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
Key Account Leadership
• 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.

Ideal Candidate
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.