OTB

Director, Wholesale

OTB

full-time

Posted on:

Location Type: Office

Location: New York City • New York • United States

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Salary

💰 $145,000 - $155,000 per year

Job Level

Lead

About the role

  • Develop and execute a comprehensive wholesale strategy aligned with brand positioning and global commercial objectives.
  • Identify and cultivate strategic partnerships with key luxury retailers, department stores, and specialty accounts.
  • Evaluate distribution opportunities to ensure brand elevation, controlled expansion, and profitable growth.
  • Drive seasonal and annual sales planning including forecasting, budgets, and revenue targets.
  • Serve as the primary relationship lead for major wholesale partners and strategic accounts.
  • Lead negotiations related to terms, assortments, exclusives, and distribution strategy.
  • Build long-term partnerships that enhance brand visibility and commercial performance.
  • Partner with accounts to deliver exceptional in-store brand representation and consumer experience.
  • Own wholesale revenue targets and monitor sales performance across accounts and regions.
  • Own P&L.
  • Analyze sell-in and sell-through data to identify opportunities and mitigate risks.
  • Partner with merchandising teams to develop market-relevant assortments and ensure optimal inventory flow.
  • Lead seasonal market appointments, showroom strategy, and order management.
  • Ensure wholesale distribution aligns with the brand’s positioning and global guidelines.
  • Monitor marketplace dynamics and competitive activity to inform commercial strategy.
  • Collaborate with marketing and visual merchandising teams to ensure consistent brand storytelling across wholesale environments.
  • Lead, mentor, and develop the wholesale team to drive high performance and accountability.
  • Partner closely with retail, merchandising, planning, marketing, and operations teams to ensure seamless execution of wholesale initiatives.
  • Trains Account Executives prior to sales appointments, ensuring specialized knowledge, awareness of market trends, and a comprehensive offer is provided to customers.
  • Contribute to overall commercial strategy and represent wholesale within executive leadership discussions.
  • Develops and implements strategy for prospecting new accounts.
  • Oversees, designs, and delivers product seminars and presentations for retail and wholesale.
  • Cultivate relationships with decision makers and leadership at key accounts, direct accounts.
  • Work closely with marketing team to establish key account seasonal sales and marketing plans to drive sell through results.
  • Act as key business partner to stakeholders to identify risks and opportunities for North American region.
  • Provide cross-channel competitive research and analysis to identify key trends, inform business strategies, understand shifts in market direction, & leverage commercial opportunities for the Brand.

Requirements

  • 10+ years of relevant experience in luxury goods wholesale sales
  • Experience in driving product assortments that drive business and attract clients.
  • Proven track record of managing major luxury retail partners and driving revenue growth
  • Deep understanding of luxury distribution strategy, market dynamics, and consumer behavior
  • Strong negotiation, relationship management, and strategic planning skills
  • Experience managing seasonal markets, showrooms, and key account strategies
  • Highly analytical with the ability to translate data into actionable insights
  • Strategic problem solver who recognizes opportunities and can influence decision makers to move to execution.
  • Strong relationships at the most senior level with relevant key accounts & specialty stores
  • Must be a creative problem solver able to multitask at a quick pace.
  • Excellent written/verbal communication and presentation skills.
  • Must possess a global perspective with international market experience.
  • Exceptional leadership and cross-functional collaboration skills.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
wholesale strategysales planningforecastingbudgetingP&L managementdata analysisproduct assortmentsmarket researchorder managementrelationship management
Soft Skills
negotiationstrategic planninganalytical thinkingproblem solvingcommunicationpresentation skillsleadershipcollaborationmultitaskingcreativity