Senior Account Executive (Men's)

Theory; New York (NY); On-site; USD 90,000 - 100,000; Full time

Job summary

The Theory wholesale team is seeking a Senior Account Executive to drive growth and profitability across key department store partners. This role owns strategic account management, assortment execution, and sales performance—partnering cross-functionally to deliver on brand objectives and revenue targets.

Responsibilities include owning top-tier accounts, building in-season strategies, and collaborating with Planning, Marketing, and VM to maximize inventory and revenue.

Qualifications

• 5–7+ years of wholesale sales experience with major department stores.
• Bachelor’s degree or equivalent experience required.
• Proven track record managing department store accounts and revenue targets.
• Strong analytical and retail math skills for data-driven decisions.
• Excellent influencing and verbal communication abilities.

Responsibilities

• Own and manage top-tier department store accounts.
• Build in-season strategies to maximize business performance by account and product.
• Partner with Planning to review account performance and budgets.
• Lead market appointments and line presentations to influence buys.
• Ensure timely communication of orders and changes to partners.
• Collaborate with Marketing on wholesale strategies and knowledge tools.
• Coordinate with accounts on marketing, VM, and promotions to elevate brand presence.

Skills

Wholesale sales

Analytical skills

Retail math

Verbal communication

Multitasking

Education

Bachelor’s degree or equivalent experience

Tools

MS Office

Job description

At Theory, we create clothes that matter that empower and improve the way we live through exceptional fit, fabric, and style. In 1997, Theory was founded in New York on the simple idea that stretch fabrics in tailored clothing could change how we dress and live. Two decades later, we continue to perfect our offering of elevated wardrobe essentials for the ambitious, urban man and woman. From sourcing materials from the best mills in the world, to the innovation and craftsmanship at our atelier in New York's Meatpacking District, the integrity of our process is just as important as our final product.

In 2004, Theory was acquired by Fast Retailing, spurring the international expansion of the brand. Operating 440 stores worldwide, today Theory is a New York brand with a global mindset. Our customers dream big, achieve goals, and aim for perfection. So do we, and so do our clothes.

The Theory Men’s Wholesale team is looking for a Senior Account Executive to drive the growth and profitability of Theory’s wholesale business across key department store partners. This role owns strategic account management, assortment execution, and sales performance—partnering cross-functionally to deliver on brand objectives, seasonal initiatives, and revenue targets.

Responsibilities

Account Management & Revenue Growth

• Own and manage top-tier department store accounts


• Build in-season strategies to maximize business performance by account, location, and product against financial targets


• Partner with Planning to review total account performance and build strategies to ensure our budgets are being achieved (sales, shipping, RTVs, and EOS)


• Lead market appointments and line presentations, influencing buys to align with merchandising vision and brand strategy


• Ensure accurate and timely communication of order status, changes, and key deliverables to internal and external partners


• Partner with Marketing team to develop Wholesale marketing strategies and product knowledge tools


• Partner with accounts on marketing, visual merchandising, and promotional opportunities to elevate brand presence

Merchandising & Assortment Strategy

• Partner with Merchandising and Planning to curate account-specific assortments that maximize productivity and align on account receipt plans and internal account budgets


• Analyze selling data (ATS/OTS, sell-through, size selling) to identify risks and opportunities


• Recommend reorder strategies and in-season adjustments to optimize inventory flow and minimize markdown exposure


• Create total Wholesale product assortment reflecting both brand identity and account needs


• Manage Assistant Account Executive to ensure growth and development, as well as execution of their current job responsibilities


• Contribute to a high-performance, collaborative team culture

Minimum Skills & Qualifications

• 5–7+ years of experience in wholesale sales, preferably within contemporary or luxury fashion


• Bachelor’s degree or equivalent experience required


• Proven track record managing major department store accounts and delivering against revenue targets


• Strong analytical and retail math skills with the ability to translate data into actionable business strategies


• Technical skill proficiency using MS Office software applications, required


• Excellent influencing and verbal communication skills with the ability to establish cross-functional multilevel relationships


• Highly organized with strong attention to detail and ability to manage multiple priorities in a fast-paced environment


• Flexibility to conduct domestic business travel as needed to support assigned accounts


• Ability to deal with rapidly changing organizational issues and anticipate/forecast customer demand


• Prior experience managing at least one direct report preferred

Salary range: $90,000.00 -100,000.00*

*The offered salary or salary range is based on several factors, including, but not limited to, overall experience, relevant experience, education level, certifications, applicable skills and expertise, and location of the position.

As an Equal Opportunity Employer, Fast Retailing does not discriminate against applicants or employees because of race, color, creed, religion, sex, national origin, veteran status, disability, age, citizenship, marital or domestic/civil partnership status, sexual orientation, gender identity or expression or because of any other status or condition protected by applicable federal, state or local law.