Area manager - West Coast – (FRS & Wholesale)

Position

The Area manager - West Coast is responsible for the development, performance, and strategic management of the wholesale business across the assigned territory, including the West Coast (U.S.), Canada West Coast, and part of Midwest.

This role drives sell-out performance, optimizes distribution, and ensures excellence in execution across all wholesale points of sale. In addition, the role holds direct responsibility for the management and performance of FRS boutiques, which are to be operated with a Hublot DOS mindset and level of execution.

The position acts as a key interface between the Maison and its wholesale network, with ownership of commercial performance, brand expression, and partner relationships across the region.

Job responsibilities

Business Development

• Develop and implement a regional strategy to achieve sales targets (sell-in and sell-out) and analyze business performance (sales by door, product category, turnover, sell-out/sell-in ratio, months of inventory) and adjust action plans accordingly

• Monitor competitive landscape, market trends, and local dynamics to identify risks and opportunities

• Recommend openings, closures, and optimization of distribution aligned with brand positioning

• Collect and share market intelligence from retailers, clients, and competitors

Sales & Account Management

• Build strong relationships with key wholesale partners (owners, buyers, store managers, sales associates)

• Lead commercial negotiations including product assortment, sell-in targets, space allocation, and investments

• Drive sell-out performance through continuous follow-up and in-store support

• Ensure proper execution of commercial policies and alignment with brand standards

• Partner with Finance to ensure timely invoicing and payment collection

Franchises Boutiques Management

• Oversee the performance and operations of Franchises boutiques

• Drive retail performance through close monitoring of KPIs, traffic, conversion, and clienteling

• Ensure excellence in client experience, brand presentation, and operational execution

Brand Execution & Merchandising

• Ensure consistent and elevated brand expression across all wholesale and Franchising partners

• Partner with retailers to implement visual merchandising guidelines and optimize product presentation

• Identify opportunities to enhance visibility, space, and overall brand presence

• Develop and execute co-op marketing plans aligned with brand strategy

• Drive local activations, events, and initiatives to increase traffic and brand awareness

Account Performance & Reporting

• Monitor KPIs including sell-out, sell-in, stock levels, rotation, and productivity per door

• Conduct regular business reviews with partners and define action plans

• Ensure accurate forecasting and pipeline management

• Maintain consistent reporting on field activities, performance, and opportunities

Inventory & Assortment Management

• Define and optimize product assortments based on store performance, client profile, and business objectives

• Monitor stock levels to ensure availability of key collections while avoiding overstock

• Partner with retailers to implement efficient replenishment strategies

• Identify risks related to aging stock and slow movers, and propose corrective actions

Training & Excellence

• Deliver product and brand training to retail partners to strengthen knowledge and sales performance

• Support onboarding of new sales teams and ensure alignment with brand standards

• Drive engagement and positioning of the Maison as a priority brand across all partners

Cross-functional Collaboration

• Partner closely with HQ and regional teams (Marketing, Retail, Business Development, Finance, Merchandising)

• Coordinate product launches, allocations, and commercial initiatives

• Provide qualitative and quantitative feedback from the field to support strategic decisions

Profile

Profile

• 7+ years of experience in wholesale or retail leadership within luxury (watches, jewelry, fashion, or beauty)

• Strong understanding of selective distribution and luxury retail environment

• Proven track record in driving sales performance and business development

• Strong analytical mindset with ability to translate data into action

• Excellent communication, negotiation, and relationship-building skills

• Leadership presence with ability to influence across stakeholders

• Entrepreneurial, autonomous, and results-driven

• Proficiency in Microsoft Office

• This role is based on the West Coast, and candidates are expected to be located in or willing to relocate to the region.

• Willingness to travel extensively within the territory

• Able to travel 80%