Wholesale Director

  • Company: Nicholas Kirkwood
  • Location: United Kingdom
  • Business group: Fashion & Leather Goods
  • Contract type: Permanent Job
  • Function: Sales
  • Experience required: Minimum 5 years
  • Reference No.: NKWD00058
  • Date of publication: 2019.04.02


The Wholesale Director is responsible for wholesale and business development at a global level. Depending on experience, the successful candidate will also manage retail and/ or ecommerce. Working with other senior management, the wholesale Director is responsible for developing and implementing business strategies and operating plans to deliver against targets and drive profitable sales. They will partner with our merchandising and marketing direction on key assortment and commercial brand initiatives.



  • Developing and implementing a comprehensive global sales strategy to accelerate growth and further drive brand awareness and visibility in line with new strategy and vision
  • Build strong relationships with key accounts globally to maximise and deepen key account relationships and future partnership opportunities
  • Keep up to date with all key sector, market and distribution trends to make informed decisions on (or recommendations) target partners within each region and appropriate commercial model looking at channel, assortment, depth and range of collection, exclusive partnerships
  • Working closely with the FD and CEO to set sales targets and budgets and closely monitor performance against these targets and the budget to maximise performance and drive profitable sales
  • Prepare strategic documents for priority partners with dedicated and/or bespoke strategies
  • Lead, motivate and engage the wholesale team


Business Development

  • Improving and achieving best practice
  • Analysis of sell through to extract action plans
  • Reporting procedure
  • Replenishment
  • Reconciling wholesale, retail and e-commerce to identify ambitious new business opportunities
  • Develop regional plans
  • Responsible for partner and landlord negotiations
  • Liaise with Marketing to develop commercial and marketing plans specific to each region and territory
  • 3 - 5-year strategy


  • Solid existing network of relationships with GMM/Presidents of department stores and Etailers in major markets (BG, Barneys, Selfridges, NAP, Matches, Harrods, Lane Crawford etc)
  • Strong prior leadership experience of a team of 4 or more and across global business (or at least 2 major markets)
  • Numerical/financial acumen in terms of forecasting and P&L understanding
  • Track record in leading development of businesses from basic wholesale to concession locations in core accounts
  • Proven ability to work in categories with strong carry-over/stock replenishment element
  • Flair for retail and deep understanding of retail KPI's
  • Deep understanding of drivers and KPI's required to develop a direct to consumer Ecommerce channel, proven track record overseeing the trading aspect of own-channel Ecommerce business
  • Entrepreneurial flair and drive - Ability to prioritise effectively and can multi task switching from strategic to operational easily and effectively
  • Solution orientated and resourceful
  • Strong sense of ownership and accountability
  • Proactive and positive in approach
  • Able to communicate and collaborate effectively with all internal and external customers and at all levels of the organisation
  • Excellent communication skills both written and oral

Motivational, empowering leader able to coach and guide teams to ensure they reach their potential and objectives


Fashion & Leather Goods

Houses with a unique heritage and young emerging brands make up this exceptional division. Each of their creations becomes an object of desire, imbued with timelessness.

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