Director Sales Jewelry

Fossil Group, Inc.; Richardson (TX); On-site; USD 180,000 - 280,000; Full time

Job summary

Fossil Group, a leading brand in jewelry, watches, and premium lifestyle accessories, seeks a dynamic Director of Sales to accelerate wholesale growth across the U.S. department store and specialty retail channels.

The role combines strategic leadership with hands-on sales execution, building relationships with major department stores and specialty retailers, expanding distribution, and optimizing assortments and floor space. Travel to key accounts and trade shows is expected.

Qualifications

• Bachelor's degree in Business, Marketing, Sales, Retail, or a related field is preferred.
• 10+ years of progressive wholesale sales experience with department stores and/or specialty retail.
• Established relationships with buyers and senior decision-makers across the jewelry and specialty retail landscape.
• Experience selling branded products rather than primarily commodity/private-label products.
• Strong analytical and financial skills with the ability to understand sales, margin, inventory, and account profitability.

Responsibilities

• Develop and execute the U.S. wholesale sales strategy for the jewelry category across department stores and specialty retail.
• Deliver annual sales, margin, distribution, and profitability objectives.
• Identify and pursue new accounts and distribution opportunities that are right for the brand.
• Develop strategies to increase productivity within existing accounts through improved assortment, placement, inventory, and retail execution.
• Build a balanced account portfolio across national, regional, specialty, and independent retailers.
• Identify opportunities for shop-in-shop, branded space, exclusive collections, and other strategic retail programs.
• Develop long-term plans to grow the business while protecting brand positioning and pricing integrity.
• Build and maintain senior-level relationships with buyers, divisional leaders, merchants, store teams, and executives at key accounts.
• Own the relationship and commercial strategy for the company's most important department and specialty accounts.
• Lead seasonal line reviews, assortment presentations, business reviews, and annual negotiations.
• Partner with accounts to develop compelling assortments based on customer, market, and sell-through data.
• Negotiate sales programs, inventory commitments, promotional opportunities, floor space, displays, and other commercial initiatives.
• Establish the brand as a strategic partner rather than simply another vendor.
• Aggressively identify and secure new doors and strategic accounts.
• Build a pipeline of high-quality prospects and develop a clear account acquisition strategy.
• Leverage existing industry relationships to create introductions and accelerate distribution.
• Evaluate prospective accounts based on brand fit, customer profile, profitability, growth potential, and long-term strategic value.
• Lead new account launches from initial presentation through first order and ongoing execution.
• Take ownership of both sell-in and sell-through performance.
• Regularly analyze account performance, inventory, weeks of supply, replenishment, SKU productivity, and store-level results.
• Work closely with Planning, Merchandising, Marketing, and Operations to ensure the right product is in the right doors at the right time.
• Identify underperforming accounts and develop specific action plans to improve productivity.
• Monitor competitive activity, pricing, promotions, assortment changes, and emerging trends within the jewelry market.
• Ensure retail partners have the tools, training, product knowledge, and merchandising support necessary to maximize sales.
• Partner with Visual Merchandising and Marketing to ensure consistent and elevated brand presentation across wholesale doors.
• Drive strong placement, visibility, fixtures, displays, and shop-in-shop opportunities.
• Identify opportunities to improve brand presentation and increase productivity at the point of sale.
• Ensure wholesale execution reflects the positioning and quality of the brand.

Skills

Negotiation

Relationship-building

Leadership

Presentation

Communication

Education

Bachelor's degree in Business, Marketing, Sales, Retail, or a related field

Job description

Posted Monday, August 17, 2026 at 11:00 AM

Who We Are

At Fossil Group, we are part of an international team that dares to dream, disrupt, and deliver innovative watches, jewelry, and leather goods to the world. We're committed to long-term value creation, driven by technology and our core values: Authenticity , Grit , Curiosity , Humor , and Impact . If you are a forward-thinker who thrives in a diverse, global setting, we want to hear from you.

Make an Impact

We are looking for a dynamic, commercially driven Director of Sales to lead and accelerate our jewelry business across the U.S. department store and specialty retail channel.

This is a high-impact leadership role responsible for driving profitable wholesale growth, expanding distribution, strengthening key account relationships, and building the right retail footprint for the brand.

The ideal candidate comes from a respected jewelry, watch, fashion accessories, or premium lifestyle brand and brings a strong network of relationships across department stores, specialty jewelry retailers, national chains, regional accounts, and independent retailers.

This person will be both a strategic account leader and a hands-on sales executive—someone who understands how to open doors, build compelling assortments, secure floor space, drive sell-through, and create long-term partnerships with retailers.

What you will do in this role:

Sales Strategy & Growth

Develop and execute the U.S. wholesale sales strategy for the jewelry category across department stores and specialty retail.

Deliver annual sales, margin, distribution, and profitability objectives.

Identify and pursue new accounts and distribution opportunities that are right for the brand.

Develop strategies to increase productivity within existing accounts through improved assortment, placement, inventory, and retail execution.

Build a balanced account portfolio across national, regional, specialty, and independent retailers.

Identify opportunities for shop-in-shop, branded space, exclusive collections, and other strategic retail programs.

Develop long-term plans to grow the business while protecting brand positioning and pricing integrity.

Key Account Management

Build and maintain senior-level relationships with buyers, divisional leaders, merchants, store teams, and executives at key accounts.

Own the relationship and commercial strategy for the company's most important department and specialty accounts.

Lead seasonal line reviews, assortment presentations, business reviews, and annual negotiations.

Partner with accounts to develop compelling assortments based on customer, market, and sell-through data.

Negotiate sales programs, inventory commitments, promotional opportunities, floor space, displays, and other commercial initiatives.

Establish the brand as a strategic partner rather than simply another vendor.

New Business Development

Aggressively identify and secure new doors and strategic accounts.

Build a pipeline of high-quality prospects and develop a clear account acquisition strategy.

Leverage existing industry relationships to create introductions and accelerate distribution.

Evaluate prospective accounts based on brand fit, customer profile, profitability, growth potential, and long-term strategic value.

Lead new account launches from initial presentation through first order and ongoing execution.

Retail & Sell-Through

Take ownership of both sell-in and sell-through performance.

Regularly analyze account performance, inventory, weeks of supply, replenishment, SKU productivity, and store-level results.

Work closely with Planning, Merchandising, Marketing, and Operations to ensure the right product is in the right doors at the right time.

Identify underperforming accounts and develop specific action plans to improve productivity.

Monitor competitive activity, pricing, promotions, assortment changes, and emerging trends within the jewelry market.

Ensure retail partners have the tools, training, product knowledge, and merchandising support necessary to maximize sales.

Brand Presentation & Merchandising

Partner with Visual Merchandising and Marketing to ensure consistent and elevated brand presentation across wholesale doors.

Drive strong placement, visibility, fixtures, displays, and shop-in-shop opportunities.

Identify opportunities to improve brand presentation and increase productivity at the point of sale.

Ensure wholesale execution reflects the positioning and quality of the brand.

Who You Are:

Bachelor's degree in Business, Marketing, Sales, Retail, or a related field preferred. Equivalent industry experience will be considered.

10+ years of progressive wholesale sales experience, with significant responsibility for department stores and/or specialty retail.

Proven track record of delivering sales growth and opening new accounts.

Established relationships with buyers and senior decision-makers across the jewelry and specialty retail landscape.

Experience selling branded products rather than primarily commodity/private-label products.

Strong understanding of jewelry retail, including assortment, pricing, merchandising, inventory, sell-through, and promotional strategy.

Demonstrated ability to negotiate and close significant wholesale opportunities.

Experience managing national and regional accounts.

Strong analytical and financial skills with the ability to understand sales, margin, inventory, and account profitability.

Excellent presentation, negotiation, communication, and relationship-building skills.

Willingness to travel extensively to customers, markets, trade shows, and retail locations.

The ideal candidate comes from a respected jewelry brand and brings a strong network of relationships across department stores, specialty jewelry retailers, national chains, regional accounts, and independent retailers.

The candidate must bring a strong retailer network, proven wholesale results, and the ability to create new business—not simply manage existing accounts.

AtFossil Group, we embrace purpose and take every opportunity to work together to make the world a little better. We’re committed to fostering a culture of inclusivity and collaboration, where all employees are encouraged to contribute their unique selves and perspectives as valued members of our team.

We are an Equal Employment Opportunity Employer dedicated to a policy of non-discrimination in all employment practices without regard to age, disability, gender identity or expression, marital status, pregnancy, race, religion, sexual orientation, or any other protected characteristic.

If you need any accommodations during the interview process, just let us know at [e-mail] .