Director, Sales (Luxury Accessories)
Centric Brands Inc., New York, NY, United States
Specific Responsibilities Would Include
The Wholesale Director will own the full scope of the brand's wholesale business across accessories spanning premium US specialty and department store accounts and select international partners. This role is responsible for driving revenue growth, cultivating strategic account relationships, and ensuring brand-right execution at every wholesale touchpoint. This leader will serve as the primary commercial partner to key retail accounts while working cross‑functionally with Merchandising, Design, Planning, and Marketing to deliver compelling seasonal assortments calibrated to the current stage of the business and maximize sell‑through. Success in this role means building productive, long‑term account partnerships, achieving sales targets, and positioning the brand as a preferred jewelry destination within the wholesale channel.
Sales Strategy & Account Growth
Own and grow the wholesale business across US accounts including specialty, department store, and boutique channels and select international partners
Develop and execute seasonal sales strategies by account, identifying opportunities to expand door count, category penetration, and sell‑through
Lead successful market appointments, ensuring presentations are compelling, commercially grounded, and reflective of the brand's current assortment strategy and growth stage
Proactively identify and cultivate new account opportunities across all tiers of the wholesale channel; strategize market entry across new domestic and international territories
Conduct competitive analysis and monitor marketplace trends to inform account strategy, assortment positioning, and pricing recommendations
Set and manage annual sales budgets, monthly forecasts, and account‑level targets in partnership with Planning and Finance
Assortment Strategy & Business Reviews
Ensure assortment strategies are appropriate for the current stage of the business balancing newness, hero styles, price accessibility, and account‑specific needs
Partner with Merchandising to develop account‑specific and exclusive assortments that are strategically sound and executed on time
Create and present comprehensive business review decks and seasonal performance presentations for internal leadership and key wholesale partners, synthesizing sell‑through, inventory, trend, and competitive data into clear, actionable narratives
Lead regular cadence of business reviews with accounts, covering sales performance, stock levels, markdowns, and forward opportunities
Translate account feedback and market intelligence into assortment and go‑to‑market recommendations for cross‑functional partners
Financial Acumen & Operations
Demonstrate strong financial acumen across all aspects of the wholesale business including margin analysis, OTB, sell‑through, AUR, co‑op structures, and allowance negotiations
Build and maintain detailed account‑level financial models; track performance against plan and proactively identify risks and opportunities
Oversee co‑op, allowances, givebacks, and markdown negotiations in partnership with Planning and Finance
Monitor and review shipment performance, order books, sell‑through, and inventory levels on a regular cadence
Partner with Planning on replenishment strategies, reorder recommendations, and end‑of‑season inventory management
Ensure clean, accurate order entry and cross‑functional alignment on delivery timelines, product information, and launch windows
Account Management & Relationships
Serve as the primary relationship owner for all wholesale accounts at the DMM level and above; develop deep, trust‑based partnerships with buying and planning teams
Travel regularly to account headquarters and retail locations to maintain relationship continuity, review in‑store execution, and identify business opportunities; attend relevant trade shows
Oversee international wholesale accounts in coordination with internal partners; manage logistics, duties, and seasonal execution specific to each market
Ensure optimal brand presentation on floor, online, and in‑store including fixture strategy and visual merchandising alignment where applicable
Cross‑Functional Leadership
Act as the commercial voice of the wholesale channel internally communicating account feedback, market intelligence, and assortment insights to Merchandising, Design, and Marketing
Collaborate with Marketing and eCommerce to align wholesale launches with brand storytelling and key selling periods
Partner with Retail on shared customers and channel differentiation strategy to protect brand equity across all touchpoints
Our Best Fit Candidate Would Have
8–10+ years of experience in wholesale sales, with a strong track record managing accessory accounts across specialty and department store channels
Deep existing relationships with US wholesale buyers at the DMM level and above; international account experience a plus
Proven ability to drive revenue growth across a portfolio of accounts in a premium or luxury brand environment
Strong financial acumen with fluency in retail math including sell‑through, AUR, margin, OTB, and co‑op structures
Demonstrated experience building comprehensive business review decks and leading high‑stakes presentations for both internal leadership and external retail partners
Proven track record leading successful market appointments and translating assortment strategy into account‑level execution
Exceptional communication, negotiation, and presentation skills; highly organized and detail‑oriented
Collaborative cross‑functional partner with the ability to work seamlessly with Merchandising, Design, Planning, Marketing, and Operations
Willingness to travel frequently to accounts and trade shows across the US and internationally
Proficient in Microsoft Office; SAP or similar ERP systems a plus
Bachelor's degree preferred
Genuine enthusiasm for accessories and an understanding of the luxury and contemporary consumer
In return, we provide an industry‑competitive salary, along with a comprehensive benefits plan (medical, dental, vision) that includes a matching 401(k), Summer Fridays, generous PTO, merchandise discounts, excellent career development opportunities, and a work environment that reflects our industry leadership. Our social impact program, Centric Cares, focuses on volunteerism to make a difference in communities we live and work in and our D&I committee is shaping the future of diversity, equity and inclusion at Centric Brands through workshops, resources and inspiring conversation.
Salary Range: $130,000-$160,000
At Centric Brands, we believe our people are our greatest asset, and we seek to structure competitive compensation offers to ensure that we are able to attract and retain the best talent. Our job postings include an annual base salary range at the time of employment. The stated base salary range represents our good faith estimate as to what candidates are likely to expect, and we tailor our offers within the range based on several factors, including the selected candidate's educational and professional experience, industry knowledge, location, technical and communication skills, and other factors that may prove relevant during the selection process. Base salary is a part of a total compensation package, which, depending on the position, may also include commission earnings, annual bonus and other Centric Brands sponsored benefit programs.
Centric Brands is an Equal Opportunity Employer #J-18808-Ljbffr
Sales Strategy & Account Growth
Own and grow the wholesale business across US accounts including specialty, department store, and boutique channels and select international partners
Develop and execute seasonal sales strategies by account, identifying opportunities to expand door count, category penetration, and sell‑through
Lead successful market appointments, ensuring presentations are compelling, commercially grounded, and reflective of the brand's current assortment strategy and growth stage
Proactively identify and cultivate new account opportunities across all tiers of the wholesale channel; strategize market entry across new domestic and international territories
Conduct competitive analysis and monitor marketplace trends to inform account strategy, assortment positioning, and pricing recommendations
Set and manage annual sales budgets, monthly forecasts, and account‑level targets in partnership with Planning and Finance
Assortment Strategy & Business Reviews
Ensure assortment strategies are appropriate for the current stage of the business balancing newness, hero styles, price accessibility, and account‑specific needs
Partner with Merchandising to develop account‑specific and exclusive assortments that are strategically sound and executed on time
Create and present comprehensive business review decks and seasonal performance presentations for internal leadership and key wholesale partners, synthesizing sell‑through, inventory, trend, and competitive data into clear, actionable narratives
Lead regular cadence of business reviews with accounts, covering sales performance, stock levels, markdowns, and forward opportunities
Translate account feedback and market intelligence into assortment and go‑to‑market recommendations for cross‑functional partners
Financial Acumen & Operations
Demonstrate strong financial acumen across all aspects of the wholesale business including margin analysis, OTB, sell‑through, AUR, co‑op structures, and allowance negotiations
Build and maintain detailed account‑level financial models; track performance against plan and proactively identify risks and opportunities
Oversee co‑op, allowances, givebacks, and markdown negotiations in partnership with Planning and Finance
Monitor and review shipment performance, order books, sell‑through, and inventory levels on a regular cadence
Partner with Planning on replenishment strategies, reorder recommendations, and end‑of‑season inventory management
Ensure clean, accurate order entry and cross‑functional alignment on delivery timelines, product information, and launch windows
Account Management & Relationships
Serve as the primary relationship owner for all wholesale accounts at the DMM level and above; develop deep, trust‑based partnerships with buying and planning teams
Travel regularly to account headquarters and retail locations to maintain relationship continuity, review in‑store execution, and identify business opportunities; attend relevant trade shows
Oversee international wholesale accounts in coordination with internal partners; manage logistics, duties, and seasonal execution specific to each market
Ensure optimal brand presentation on floor, online, and in‑store including fixture strategy and visual merchandising alignment where applicable
Cross‑Functional Leadership
Act as the commercial voice of the wholesale channel internally communicating account feedback, market intelligence, and assortment insights to Merchandising, Design, and Marketing
Collaborate with Marketing and eCommerce to align wholesale launches with brand storytelling and key selling periods
Partner with Retail on shared customers and channel differentiation strategy to protect brand equity across all touchpoints
Our Best Fit Candidate Would Have
8–10+ years of experience in wholesale sales, with a strong track record managing accessory accounts across specialty and department store channels
Deep existing relationships with US wholesale buyers at the DMM level and above; international account experience a plus
Proven ability to drive revenue growth across a portfolio of accounts in a premium or luxury brand environment
Strong financial acumen with fluency in retail math including sell‑through, AUR, margin, OTB, and co‑op structures
Demonstrated experience building comprehensive business review decks and leading high‑stakes presentations for both internal leadership and external retail partners
Proven track record leading successful market appointments and translating assortment strategy into account‑level execution
Exceptional communication, negotiation, and presentation skills; highly organized and detail‑oriented
Collaborative cross‑functional partner with the ability to work seamlessly with Merchandising, Design, Planning, Marketing, and Operations
Willingness to travel frequently to accounts and trade shows across the US and internationally
Proficient in Microsoft Office; SAP or similar ERP systems a plus
Bachelor's degree preferred
Genuine enthusiasm for accessories and an understanding of the luxury and contemporary consumer
In return, we provide an industry‑competitive salary, along with a comprehensive benefits plan (medical, dental, vision) that includes a matching 401(k), Summer Fridays, generous PTO, merchandise discounts, excellent career development opportunities, and a work environment that reflects our industry leadership. Our social impact program, Centric Cares, focuses on volunteerism to make a difference in communities we live and work in and our D&I committee is shaping the future of diversity, equity and inclusion at Centric Brands through workshops, resources and inspiring conversation.
Salary Range: $130,000-$160,000
At Centric Brands, we believe our people are our greatest asset, and we seek to structure competitive compensation offers to ensure that we are able to attract and retain the best talent. Our job postings include an annual base salary range at the time of employment. The stated base salary range represents our good faith estimate as to what candidates are likely to expect, and we tailor our offers within the range based on several factors, including the selected candidate's educational and professional experience, industry knowledge, location, technical and communication skills, and other factors that may prove relevant during the selection process. Base salary is a part of a total compensation package, which, depending on the position, may also include commission earnings, annual bonus and other Centric Brands sponsored benefit programs.
Centric Brands is an Equal Opportunity Employer #J-18808-Ljbffr