Vice President of Sales – Department Stores & Regular-Priced Retail

Department: Sales  | Reports To: EVP of Sales  | Location: New York, NY (Hybrid)  

ABOUT THE ROLE

Collection XIIX (C18) is a leading wholesale fashion accessories company with a portfolio spanning handbags, scarves, hats, and cold weather categories, sold to the nation's top department stores and retail partners. We are seeking a dynamic VP of Sales to own and grow our department store and regular-priced retail channel—a senior, hands-on leader who combines strategic vision with the relationship depth and merchandising instincts to drive results across Macy's, Belk, and comparable partners. This role carries full P&L ownership, leads a team, and partners cross-functionally with Product Development, Planning, Design, and Operations to deliver market-right programs that win at shelf.

KEY RESPONSIBILITIES

Account Management & Revenue Growth

•     Own channel P&L including annual sales targets, margin goals, seasonal forecasts, and budget management

•     Lead senior-level relationships with buyers, DMMs, and merchant leadership at Macy's, Belk, and other key partners

•     Build and execute joint business plans (JBPs) aligned on assortment strategy, floor space, promotional cadence, and volume commitments

•     Negotiate pricing, volume, and margin targets to ensure mutually profitable outcomes

•     Identify white-space opportunities within existing accounts and pursue new distribution in the regular-priced tier

•     Monitor sell-through, POS trends, and scan data to adjust strategy and protect in-season performance

•     Drive assortment planning, pricing architecture, and margin alignment; support launch of new brands, categories, and initiatives

•     Partner with Operations and Supply Chain to ensure smooth execution of shipments, inventory flow, and delivery priorities

Accessory Category Strategy

•     Champion C18's growth strategy across handbags, cold weather, and the broader accessories portfolio—accelerating penetration, expanding door count, and deepening share of floor

•     Partner with Product Development to shape seasonal assortments that align with retailer price architecture, aesthetic direction, and open-to-buy needs

•     Present C18's accessory stories to retail buyers and merchant leadership, driving adoption of new collections and expanding fixture presence

•     Translate retail feedback, consumer trends, and competitive intelligence into actionable product and sales strategies

Team Leadership & Cross-Functional Partnership

•     Lead, mentor, and develop a team of sales managers, account executives, and coordinators

•     Set clear performance expectations, conduct regular business reviews, and build a culture of accountability and growth

•     Foster cross-functional collaboration with Planning, Product Development, Design, and Operations from concept through replenishment

•     Represent C18 at market appointments, trade events, and senior retailer meetings

QUALIFICATIONS

Required

•     5 years of progressive wholesale sales experience in fashion accessories, apparel, or adjacent category

•     Proven track record growing revenue and expanding distribution within major department store accounts; Macy's experience strongly preferred

•     Deep understanding of the department store operating model—OTB, margin structures, promotional planning, planogram strategy, and vendor scorecards

•     Hands-on leader who operates strategically while staying close to day-to-day execution

•     Strong business acumen: P&L ownership, sell-in/sell-through analysis, forecasting, and data-driven decision-making

•     Excellent negotiation, communication, and executive presentation skills

•     Experience collaborating cross-functionally with Design, Product Development, and Production

•     Proficiency in Microsoft Office (Excel, PowerPoint, Outlook); PLM/ERP systems a plus

•     Ability to travel ~20–30% for markets, customer meetings, and retail field visits

Preferred

•     Background in accessories buying or retail merchandising

•     Experience managing handbag or structured accessories categories in a wholesale context

•     Existing relationships with accessories merchant teams at Macy's, Belk, or comparable retailers

•     Familiarity with NuOrder, RLM, or similar wholesale platforms

WHAT SETS YOU APART

•     You combine strategic sales leadership with strong merchandising instincts

•     You know how to turn retail feedback and market trends into winning product strategies

•     You thrive in fast-paced, high-volume environments and balance long-term vision with day-to-day urgency

•     You are relationship-driven, detail-oriented, and commercially sharp

WHAT WE OFFER

•     Competitive base salary, performance bonus, and comprehensive benefits (medical, dental, vision, 401k)

•     Direct partnership with executive leadership and meaningful influence over product, strategy, and revenue

•     Entrepreneurial environment with room to build, innovate, and shape C18's next phase of growth