Director of Wholesale (US based)
RemoteUnited States
Job Summary
Develop and execute wholesale growth strategies across the United States, Canada, and the United Kingdom, with primary focus on the U.S. market. Identify, negotiate, and secure new wholesale opportunities with national, regional, and specialty retail partners while managing and expanding relationships with key accounts, distributors, and strategic partners. Oversee wholesale forecasting, inventory planning, and Open-to-Buy management to maximize profitability and minimize risk, analyzing performance metrics to inform strategic decisions. Lead account negotiations, pricing strategies, and commercial discussions, collaborating closely with Operations, Supply Chain, Finance, and Marketing teams to ensure seamless execution. Monitor industry trends and competitor activity to identify growth areas, building scalable processes and operational standards that support long-term international expansion.
Required Qualifications
- 8+ years of experience in wholesale sales, retail partnerships, business development, or related leadership roles
- Proven success growing wholesale revenue for a consumer brand in the US market
- Strong omnichannel retail experience with an understanding of both direct-to-consumer (DTC) and brick-and-mortar retail environments
- Demonstrated expertise in margin management, retail math, forecasting, and Open-to-Buy (OTB) planning
- Experience managing major retail accounts and wholesale partnerships
- Strong negotiation and relationship management skills
- Experience working with vendor portals, EDI systems, retailer compliance requirements, and wholesale operations
- Excellent analytical, financial, and strategic planning capabilities
- Strong leadership and cross-functional collaboration skills
Desired Qualifications
- Experience working with major retailers, specialty retailers, department stores, shopping networks, beauty retailers, or large-scale distribution partners
- Background in apparel, beauty, fashion, consumer products, or lifestyle brands
- Experience leading a brand's transition from DTC-focused sales into large-scale retail distribution
- Established network of retail buyers and wholesale industry contacts
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