Wholesale Account Manager

The Role

We are seeking a fashion aware and commercially driven Wholesale Account Manager to manage and grow a portfolio of strategic partners across key markets and channels, including direct wholesale, digital wholesale, department stores, specialty retailers, distributors, and franchise partners.

The role is responsible for building out the brand, driving sales, profitability and sustainable account growth while ensuring strong brand positioning and consistent marketplace execution across both physical and digital channels.

As the primary point of contact for assigned partners, you will develop account strategies and joint business plans, lead seasonal sell-in and identify opportunities to expand the business across product categories, doors, markets and channels.

Working closely with Merchandising, Marketing, Planning, Operations, Logistics, Retail and E-commerce, you will connect commercial opportunities with the wider organization and ensure strong execution from initial sell-in through to final consumer performance.

Commercial Performance

• Own the commercial performance of assigned wholesale, digital wholesale, department store, distributor and franchise accounts.
• Deliver sales, margin and profitability targets aligned with regional and company objectives.
• Develop seasonal and annual account plans focused on sustainable growth.
• Monitor sales, sell-in, sell-through, margin, stock, reorders and orderbook performance.
• Manage forecasting, budgets, business reviews and performance reporting.
• Identify risks and opportunities and translate these into clear commercial actions.
• Drive in-season business through reorders, replenishment and targeted commercial initiatives.
• Oversee orderbook performance, deliveries, cancellations and stock availability.

Account & Partner Management

• Build strong, long-term relationships with wholesale and digital wholesale partners.
• Act as the primary commercial contact for assigned accounts.
• Develop joint business plans with clear revenue, distribution and brand-development objectives.
• Conduct regular business reviews covering performance, assortment, consumer trends and future opportunities.
• Understand different partner business models across wholesale, franchise, distribution and digital channels.
• Support commercial negotiations and alignment on key Terms & Conditions.
• Ensure appropriate brand positioning and distribution across physical and digital environments.

Go-to-Market & Seasonal Execution

• Lead seasonal sales campaigns, showroom appointments and sell-in activities.
• Present collections, assortments, pricing strategies and commercial priorities.
• Translate seasonal brand strategy into account-specific assortments and commercial plans.
• Manage key milestones from pre-season planning through sell-in, delivery and post-season review.
• Partner with customers to maximize initial orders, reorders and sell-through.
• Support product launches, capsules, exclusives, pop-ups and strategic commercial initiatives.

Business Development

• Identify opportunities to expand existing partners through additional categories, doors, markets and digital channels.
• Support the acquisition and onboarding of new wholesale, digital wholesale, distributor and franchise partners.
• Develop commercial business cases for new markets, partners and distribution opportunities.
• Identify opportunities across marketplaces and evolving digital business models.
• Contribute to broader market and distribution strategies that support profitable long-term growth.

Stakeholder Management

• Build strong relationships across internal and external stakeholders.
• Connect Sales with Merchandising, Marketing, Finance, Planning, Logistics, Operations, Retail and E-commerce.
• Ensure clear ownership and communication around customer priorities.
• Proactively resolve commercial and operational challenges.
• Represent the brand and its values consistently across all partner interactions.

• 5+ years of experience in wholesale, digital wholesale, key account management, franchise, distribution or related commercial roles.
• Strong understanding of fashion wholesale and the seasonal sales cycle.
• Experience managing department stores, specialty retailers, distributors, franchise partners, digital wholesale accounts and/or marketplaces.
• Proven ability to grow commercial relationships and deliver against sales and profitability targets.
• Strong understanding of sell-in, sell-through, margin, forecasting, orderbook and inventory management.
• Good understanding of e-commerce trading and digital wholesale performance.
• Confident in seasonal selling, commercial presentations and customer negotiations.
• Strong analytical capabilities with the ability to translate physical and digital performance data into commercial actions.
• Strong communication, presentation and stakeholder management skills.
• Entrepreneurial, hands-on and results-oriented.
• Highly organized with the ability to manage multiple partners, markets and priorities.
• Fluent in English. Additional languages are an advantage.