Director of Wholesale
Dagne Dover, New York, NY, United States
We are seeking a senior, growth-oriented Director of Wholesale to lead and scale our wholesale business across major accounts and specialty distribution. This role will own and oversee our largest strategic retail partnerships while driving expansion into high-impact field accounts and emerging channels.
This leader will be responsible for executing wholesale growth — balancing top-line revenue, margin optimization, and brand integrity. You will operate as both a strategic partner to executive leadership and a hands‑on operator with deep account expertise, bringing a strong point of view on distribution, assortment, and market positioning.
The ideal candidate has extensive experience managing major/department store accounts, a proven track record of opening and scaling specialty/field distribution, and ideally experience managing or working closely with showroom partners. You are highly analytical, commercially driven, and bring strong buyer relationships alongside a sharp instinct for brand building.
This role reports to senior leadership and will play a critical role in shaping the future of the wholesale channel.
The Role: Wholesale Strategy & Leadership
Own the wholesale channel P&L, including revenue, margin, and growth targets
Define and execute a multi-year wholesale strategy across major accounts and specialty channels
Set distribution strategy, identifying where to expand, optimize, or exit to strengthen brand positioning
Partner cross-functionally with merchandising, planning, and marketing to align on channel priorities
Major Account Management
Lead top-tier retail partnerships end-to-end, including line presentations, assortment strategy, forecasting, and in-season management
Build and maintain senior-level relationships with buyers, planners, and executives across key accounts
Drive data-informed decision-making through deep analysis of sell-through, inventory, and productivity by door
Lead complex negotiations including vendor contracts, margin milestones and long-term growth plans
Present strategic assortment recommendations that balance productivity and brand storytelling
Specialty & Field Expansion
Develop and execute a strategy to grow specialty distribution (boutiques, resorts, private clubs, etc.)
Identify, open, and scale new high-quality accounts that enhance brand reach and positioning
Manage and grow existing specialty accounts, focusing on productivity, reorders, and long-term relationships
Showroom & Market Leadership
Establish and grow showroom relationships and performance
Lead market appointments, tradeshows, and seasonal selling strategy
Ensure best-in-class brand presentation and selling tools across all market environments
Forecasting & Performance Management
Own preseason forecasting by account, SKU, and category
Monitor weekly and monthly performance, proactively identifying risks and opportunities
Develop account-specific growth plans and recovery strategies where needed
Drive operational excellence across order management, assets, and execution
You:
6+ years of wholesale leadership experience, with significant ownership of major/department store accounts
2–5 years of experience building and scaling specialty/field accounts (boutiques, resorts, private clubs, etc.)
Experience working with or managing showrooms strongly preferred
Proven track record of delivering meaningful revenue growth and managing large-volume accounts
Strong relationships across key retail partners and a credible presence with senior buyers
Highly analytical, with advanced Excel and reporting capabilities
Strategic thinker who can translate insights into decisive action
Comfortable operating at both a high strategic level and in the details of execution
Strong negotiation skills and commercial acumen
Willingness to travel as needed
Hybrid role with access to NYC for in-person meetings
The expected starting salary range is $130,000 - $145,000 plus bonus potential based on sales performance. We may ultimately pay more or less than the posted range based on the location of the role. The amount a particular employee will earn within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, experience, skills, performance and business needs.
Diversity, Inclusion & Belonging are important to us, and we encourage you to apply if you think it sounds like a good fit for you!
#J-18808-Ljbffr
This leader will be responsible for executing wholesale growth — balancing top-line revenue, margin optimization, and brand integrity. You will operate as both a strategic partner to executive leadership and a hands‑on operator with deep account expertise, bringing a strong point of view on distribution, assortment, and market positioning.
The ideal candidate has extensive experience managing major/department store accounts, a proven track record of opening and scaling specialty/field distribution, and ideally experience managing or working closely with showroom partners. You are highly analytical, commercially driven, and bring strong buyer relationships alongside a sharp instinct for brand building.
This role reports to senior leadership and will play a critical role in shaping the future of the wholesale channel.
The Role: Wholesale Strategy & Leadership
Own the wholesale channel P&L, including revenue, margin, and growth targets
Define and execute a multi-year wholesale strategy across major accounts and specialty channels
Set distribution strategy, identifying where to expand, optimize, or exit to strengthen brand positioning
Partner cross-functionally with merchandising, planning, and marketing to align on channel priorities
Major Account Management
Lead top-tier retail partnerships end-to-end, including line presentations, assortment strategy, forecasting, and in-season management
Build and maintain senior-level relationships with buyers, planners, and executives across key accounts
Drive data-informed decision-making through deep analysis of sell-through, inventory, and productivity by door
Lead complex negotiations including vendor contracts, margin milestones and long-term growth plans
Present strategic assortment recommendations that balance productivity and brand storytelling
Specialty & Field Expansion
Develop and execute a strategy to grow specialty distribution (boutiques, resorts, private clubs, etc.)
Identify, open, and scale new high-quality accounts that enhance brand reach and positioning
Manage and grow existing specialty accounts, focusing on productivity, reorders, and long-term relationships
Showroom & Market Leadership
Establish and grow showroom relationships and performance
Lead market appointments, tradeshows, and seasonal selling strategy
Ensure best-in-class brand presentation and selling tools across all market environments
Forecasting & Performance Management
Own preseason forecasting by account, SKU, and category
Monitor weekly and monthly performance, proactively identifying risks and opportunities
Develop account-specific growth plans and recovery strategies where needed
Drive operational excellence across order management, assets, and execution
You:
6+ years of wholesale leadership experience, with significant ownership of major/department store accounts
2–5 years of experience building and scaling specialty/field accounts (boutiques, resorts, private clubs, etc.)
Experience working with or managing showrooms strongly preferred
Proven track record of delivering meaningful revenue growth and managing large-volume accounts
Strong relationships across key retail partners and a credible presence with senior buyers
Highly analytical, with advanced Excel and reporting capabilities
Strategic thinker who can translate insights into decisive action
Comfortable operating at both a high strategic level and in the details of execution
Strong negotiation skills and commercial acumen
Willingness to travel as needed
Hybrid role with access to NYC for in-person meetings
The expected starting salary range is $130,000 - $145,000 plus bonus potential based on sales performance. We may ultimately pay more or less than the posted range based on the location of the role. The amount a particular employee will earn within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, experience, skills, performance and business needs.
Diversity, Inclusion & Belonging are important to us, and we encourage you to apply if you think it sounds like a good fit for you!
#J-18808-Ljbffr