Role: Director/Senior Director, Key Accounts
Position Overview
This role requires an experienced wholesale executive who understands both the art and science of department store management-from assortment architecture and financial planning to weekly sell-through analysis and executive-level buyer relationships. The ideal candidate is operating at a senior Director level today and is nearly ready to step into a VP position.
Key Responsibilities
Key Account Leadership
- Own the commercial strategy and day-to-day management of the brand's Major Department Store business.
- Develop and execute seasonal growth strategies across key wholesale partners.
- Build trusted executive-level relationships with DMMs, GMMs, buyers, planners, and merchant teams.
- Lead all market appointments, seasonal presentations, and business reviews.
Financial & Business Planning
- Drive annual and seasonal sales plans, receipt planning, and revenue forecasts.
- Analyze profitability by account, category, door, and style to ensure healthy, sustainable growth.
- Develop strategies to maximize gross margin while improving inventory productivity.
- Manage open-to-buy discussions and negotiate incremental business opportunities.
Sales Analysis & Performance Management
- Analyze weekly sell-through, WOS, inventory levels, replenishment opportunities, and markdown performance.
- Identify risks and opportunities through detailed business analysis and provide actionable recommendations.
- Create executive-level reporting and business recaps for internal leadership.
- Partner closely with Planning, Operations, Finance, and Merchandising to drive performance.
Strategic Distribution Management
- Evaluate distribution opportunities to ensure premium brand positioning.
- Develop door expansion strategies and identify opportunities for shop-in-shop or elevated presentations.
- Recommend assortment architecture by retailer based on customer segmentation and productivity.
Cross-Functional Leadership
- Partner closely with Design, Merchandising, Production, Planning, Operations, and Marketing to execute seasonal strategies.
- Ensure alignment between customer demand, inventory availability, and production timelines.
- Collaborate on go-to-market strategies, product launches, and retailer-specific initiatives.
Negotiation & Partnership Management
- Lead negotiations surrounding seasonal commitments, reorder opportunities, markdown strategies, RTVs, vendor agreements, and promotional events.
- Drive mutually beneficial business decisions while protecting the brand's profitability.
- Serve as the primary escalation point for major account issues.
Qualifications
- 10+ years of wholesale sales experience within luxury, contemporary, or premium fashion.
- Significant experience managing Major Department Store accounts.
- Proven success driving multimillion-dollar wholesale businesses.
- Strong understanding of retail mathematics, profitability analysis, inventory management, and financial planning.
- Advanced analytical skills with the ability to translate data into actionable commercial strategies.
- Experience leading complex account negotiations and executive-level customer relationships.
- Exceptional presentation, communication, and relationship-building skills.
- Advanced proficiency in Excel and retail reporting tools.
- Ability to travel seasonally for market appointments and customer meetings.
Salary
$175,000-$200,000 + 15% bonus
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