Director of Wholesale (US based)

About the role

We are seeking an experienced and strategic Director of Wholesale to lead the expansion of our wholesale business across major retail channels in the United States, with additional oversight of wholesale growth initiatives in Canada and the United Kingdom. The primary focus will be on driving growth, building strategic retail partnerships, and scaling wholesale operations within the U.S. market.

Responsibilities

• Develop and execute the company's wholesale growth strategy across the United States, Canada, and the United Kingdom, with a primary focus on the U.S. market
• Identify, negotiate, and secure new wholesale opportunities with national, regional, and specialty retail partners across North America and the United Kingdom
• Manage and expand relationships with key retail accounts, distributors, and strategic partners across assigned markets
• Oversee wholesale forecasting, inventory planning, and Open-to-Buy (OTB) management to maximize profitability and minimize inventory risk across all wholesale channels
• Analyze retail performance metrics, sell-through rates, margins, inventory levels, and market trends to inform strategic business decisions
• Lead account negotiations, pricing strategies, promotional planning, and commercial discussions with retail partners
• Collaborate closely with Operations, Supply Chain, Finance, and Marketing teams to ensure seamless execution of wholesale initiatives across multiple regions
• Oversee retailer compliance requirements, vendor onboarding, EDI integrations, and vendor portal operations across wholesale partners in the United States, Canada, and the United Kingdom, ensuring operational excellence and adherence to retailer standards
• Monitor industry trends, competitor activity, and emerging opportunities across the United States, Canada, and the United Kingdom to identify areas for growth
• Build scalable wholesale processes, frameworks, and operational standards that support long-term international expansion

Requirements

• 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

Qualifications

• Nice to have: 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