Director/Senior Director, Key Accounts

SBH Fashion; New York (NY); On-site; USD 175,000 - 200,000; Full time

Job summary

SBH Fashion is seeking a Director/Senior Director, Key Accounts in New York. This senior wholesale role demands a proven executive who can manage Major Department Store relationships, define commercial strategy, and drive seasonal growth with DMMs, GMMs, and buyers.

You will lead market presentations, business reviews, and cross-functional collaboration to optimize profitability and inventory productivity. The candidate will guide annual and seasonal sales plans, analyze profitability by

Qualifications

• 10+ years wholesale sales experience within luxury, contemporary, or premium fashion.
• Significant experience managing Major Department Store accounts.
• Proven ability to drive multimillion-dollar wholesale businesses.

Responsibilities

• Own the commercial strategy and day-to-day management of the brand's Major Department Store business.
• Develop and execute seasonal growth strategies across key wholesale partners.
• Build trusted executive-level relationships with DMMs, GMMs, buyers, planners, and merchant teams.
• Lead all market appointments, seasonal presentations, and business reviews.
• Drive annual and seasonal sales plans, receipt planning, and revenue forecasts.
• Analyze profitability by account, category, door, and style to ensure growth.
• Develop strategies to maximize gross margin while improving inventory productivity.
• Manage open-to-buy discussions and negotiate incremental opportunities.
• Analyze weekly sell-through, WOS, inventory levels, replenishment, and markdown performance.
• Identify risks and opportunities through detailed business analysis and provide actionable recommendations.
• Create executive-level reporting and business recaps for internal leadership.
• Partner with Planning, Operations, Finance, and Merchandising to drive performance.
• Lead negotiations surrounding seasonal commitments, reorder opportunities, markdowns, RTVs, and vendor agreements.

Skills

Wholesale sales

Executive relationships

Excel expertise

Negotiation

Financial planning

Job description

Role: Director/Senior Director, Key Accounts

Position Overview

This role requires an experienced wholesale executive who understands both the art and science of department store management-from assortment architecture and financial planning to weekly sell-through analysis and executive-level buyer relationships. The ideal candidate is operating at a senior Director level today and is nearly ready to step into a VP position.

Key Responsibilities

Key Account Leadership

• Own the commercial strategy and day-to-day management of the brand's Major Department Store business.
• Develop and execute seasonal growth strategies across key wholesale partners.
• Build trusted executive-level relationships with DMMs, GMMs, buyers, planners, and merchant teams.
• Lead all market appointments, seasonal presentations, and business reviews.

Financial & Business Planning

• Drive annual and seasonal sales plans, receipt planning, and revenue forecasts.
• Analyze profitability by account, category, door, and style to ensure healthy, sustainable growth.
• Develop strategies to maximize gross margin while improving inventory productivity.
• Manage open-to-buy discussions and negotiate incremental business opportunities.

Sales Analysis & Performance Management

• Analyze weekly sell-through, WOS, inventory levels, replenishment opportunities, and markdown performance.
• Identify risks and opportunities through detailed business analysis and provide actionable recommendations.
• Create executive-level reporting and business recaps for internal leadership.
• Partner closely with Planning, Operations, Finance, and Merchandising to drive performance.

Strategic Distribution Management

• Evaluate distribution opportunities to ensure premium brand positioning.
• Develop door expansion strategies and identify opportunities for shop-in-shop or elevated presentations.
• Recommend assortment architecture by retailer based on customer segmentation and productivity.

Cross-Functional Leadership

• Partner closely with Design, Merchandising, Production, Planning, Operations, and Marketing to execute seasonal strategies.
• Ensure alignment between customer demand, inventory availability, and production timelines.
• Collaborate on go-to-market strategies, product launches, and retailer-specific initiatives.

Negotiation & Partnership Management

• Lead negotiations surrounding seasonal commitments, reorder opportunities, markdown strategies, RTVs, vendor agreements, and promotional events.
• Drive mutually beneficial business decisions while protecting the brand's profitability.
• Serve as the primary escalation point for major account issues.

Qualifications

• 10+ years of wholesale sales experience within luxury, contemporary, or premium fashion.
• Significant experience managing Major Department Store accounts.
• Proven success driving multimillion-dollar wholesale businesses.
• Strong understanding of retail mathematics, profitability analysis, inventory management, and financial planning.
• Advanced analytical skills with the ability to translate data into actionable commercial strategies.
• Experience leading complex account negotiations and executive-level customer relationships.
• Exceptional presentation, communication, and relationship-building skills.
• Advanced proficiency in Excel and retail reporting tools.
• Ability to travel seasonally for market appointments and customer meetings.

Salary

$175,000-$200,000 + 15% bonus