Job Summary
The Wholesale Manager is responsible for developing and executing the wholesale business strategy to achieve revenue growth, strengthen brand positioning, and expand market presence. This role manages key wholesale partnerships, department store concessions, specialty retailers, franchise partners, and distributors while ensuring the brand's luxury standards are consistently maintained.
The ideal candidate possesses strong commercial acumen, relationship management expertise, and a deep understanding of the luxury retail landscape. They will collaborate closely with regional headquarters and cross-functional teams to drive sales performance, optimize inventory, and deliver an exceptional brand experience across all wholesale channels.
Key Responsibilities
Business Development
- Develop and execute the annual wholesale business strategy aligned with company objectives.
- Identify new wholesale opportunities and strategic partnerships to expand market coverage.
- Negotiate commercial agreements, pricing structures, and trading terms with wholesale partners.
- Build sustainable long-term relationships with key accounts while protecting the prestige of the brand.
- Conduct market analysis to identify emerging trends, competitive activity, and growth opportunities.
Account Management
- Manage a portfolio of key wholesale accounts, department stores, boutiques, travel retail partners, and distributors.
- Develop seasonal business plans with each account to maximize sales and profitability.
- Lead regular business reviews with wholesale partners using performance metrics and KPIs.
- Resolve operational and commercial issues in a timely and professional manner.
- Monitor partner compliance with brand standards, merchandising guidelines, and contractual obligations.
Sales & Financial Performance
- Deliver wholesale sales targets, gross margin objectives, and profitability goals.
- Prepare annual budgets, sales forecasts, and rolling demand plans.
- Analyze sales performance by account, product category, and market.
- Recommend corrective actions to improve underperforming accounts.
- Monitor sell-in and sell-through performance to optimize replenishment and inventory allocation.
Merchandise & Inventory Management
- Partner with Merchandising and Supply Chain teams to ensure optimal product assortment.
- Coordinate seasonal buying appointments and product presentations.
- Manage order placement, allocations, deliveries, and replenishment planning.
- Monitor stock levels and implement inventory optimization strategies.
- Support markdown and stock clearance initiatives while protecting brand equity.
Brand Management
- Ensure all wholesale partners uphold luxury brand image and visual merchandising standards.
- Coordinate product launches, promotional campaigns, and in-store activations.
- Conduct regular store visits to evaluate execution and customer experience.
- Support wholesale partners with product knowledge and brand training.
Cross-functional Collaboration
- Work closely with Retail, Marketing, Finance, Logistics, Customer Service, and Regional Headquarters.
- Collaborate on marketing initiatives to increase brand awareness and drive customer engagement.
- Ensure smooth operational execution across the wholesale business.
Reporting & Analysis
- Produce regular sales reports, account performance analyses, and market insights.
- Monitor KPIs including:
- Sales revenue
- Gross margin
- Sell-through rates
- Inventory turnover
- Stock cover
- Order fulfilment
- Partner profitability
- Present business performance and strategic recommendations to senior management.
Qualifications
- Bachelor's Degree in Business, Marketing, Retail Management, or a related discipline.
- Minimum 5–8 years of wholesale, key account management, or commercial experience within luxury watches or jewellery.
- Experience managing department stores, specialty retailers, distributors, or franchise partners.
- Proven track record of consistently achieving sales and profitability targets.
