Wholesale Account Manager

We are seeking a commercially driven Wholesale Account Manager to lead and grow strategic digital wholesale partnerships across assigned accounts. This role is responsible for driving online sales, profitability, and brand visibility across partner e-commerce platforms while ensuring best-in-class execution of the brand's digital strategy.

As the primary point of contact for assigned wholesale partners, you will develop joint business plans, optimize digital performance, and lead seasonal go-to-market execution. Working closely with Merchandising, Marketing, Planning, and E-commerce teams, you will identify growth opportunities, enhance the consumer experience, and maximize brand performance across all digital touchpoints.

Key Responsibilities

Commercial Performance

• Own the commercial performance of assigned wholesale accounts.
• Deliver sales, margin, and profitability targets aligned with regional and global objectives.
• Develop and execute account plans to drive sustainable growth.
• Monitor key KPIs including sales, sell-in, sell-through, margins, and order book health.
• Identify opportunities to improve revenue, profitability, and operational efficiency.
• Manage forecasting, business reviews, and performance reporting.
• Oversee order book management, stock availability, and cancellations.

Account Management

• Build strong relationships with key digital wholesale partners.
• Lead joint business planning and define shared growth objectives and activation calendars.
• Conduct regular business reviews focused on commercial performance, consumer trends, and growth opportunities.
• Serve as the key liaison between wholesale partners and internal teams including Ecom, Marketing, Merchandising, Planning, and Operations.
• Drive continuous improvement through data-driven recommendations and action plans.

Go-to-Market & Seasonal Execution

• Lead seasonal sales campaigns, market appointments, and sell-in activities.
• Present seasonal collections, assortments, pricing strategies, and commercial priorities.
• Drive execution of the seasonal go-to-market process across assigned accounts.
• Manage key milestones including sales meetings, assortment reviews, and post-season evaluations.
• Translate brand strategy into account-specific action plans that maximize sell-in and sell-through.
• Support new product launches and commercial initiatives.

Product & Assortment Management

• Partner with Merchandising and Planning teams to optimize account assortments.
• Recommend product investments, replenishment opportunities, and inventory actions.
• Analyze product performance and market trends to drive productivity.
• Gather customer and account insights to support future product development.
• Monitor competitive activity and identify growth opportunities.

Consumer & Trading Performance

• Analyze customer behavior, site performance, and market trends to identify growth opportunities.
• Monitor conversion drivers, pricing architecture, promotional effectiveness, and competitive activity.
• Partner with Marketing and E-commerce teams to improve consumer engagement and digital experience.
• Provide recommendations on assortment, replenishment, and product investment strategies based on performance data.

Business Development

• Identify opportunities to expand business within existing digital wholesale accounts.
• Develop business cases and growth strategies for emerging channels and marketplaces.
• Contribute to strategic projects that enhance digital distribution and profitability.

Stakeholder Management

• Collaborate cross-functionally to ensure alignment on business priorities and customer needs.
• Maintain clear communication across internal and external stakeholders.
• Proactively resolve commercial and operational issues.
• Represent and uphold brand values across all customer interactions.

Profile

• 5+ years of experience in digital wholesale, e-commerce, key account management, or related commercial roles.
• Strong understanding of online retail, digital merchandising, and e-commerce trading principles.
• Proven track record of driving digital sales growth and managing strategic accounts.
• Experience working with major online retailers, marketplaces, or digital wholesale partners.
• Strong analytical skills with proficiency in Excel, BI tools, Google Analytics, or similar reporting platforms.
• Excellent communication, presentation, and stakeholder management skills.
• Highly organized with the ability to manage multiple priorities in a fast-paced environment.
• Commercially minded, data-driven, and results-oriented.
• Fluent in English. Additional languages are an advantage.

Key Success Metrics

• Achievement of sales, margin, and profitability targets.
• Growth in online sales, conversion, AOV, and sell-through.
• Improvement in digital visibility, content quality, and product discoverability.
• Execution of seasonal campaigns and digital go-to-market initiatives.
• Forecast accuracy and inventory productivity.
• Growth of digital wholesale accounts.
• Compliance with brand standards across all digital touchpoints.

Why #TEAMKARL? (HQ)

• Learning and development courses/training
• Opportunity to make an impact
• Remote working arrangements
• Relocation allowance
• Bonus holidays
• Working in the heart of Amsterdam
• Brand discounts
• Exclusive sample sales only for #TEAMKARL