Wholesale Account Manager

Job Title: Wholesale Account Manager

Department: Wholesale

Reports To: B2B Sales and Planning Director

Location: NYC Headquarters

Experience: Minimum 5–6 years preferred

Overview

The Wholesale Account Manager is responsible for managing and growing Christofle’s wholesale partnerships with department stores and key accounts. The role drives sales performance, manages key accounts, and ensures strong brand representation across all doors.

The main focus of the role is the performance of activities directly related to the wholesale business, including sales generation, strategic account development, key account management, profitability, growth, replenishment, assortment strategies, and operational execution. The position supports the B2B Sales and Planning Director in achieving channel sales targets and executing distribution and commercial strategies.

Responsibilities

Key Account Management & Sales Development

• Manage a portfolio of wholesale partners, ensuring consistent communication and high service levels
• Grow Christofle’s wholesale business through partnerships with department stores and key accounts
• Consistently achieve monthly, seasonal, and annual sales targets
• Drive sell-in and sell-through performance to maximize revenue and profitability
• Build strong relationships with buyers, department store teams, and specialists through daily communication
• Structure and lead client meetings, set commercial agendas, and ensure follow-through
• Negotiate financial plans, sales targets, pricing structures, and markdown suggestions with key accounts
• Propose commercial solutions to drive incremental business
• Identify new business opportunities and propose new accounts or door openings for approval
• Support new account onboarding and account expansion initiatives
• Maintain profitability of assigned accounts

Sales Performance Analysis & Reporting

• Analyze sales performance at the retail, account, door, and product level
• Prepare weekly, monthly, and seasonal sales recaps by client and category
• Track sell-through, inventory levels, and replenishment opportunities
• Maintain 6‑month account plans and monitor account profitability
• Partner with Planning to analyze sell-through performance and inventory levels
• Monitor shifts in sales performance and proactively recommend corrective actions
• Track KPIs and identify commercial risks and opportunities
• Conduct retail math and OTB analysis to support business decisions

Wholesale Operations & Administration

• Manage seasonal orders, reorders, and inventory allocations
• Monitor shipping, delivery schedules, stock levels, and cancellations
• Ensure accurate and timely order confirmations and system entries
• Monitor account compliance with payment terms
• Partner with Customer Service, Logistics, Finance, Planning, and Merchandising teams
• Track and substitute cancellations to ensure sales objectives are met

Market Week, Seasonal Campaigns & Showroom

• Prepare and execute showroom appointments during market periods
• Present seasonal collections to wholesale clients during market appointments
• Prepare market strategies based on current business performance and analysis
• Collaborate with accounts on assortment selection during selling campaigns
• Creatively present collections to clients unable to attend market (linesheets, visuals, presentations)
• Track customer orders throughout market to ensure seasonal targets are achieved
• Maintain an organized and elevated showroom environment
• Conduct competitive, market, and category analysis

Retail Performance, Merchandising & Training

• Monitor store presentation and retail performance to ensure brand standards are met
• Conduct store visits to assess assortment, competition, merchandising, and performance
• Collaborate with buyers, store managers, specialists, personal shoppers, VM teams, and selling managers
• Conduct regular business calls with specialists to track retail performance and selling trends
• Plan, execute, and lead selling events for key accounts
• Coordinate product training and selling materials with internal teams
• Support in-store initiatives to drive sell-out
• Partner with Visual Merchandising to ensure consistency in-store
• Provide ongoing feedback and sales analysis to Merchandising

Programs, Store Openings & Additional Responsibilities

• Create briefs and SKU plans for new store and shop‑in‑shop openings
• Partner with store planning and merchandising teams on new door timelines and execution
• Develop, maintain, and track Specialist / DSA programs
• Analyze customer base and apply clienteling strategies at retail level
• Maintain knowledge of retail landscape and competitive environment
• Liaise with global teams and partners as needed
• Ensure the highest level of customer service with all partners
• Perform additional projects and assignments as directed

Qualifications & Skills

• Bachelor’s degree in business, Marketing, Fashion, or related field
• Minimum 5–6 years of wholesale or key account management experience
• Minimum 2 years of tabletop or related category experience
• Strong understanding of wholesale operations and department sales performance
• Advanced skills in Excel, database/spreadsheet tools, ERP/CRM systems
• Strong analytical, organizational, and problem-solving skills
• Proficiency in retail math and OTB planning
• Excellent communication, presentation, and negotiation skills
• Ability to work independently in a fast-paced environment
• Ability to travel domestically and internationally during market periods
• Flexible schedule as required by retail and market needs