Director of Wholesale

Overview

Our client is seeking a Director of Wholesale to lead and scale the U.S. wholesale business for a growing luxury accessories company with an established direct-to-consumer foundation and meaningful runway for expansion. Based in New York and reporting directly to the CEO, this role will own account growth across independent specialty stores and key majors while also overseeing the day-to-day execution that keeps the business moving. This is a hands-on leadership opportunity for a commercially driven operator who can build strategy, open doors, and create structure within a founder-led international environment.

Responsibilities

• Lead the U.S. wholesale business with ownership of sales growth, account development, and market expansion.

• Drive new business development across independent specialty retailers, with a focus on increasing door count and expanding national reach.

• Develop and manage relationships with major accounts, including department stores and large specialty retailers.

• Maintain and grow existing wholesale partnerships through strong account management, follow-up, and seasonal selling.

• Own the showroom selling process in New York, including appointments, presentations, assortment discussions, and order capture.

• Travel to regional showrooms and market appointments as needed, including regular trips to Atlanta and Los Angeles.

• Partner closely with leadership to define U.S. wholesale strategy, sales priorities, and growth plans.

• Balance strategic selling with daily operational execution, ensuring the business runs smoothly in a lean team environment.

• Oversee wholesale operations and customer service in partnership with the U.S. operations and logistics coordinator.

• Resolve day-to-day business issues directly, including shipping challenges, fulfillment questions, system issues, and account needs.

• Build and refine processes for the U.S. wholesale function, including written procedures, workflow structure, and communication rhythms.

• Own weekly wholesale outreach and segmentation efforts using CRM and email marketing tools to support prospecting and account development.

• Collaborate with cross-functional partners across the international organization, including digital, production, development, logistics, and retail teams.

• Use reporting, systems, and data to monitor performance, identify opportunities, and improve execution.

• Help shape future commercial infrastructure in the U.S., including recommendations around merchandising support and organizational needs as the business grows.

Requirements

• Proven success in wholesale sales within luxury, contemporary fashion, accessories, handbags, or a related category.

• Track record of personally opening new doors and growing business, rather than inheriting a mature account base.

• Experience selling to independent specialty stores, with added value for exposure to major accounts such as department stores or large national retailers.

• Strong business development skills with the ability to prospect, secure meetings, convert opportunities, and build lasting partnerships.

• Hands-on operating style and willingness to work across selling, operations, logistics, and showroom execution.

• Ability to work independently, set priorities, and protect time for outbound selling while managing daily business needs.

• Comfort in a small, founder-led company where processes may still be evolving and support resources are limited.

• Strong technology fluency, with the ability to learn and use platforms such as Shopify, Monday.com, Klaviyo, and similar tools quickly.

• Analytical and organized approach to account management, outreach planning, and sales follow-through.

• Excellent communication skills and comfort working in a direct, fast-moving international culture.

• Prior experience working with an overseas headquarters or founder-led business is a plus.

• Merchandising and assortment planning fluency is a plus.

• Existing relationships with retailers such as Anthropologie/URBN, Dillard's, or Nordstrom are a plus.

• Experience with JOOR, NuORDER, or comparable wholesale platforms is a plus.

• Must be based in the New York metro area and able to work on-site five days per week.

• Willingness to travel regularly for market and showroom needs.