Head of Wholesale in New York

January 10, 2023
Application ends: March 13, 2023
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Job Overview

  • Date Posted
    January 10, 2023
  • Location
  • Expiration date
    March 13, 2023
  • Gender

Job Description

We are looking to hire a Head of Wholesale in New York NY. Looking to grow a career with us? join us now.

Post:  Head of Wholesale

Work Location: New York, NY, US, 10281

Job Type: Full-Time

Title:                 Head of Wholesale, Madewell

Reports to:      EVP, Brand Operations

Location:         New York, NY



Overview:       This role drives the management and implementation of customer focused strategies for all Madewell wholesale accounts. Individual will develop and lead an engaged and diverse wholesale team driving revenues, productivity, and EBITDA by achieving and exceeding target metrics.  They will leverage all available tools (marketing, production and design, logistics) to ensure the correct processes are in place to deliver an excellent brand standard of customer service and shopping experience across all accounts.


Primary responsibilities include:



Deliver P&L results that meet or exceed established goals through ownership of the annual budget and LRP process
Develop 1/3/5 year LRP by partner with KPIs attached to sales, margin, assortment breadth, channel, marketing and operational investment
Lead new international market entry with potential exclusive brand partnerships to drive awareness and set the stage for global growth
Develop a clear and measurable annual operating & financial plan that hits revenue, earnings, and brand equity targets (awareness/customers) for each account and for the channel.
Ensure the company and accounts are strategically aligned, focused, and inspired to deliver brand leadership and marketplace growth via an aligned upon long range plan. Develop strong partnerships with accounts and across functions that are grounded in clear objectives, accountability, and respect.
Develop contingency plans as backup for accounts that fall short of financial LRP targets
Redefine account commercial terms with a focus on maximizing account profitability & alignment on strategic goals to mutually benefit both Madewell & account goals. 
Revise commercial terms as needed based on macro considerations (pricing, supply chain) or account underperformance of agreed upon business terms. 
Ensure marketing investment is maximized and measurable by account


Account diversification and prospecting:

Drive account segmentation with a focus on protecting & growing the profitable core while delivering new businesses & accounts (with a focus on digitally led businesses).
Lead product and consumer segment planning for accounts through customer-targeted 4-P offerings.
Build a holistic approach for brand expression across accounts and align how the brand shows up in the market – in close cooperation with cross functional partners (merchandising, marketing, operations, planning).



Execute go-to-market strategies with team that maximize profitability and allow for minimal inventory risk/exposure via calendar and market management
Collaborate with logistics and AP partners to drive optimal on time shipping and invoice payment
Remove barriers to process and technology inefficiencies via partnership business owners (IT, production, logistics)
Influence and collaborate with Marketing and Merchandising leads to drive assortment and marketing needs of the wholesale channel



Build and cultivate an engaged, diverse and inclusive workplace. Drive an engaging and transparent culture that aligns with Madewell’s strategy and culture. Prioritize coaching and provide support to all wholesale associates while creating clear career progression.

Anticipate change, proactively act on problems, and reach positive outcomes.  Promote an open-mind, embrace change as a leader and champions new ways of working. Collaborate across the organization in the delivery of initiatives ensuring they are embraced with a positive mind-set and sharing best practices.
Supervise execution of wholesale processes and standards;  prioritize resources to maximize impact, set and manage expectations, and delegate effectively.
Revisit org structure as business evolves – optimizing staff headcount and expense


Key Competencies

Builds Networks-maintains relationships across a variety of functions and locations (within Yellow Group & relevant external network)
Strategic Mindset- articulates credible vision of possibilities & opportunities that will create sustainable value; focuses on risk mitigation in addition to value creation
Drives Vision and Purpose- articulates the Madewell vision in a way everyone can relate to
Drives Results- pushes self and helps others to achieve results
Persuades- responds effectively to the reactions and positions of others
Negotiates – holds partners accountable to terms, re-negotiates terms, ensure partners share in both upside and shortfall to financial results


Candidate Profile

A minimum of 10+ years experience overseeing sales teams in an omnichannel environment managing multiple accounts and brands
Demonstrated track record of success defining a wholesale commercial strategy that has consistently delivered growth and profitability, top and bottom line.
Demonstrated ability to function effectively and comfortably, working across functions and geographies
Key relationships include Merchandising, Marketing, Sourcing, Design and Planning partners
Direct reports- 5; total team- 15
Wholesale channel revenue- $120M+ (F22); responsible for delivering 20% of total brand profit
Number of customer accounts- 12-15

We are committed to affirmatively providing equal opportunity to all associates and qualified applicants without regard to race, color, ancestry, national origin, religion, sex, marital status, age, sexual orientation, gender identity or expression, legally protected physical or mental disability or any other basis protected under applicable law.


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