Senior Director of Key Accounts

Role: Director/Senior Director, Key Accounts

Reports To: SVP, Global Sales

Position Overview:

TOCCIN is seeking a highly strategic and commercially driven Director of Key Accounts to lead

our Major Department Store business. Reporting directly to the SVP of Global Sales, this

individual will own the strategy, planning, execution, and profitability of our largest wholesale

partnerships while helping scale the brand's distribution in alignment with long-term growth

objectives.

This role requires an experienced wholesale executive who understands both the art and science

of department store management—from assortment architecture and financial planning to

weekly sell-through analysis and executive-level buyer relationships. The ideal candidate is

operating at a senior Director level today and is nearly ready to step into a VP position.

Key Responsibilities:

• Own the commercial strategy and day-to-day management of TOCCIN's Major

Department Store business.

• Develop and execute seasonal growth strategies across key wholesale partners.

• Build trusted executive-level relationships with DMMs, GMMs, buyers, planners, and

merchant teams.

• Lead all market appointments, seasonal presentations, and business reviews.

Financial & Business Planning

• Drive annual and seasonal sales plans, receipt planning, and revenue forecasts.

• Analyze profitability by account, category, door, and style to ensure healthy, sustainable

growth.

• Develop strategies to maximize gross margin while improving inventory productivity.

• Manage open-to-buy discussions and negotiate incremental business opportunities.

Sales Analysis & Performance Management:

• Analyze weekly sell-through, WOS, inventory levels, replenishment opportunities, and

markdown performance.

• Identify risks and opportunities through detailed business analysis and provide actionable

recommendations.

• Create executive-level reporting and business recaps for internal leadership.

• Partner closely with Planning, Operations, Finance, and Merchandising to drive

performance.

Strategic Distribution Management

• Evaluate distribution opportunities to ensure premium brand positioning.

• Develop door expansion strategies and identify opportunities for shop-in-shop or elevated

presentations.

• Recommend assortment architecture by retailer based on customer segmentation and

productivity.

Cross-Functional Leadership

• Partner closely with Design, Merchandising, Production, Planning, Operations, and

Marketing to execute seasonal strategies.

• Ensure alignment between customer demand, inventory availability, and production

timelines.

• Collaborate on go-to-market strategies, product launches, and retailer-specific initiatives.

Negotiation & Partnership Management

• Lead negotiations surrounding seasonal commitments, reorder opportunities, markdown

strategies, RTVs, vendor agreements, and promotional events.

• Drive mutually beneficial business decisions while protecting TOCCIN's profitability.

• Serve as the primary escalation point for major account issues.

Qualifications:

• 10 years of wholesale sales experience within luxury, contemporary, or premium fashion.

• Significant experience managing Major Department Store accounts.

• Proven success driving multimillion-dollar wholesale businesses.

• Strong understanding of retail mathematics, profitability analysis, inventory management,

and financial planning.

• Advanced analytical skills with the ability to translate data into actionable commercial

strategies.

• Experience leading complex account negotiations and executive-level customer

relationships.

• Exceptional presentation, communication, and relationship-building skills.

• Advanced proficiency in Excel and retail reporting tools.

• Ability to travel seasonally for market appointments and customer meetings.

The successful candidate is:

• A strategic thinker who balances long-term brand building with short-term commercial

execution.

• Highly analytical and comfortable making decisions based on financial performance and

retail metrics.

• Experienced managing complex department store businesses and executive buyer

relationships.

• Proactive, entrepreneurial, and comfortable operating in a fast-growing brand

environment.

• Confident leading business independently while collaborating closely with senior

leadership.