WHERE YOU CONTRIBUTEYou are the commercial owner for a defined portfolio of wholesale accounts across the Americas. You translate brand and product strategy into customer-level plans that grow full-price revenue, deepen consumer connectivity, elevate brand presentation, and optimize distribution. You partner closely with cross-functional teams (Sales, Marketing, Merchandising, Operations, Finance, Customer Service) to deliver best-in-class sell-in, sell-through, and account experience. Your work ensures that the consumer is at the heart of every decision - through data-led assortments, segmentation strategy, and market-right distribution.
CORE ACCOUNTABILITIESCommercial Strategy & Delivery- Build robust seasonal and annual account plans aligned to financial targets (revenue, volume, mix, margin, door strategy).
- Deliver account growth through strong pre-season planning, pipeline management, and disciplined in-season execution.
- Lead seasonal sell-in (pre-lines, line reviews, business reviews), ensuring accurate forecasts and timely orderbook conversion.
- Identify new business opportunities and drive business development efforts, supporting strategic partner expansion while protecting premium brand positioning.
Assortment, Segmentation & Distribution- Own the assortment build and segmentation strategy for your accounts, ensuring product alignment to consumer needs, channel tiers, and brand principles.
- Shape distribution strategy within the US and the broader Americas region; optimize door penetration, units per door, and branded space execution.
Sell-Through Acceleration & In-Season Management- Analyze weekly performance to identify risks and opportunities; driving actions that enhance full-price sell-through and drive at once chase.
- Partner with Merchandising, Marketing and Operations to optimize replenishment, in-store presentation, and activation plans.
- Minimize aged stock through proactive proposals and collaborative planning.
Cross-functional Partnership & Communication- Work with Marketing to ensure consumer clarity, effective campaigns, and relevant storytelling.
- Liaise with Operations, Customer Service, Credit and Finance to ensure OTIF delivery, service excellence, and healthy account compliance.
- Provide data, insights, and reporting that inform leadership and cross-functional stakeholders.
Pricing, Margin & Compliance- Prepare pricing, discounting and clearance recommendations within global guardrails.
- Maintain margin discipline through informed assortment recommendations, negotiation, and mix optimization.
Market, Consumer & Competitive Insight- Monitor trends in consumer preferences, retailer performance, competitor positioning, and product opportunities.
- Feed insights into brand, product and go-to-market teams to support future seasonal planning.
Relationship Management & Representation- Responsible for navigating account orderbook and trade negotiations to deliver internal account forecasts.
- Build long-term, trust-based partnerships with wholesale accounts at all levels.
- Conduct regular account visits to strengthen relationships, review brand presentation, drive sell-through and reinforce distribution strategy.
Data, Tools & Reporting Excellence- Maintain strong command of forecasting tools, ERP systems, reporting platforms, and performance dashboards.
- Deliver accurate and timely forecasts, demand signals, and business updates.
KEY SKILLS & CAPABILITIESExperience & Expertise- Proven experience in Sales, Account Management, Merchandising, Product, or related fields, ideally within footwear, fashion, lifestyle or consumer categories.
- Proven experience leading wholesale account portfolios - regional, key accounts, or premium/energy-tier partners.
Commercial & Analytical Acumen- Strong command of revenue, margin, ASP, full-price mix, and sell-through drivers.
- Highly capable of interpreting data, spotting patterns, and converting insight into action.
Cross-functional Influence - Excellent communication, storytelling, and presentation skills; able to align cross-functional groups around shared goals.
- Able to build strong relationships across Marketing, Merchandising, Operations, Finance, and Customer Service.
Planning, Execution & Organization- Highly organized, strong time management and prioritization capability.
- Comfortable balancing strategic planning with hands-on daily execution.
Category & Culture Fluency (for Energy portfolios)- Understanding of fashion, street, and youth culture communities; networked within relevant industry circles.
- Able to lead partnerships, collaborations, and pinnacle distribution opportunities.
Tools & Technical Skills- Proficient in Microsoft Office (Excel, PowerPoint).
- Familiar with ERP systems and sales reporting tools.
Other Requirements- Self-motivated and comfortable working in a fast-changing environment.
- Ability to travel domestically and internationally (typically 25-40%, dependent on account base).
- Ability to lift up to 30 lbs and work a standard 40+ hour week with or without accommodations.
WHAT'S IN IT FOR YOU? - Welcome to the brand pair of Docs
- Employee discount of 65% off footwear and 50% on accessories
- Early Friday finish in the summertime
- Hybrid work schedule
- Affordable & comprehensive Medical, Dental & Vision packages
- Our Employee Assistance Program - for when times might get tough
- 401(k) Pre-Tax and Roth Retirement savings plans
- DM Foundation, supporting and empowering our communities around the world
- Paid volunteer hours
PAY DETAILS- $80,000 - $105,000 per year.
- Exact compensation may vary based on skills, experience, and location.
