Director Sales Jewelry Make an ImpactWe 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.
