WHERE YOU CONTRIBUTEThe Senior Account Executive is a key member of the Americas Wholesale team, responsible for driving commercial performance, brand elevation, and consumer-centric execution across a defined portfolio of wholesale accounts. You translate brand, product, and consumer strategies into account-level business plans that unlock profitable growth and broaden our consumer reach across the region.
You serve as the primary relationship owner, ensuring Dr. Martens is represented with excellence in every wholesale environment. You deliver growth through strategic assortment planning, segmented distribution, elevated storytelling, and flawless cross-functional execution. You champion the consumer by ensuring our brand experience is consistently executed, while also bringing back market and customer insights that inform future decisions across Product, Merchandising, Marketing, Operations, and Finance.
Your contribution strengthens our ability to win with consumers by:
- Elevating the brand through premium and strategic wholesale partners.
- Driving disciplined commercial management and full-price performance.
- Ensuring our product stories and assortments resonate with target consumer segments.
- Improving operational excellence across forecasting, delivery, and inventory health.
CORE ACCOUNTABILITIESAccount Ownership & Commercial Delivery- Own the commercial plan for assigned wholesale accounts, delivering revenue, gross margin, and distribution targets.
- Build seasonal forecasts, annual plans, and ongoing gap analysis.
- Identify and unlock growth opportunities, including new doors, new categories, and expanded assortments.
Sell-in & Assortment Strategy - Lead sell-in presentations, line reviews, and seasonal negotiations.
- Build segmented assortments aligned to consumer needs, brand strategy, and channel objectives.
- Support category expansion in sandals, bags/SLGs, and other growth areas.
Sell-through Acceleration - Responsible for both maximizing prebook orders and driving At Once chase through proactive analysis of sell thru, ASP, full-price mix, and inventory availability.
- Implement actions that improve account productivity and margin.
- Partner with operations to ensure strong delivery performance and inventory management.
Brand & Consumer Experience Execution - Ensure accounts execute in line with Dr. Martens brand standards, VM direction, and consumer experience frameworks.
- Partner with Marketing to activate brand campaigns, storytelling, and co-op opportunities.
- Protect premium positioning and uphold distribution guardrails.
Cross-functional Collaboration - Collaborate with Product, Merchandising, Marketing, Operations, and Finance to deliver a unified commercial plan.
- Feed market and consumer insights into the go-to-market process and product creation cycle.
- Participate in S&OP by providing demand signals and business intelligence.
Performance Reporting & Insight- Takes ownership of identifying learnings from partners sell thru data to identify risks and opportunities, guide decision making and take action that enables us to drive our business.
- Provide weekly and seasonal updates on account performance, actions, and outcomes.
Relationship-building- Build strong rapport with buyers & stakeholders.
- Navigate account orderbook and trade negotiations to deliver internal account S&OP goals.
KEY SKILLS & CAPABILITIES- Proven experience in wholesale sales, key account management, or vendor management, ideally within footwear, apparel, or consumer goods.
- Strong understanding of Americas wholesale marketplace and consumers, including digital/omnichannel models.
- Demonstrated ability to deliver revenue growth, margin expansion, and strong sell-through results.
- Excellent relationship-building, negotiation, and influencing capability, with credibility across senior stakeholders.
- Highly analytical, with comfort using performance dashboards, forecasting tools, and retail metrics.
- Strong planning, organization, and prioritization skills in a dynamic, fast-paced commercial environment.
- Skilled in cross-functional collaboration across Product, Merch, Marketing, Operations, and Finance.
- Proficient in Excel and PowerPoint; familiarity with CRM and sales analytics tools beneficial.
- Travel up to ~30% domestically and internationally.
- Passion for the Dr. Martens brand, values, and consumers.
- 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.
- Ability to work at a standard computer set up 40+ hours per week, with or without accommodations.
We live and breathe Rebellious Self Expression at Dr. Martens, and there are 3 core values at the heart of it. They never stand alone, but work together as a balancing act of rights and responsibilities to support how we work together at DMs.
BE YOURSELF.
ACT COURAGEOUSLY.
SHOW YOU CARE.
At DM your technical capability will go hand in hand with the below:
- Great relationship management that delivers results through effective teamwork
- You'll be a proud custodian to our DM's culture, embodying what we stand for and encouraging others to do the same
- You'll help build a highly engaged team - ensuring a collaborative culture and providing guidance & support to other team members
- You will take ownership for your own development, proactively seeking out feedback to build self-awareness
- You will bring the outside-in; you'll share best practice across the team/business and encourage ideas sharing as well as collaborative problem solving
- You'll lead the way and role model on all things DE&I & wellbeing
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- $115,000 - $130,000 per year.
- Exact compensation may vary based on skills, experience, and location.
READY TO FILL YOUR BOOTS?If you're excited to own your impact, shape the future of an iconic brand, and grow your career in a place that champions individuality - we'd love to hear from you.
