Senior Manager, Wholesale

Tory Burch; Milano; On-site; EUR 120,000 - 160,000; Full time

Job summary

Tory Burch is seeking a Senior Manager, Wholesale to drive the wholesale business across Europe with a strong focus on France. You will expand distribution, manage key accounts and ensure profitable growth for the brand’s luxury portfolio.

Extensive experience with department stores and premium partners, plus fluency in French and English, is required. Regular travel across Europe is expected as part of this leadership role.

Qualifications

• Bachelor's Degree or equivalent professional experience.
• Minimum 10 years of wholesale experience within luxury, premium fashion, accessories or lifestyle brands.
• Significant experience managing the French market with knowledge of local dynamics.
• Strong track record managing relationships with major French Department Stores and key wholesale accounts.
• Proven experience delivering sales growth, increasing profitability and managing complex commercial negotiations.
• Demonstrated ability to develop new business opportunities while maintaining existing partnerships.
• Strong analytical, financial and commercial acumen.
• Advanced Excel and reporting skills.
• Fluent French and English required.
• Availability for frequent business travel across Europe.

Responsibilities

• Own wholesale-related activities across the designated territory.
• Manage seasonal sell-in activities across multiple markets, presenting collections and securing orders in line with financial objectives.
• Deliver annual booking targets while maintaining healthy margins and a balanced wholesale and retail ecosystem.
• Identify growth opportunities within existing accounts and develop strategic action plans to increase sales and Open-to-Buy commitments.
• Continuously evaluate market conditions, customer performance and competitive activity to maximize business opportunities.
• Develop and maintain strong relationships with key wholesale partners, Department Stores, specialty retailers and distributors.
• Negotiate commercial terms, planned growth, Open-to-Buy commitments and other financial agreements.
• Visit wholesale doors regularly to review performance and opportunities.
• Collaborate with Planning, Marketing, Customer Service, Retail, Finance and Global Wholesale teams to drive growth.

Skills

Negotiation

Analytical thinking

Commercial acumen

Multi-market collaboration

Education

Bachelor's Degree or equivalent

Tools

Advanced Excel

Job description

We are an American luxury lifestyle brand, founded in 2004. Anchored in the casual elegance of American sportswear, Tory's design philosophy is defined by effortless silhouettes, innovative materials, eclectic juxtapositions of color, and the tension of past and present. The collections include ready-to-wear, handbags, footwear, accessories, jewelry, home and beauty. Empowering women is the company's guiding principle, expressed through Tory's collections and reflected in the company culture as well as the work of the Tory Burch Foundation.

Established in 2009, the Foundation provides women entrepreneurs in the United States with capital, education and community. You are seeking a work environment where people are encouraged to dream, explore, discover and, as important, laugh together. If you're prepared to work hard, create impact, and have fun while doing it, we would love to have you join #TeamTory.

Life @ToryBurch is Special Because: When you join us, you're joining a global, purpose-led company on an exciting growth journey with an amazing culture and great benefits. Our culture is welcoming and inclusive -- everyone is empowered to make a difference. We have the best team in the world and believe in paying competitively and rewarding for high performance. Your overall well-being is important to us; we offer generous benefits to help you take care of your mental and physical health, create financial security, and achieve wellness in all areas of your life. We love seeing our employees wear our beautiful collections. You'll receive a generous employee discount and access to exclusive sample sales. We are invested in your professional growth - you'll have access to free executive coaching on-demand.

This Role is Tailor-Made for You Because: The Senior Manager, Wholesale is responsible for driving the wholesale business across the assigned Countries, with a strong focus on France and key strategic wholesale partners. This role is accountable for delivering seasonal sales targets, expanding distribution in line with brand strategy, strengthening relationships with key wholesale accounts, and maximizing the performance of the existing business. The position requires a highly commercial individual with deep expertise in the French luxury and premium fashion market, including established experience with major Department Stores and key wholesale partners in France. The Senior Manager will collaborate closely with Planning, Marketing, Customer Service, Retail, Finance and Global Wholesale teams to drive sustainable growth, brand elevation and profitable market expansion. Frequent travel across the assigned territory is required.

A Day in the Life: RESPONSIBILITIES

Wholesale Business Development & Sales Performance

• Own all wholesale-related activities across the designated territory.
• Manage seasonal sell-in activities across multiple markets, presenting collections and securing orders in line with financial objectives.
• Deliver annual booking targets while maintaining healthy margins and a balanced wholesale and retail ecosystem.
• Identify growth opportunities within existing accounts and develop strategic action plans to increase sales and Open-to-Buy commitments.
• Continuously evaluate market conditions, customer performance and competitive activity to maximize business opportunities.

Key Account Management & Relationship Building

• Develop and maintain strong relationships with key wholesale partners, Department Stores, specialty retailers and distributors.
• Serve as the primary commercial contact for wholesale partners within the region.
• Negotiate commercial terms, planned growth, Open-to-Buy commitments and other financial agreements.
• Drive partner engagement through regular business reviews and strategic planning meetings.
• Ensure alignment between partner objectives and Tory Burch brand standards.

Territory Management & Market Expansion

• Visit wholesale doors regularly throughout the year to review performance, opportunities and brand presentation.
• Identify and evaluate opportunities for new doors, strategic partnerships and distribution expansion in accordance with company strategy.
• Scout and propose new Shop-in-Shop opportunities with key partners.
• Monitor competitor activity and market trends to support strategic decision-making.
• Support the execution of long-term wholesale expansion plans across the region.

Business Operations & Cross-Functional Collaboration

• Monitor weekly and monthly sales performance and proactively drive corrective actions including reorders, product swaps, returns and inventory management initiatives.
• Partner closely with Customer Service to manage shipments, reorders, faulty goods, returns and operational excellence.
• Collaborate with Marketing to increase brand awareness through local initiatives, including pop-up activations, digital campaigns, partner marketing programs, social media opportunities and brand page assets.
• Work cross-functionally with Planning, Merchandising, Retail and Finance to ensure alignment on forecasts, inventory strategies and business priorities.
• Provide regular business analysis, market feedback and recommendations to senior leadership.

To Land This Role: EDUCATION & PRIOR EXPERIENCE NEEDED

• Bachelor's Degree or equivalent professional experience.
• Minimum 10 years of wholesale experience within luxury, premium fashion, accessories or lifestyle brands.
• Significant experience managing the French market, with proven knowledge of local market dynamics and consumer trends.
• Strong track record of managing relationships and negotiations with major French Department Stores and key wholesale accounts.
• Proven experience delivering sales growth, increasing profitability and managing complex commercial negotiations.
• Demonstrated ability to develop new business opportunities while maintaining strong existing partnerships.
• Strong analytical, financial and commercial acumen.
• Advanced Excel and reporting skills.
• Ability to work effectively in a fast-paced, entrepreneurial, multi-market environment.
• Fluent French and English required.
• Availability for frequent business travel across Europe.

Why You'll Want to Join Our Team:

How We Work Together

• Adaptable - We change before we have to
• Entrepreneurial - We own it
• Collaborative - There's no "I" in Tory
• Client & Brand Focused - We put ourselves in Tory's shoes
• Live the Values - We show up for each other
• Functional Expertise - We're constantly learning and growing

#TeamTory Values

We show up with honesty & kindness, act with integrity & compassion, work with passion & humility and lead with excellence & humor.

Founded in 2004 in New York City, Tory Burch is an American luxury brand known for beautiful, timeless pieces and rich storytelling that evokes optimism and joy. Tory is a fashion designer who draws inspiration from her parents' effortless style, the worlds of travel, art and interiors, and women globally. The collections span ready-to-wear, handbags, footwear, accessories, jewelry, home and beauty. Empowering women is the company's guiding principle, underpinning the design philosophy and company culture, and driving the work of the Tory Burch Foundation. Every team member is integral to the company’s unique culture and continuing evolution.