy SKU.
• Leverage retailer portals and data platforms (e.g., Retail Link, Target Partners Online, Best Buy systems) to build compelling, data-backed growth narratives.
• Partner with Product and Creative teams to design
  retail-first packaging
  that balances:
• Kid appeal and parent trust
• Premium brand cues
• Retailer constraints (SIOC, Frustration-Free, palletization, cube efficiency)
• Own the strategy and rollout of
  fixtures, PDQs, end-caps, pallets, and seasonal displays
  , ensuring Miko stands out in highly competitive aisles.
• Treat retail as “theater”: optimize lighting, callouts, demo narratives, and hero SKUs to maximize conversion.
• Ensure
  brand consistency at scale
  across thousands of stores by managing third-party merchandising agencies and running rigorous shelf-health audits.

• Work closely with Supply Chain and Ops to maintain
  best-in-class OTIF performance
  , minimizing chargebacks, shortages, and compliance penalties.
• Own and optimize the
  trade spend budget
  , deploying funds across promotions, markdown support, slotting, and co-op marketing with a clear ROI lens.
• Partner with Growth and Performance Marketing teams to align
  retail moments with digital demand generation
  , especially during Q4 and major retail events.
• Serve as the internal voice of retail—translating buyer feedback into actionable insights for Product, Pricing, and Roadmap decisions.

Experience

• 10+ years in Retail Sales, Category Management, or General Management roles with
  Big Box retailers
  .
• Hands-on Walmart and Target experience is non-negotiable
  ;
  Best Buy and Costco exposure is a strong plus.
• Proven success scaling a
  consumer hardware or toy brand in brick-and-mortar retail.

• Equally comfortable debating
  gross margin, trade accruals, and forecasts as reviewing a
  3D rendering of a floor display
  .
• Understands that packaging, pricing, placement, and promotion are inseparable levers.

• Battle-tested negotiator who can push back on tough buyers while preserving long-term partnerships.
• Able to represent Miko confidently in senior-level conversations and high-stakes reviews.

• Deeply fluent in POS, sell-through, inventory, and promotion data.
• Goes beyond reporting to uncover the“why” behind performance and turn insights into decisive action.

• Net Retail Sales Growth: Year-over-year growth across brick-and-mortar channels.
• Market Share: Expansion within the kids’ robotics / smart toy category.
• Shelf Productivity: Sales per linear foot, per fixture, and per door.
• Operational Excellence: OTIF performance, on-shelf availability, and minimized retailer penalties.
• Promotional ROI: Incremental lift from trade spend and in-store activations.

Retail is one of Miko’s biggest growth engines. This role directly shapes how parents and kids discover, trust, and fall in love with Miko
—especially during the moments that matter most. You won’t just grow a channel; you’ll help define what modern, experiential toy retail looks like for an AI-first brand.