Wholesale Account Manager

GLD is seeking a highly organized, customer-focused Wholesale Account Manager to manage and grow our portfolio of wholesale partners across specialty retailers, national accounts, sporting goods, department stores, and big-box retailers. This role serves as the primary day-to-day contact for assigned accounts, ensuring exceptional execution from purchase order through delivery while identifying opportunities to expand the business through new assortments, seasonal launches, and replenishment.

The ideal candidate combines strong wholesale selling and relationship-building skills with a disciplined analytical and operational approach. They will partner closely with buyers and cross-functional retail teams while working internally with Sales, Merchandising, Planning, Inventory, Operations, Marketing, Customer Service, and Finance to deliver account growth and flawless execution.

Key Responsibilities

Wholesale Account Management

• Own the day-to-day relationship and commercial performance for assigned wholesale accounts.
• Build trusted relationships with buyers, planners, merchants, and cross-functional retail partners through proactive communication and strong follow-through.
• Support the onboarding of new wholesale partners and ensure smooth account setup.
• Coordinate ongoing business reviews and maintain regular communication regarding inventory, launches, promotions, and replenishment opportunities.
• Identify opportunities to expand assortments, increase distribution, and grow sales within existing accounts.
• Support the Head of Sales with customer meetings, presentations, reporting, and strategic account planning.

Order Management & Execution

• Own wholesale purchase orders from receipt through successful fulfillment.
• Review purchase orders for accuracy and coordinate any required revisions.
• Ensure timely order entry, confirmation, shipment, invoicing, and issue resolution.
• Track order status and proactively communicate updates to customers.
• Coordinate seasonal launches, replenishment orders, and new product introductions.
• Monitor open orders and ensure timely follow-up on outstanding shipments and customer requests.

Sales Operations & Systems

• Maintain accurate orders, customer records, pricing, and item setup within NetSuite and supporting account files.
• Support EDI transactions including purchase orders, acknowledgements, advance ship notices (ASNs), invoices, and troubleshooting exceptions.
• Partner with Operations and IT to resolve EDI issues and improve workflows.
• Maintain accurate customer item setup, UPC information, pricing, and assortment files.
• Assist with retailer portals and compliance requirements.
• Cross-Functional Collaboration
• Partner closely with Inventory Planning to ensure product availability and communicate inventory constraints.
• Coordinate with Warehouse and Operations to ensure timely fulfillment and retailer compliance.
• Collaborate with Merchandising and Product Development on seasonal launches, assortment planning, and new product introductions.
• Work with Finance to resolve invoice discrepancies, deductions, chargebacks, and payment issues.
• Coordinate with Marketing and Creative to ensure accounts receive necessary product assets and launch materials.

Reporting & Business Analysis

• Analyze weekly sales, units, sell-through, inventory, weeks of supply, and reorder trends by account.
• Prepare concise weekly account updates, sales recaps, forecasts, and opportunity assessments.
• Monitor retailer sell-through data where available and identify opportunities to improve performance.
• Maintain accurate customer forecasts and pipeline reporting.
• Support annual line reviews, assortment planning, and seasonal selling initiatives.

Qualifications

• Bachelor's degree in Business, Merchandising, Marketing, Retail, or a related field preferred.
• 3-6 years of experience in wholesale account management, wholesale sales, key accounts, or business development.
• Proven experience managing and growing key retail accounts across specialty, sporting goods, department store, or national retail channels.
• Experience with EDI processes and retailer compliance requirements.
• Working knowledge of ERP systems, preferably NetSuite.
• Advanced proficiency in Microsoft Excel; experience with reporting and inventory analysis.
• Strong organizational skills with exceptional attention to detail.
• Excellent written and verbal communication skills.
• Ability to manage multiple priorities while meeting deadlines in a fast-paced environment.
• Customer-first mindset with strong problem-solving abilities.

Preferred Experience

• Experience in jewelry, accessories, streetwear, sneakers, sports licensing, or adjacent fashion and lifestyle categories.
• Experience at or working with brands and retailers such as Nike, Jordan Brand, Adidas, Foot Locker, Fanatics, Lids, New Era, Mitchell & Ness, '47, Champs Sports, JD Sports, Zumiez, PacSun, Hibbett, or similar organizations.
• Advanced proficiency in Microsoft Excel and comfort working with sales reporting, retail math, forecasts, and inventory analysis.
• Strong organization, attention to detail, and ability to manage multiple priorities in a fast-paced environment.
• Excellent written, verbal, presentation, and problem-solving skills with a customer-first mindset.
• Experience with NetSuite or another ERP, EDI, Shopify, retailer portals, and order management workflows.

Success Measures

Success in this role will be measured by:

• Best-in-class customer satisfaction and responsiveness.
• On-time and accurate order execution.
• Growth in reorder volume and existing account revenue.
• Successful seasonal launches and new product introductions.
• Reduction in order errors, EDI exceptions, and chargebacks.
• Strong cross-functional collaboration and execution across Sales, Planning, Inventory, Operations, and Finance.
• Consistent achievement of account service-level expectations while supporting the overall growth of the wholesale business.
• Consistent achievement of account service expectations while supporting profitable wholesale growth.

Why GLD

GLD is redefining jewelry through culture, sports, and innovation. As we continue expanding across wholesale, marketplaces, and retail partnerships, this role offers the opportunity to work with some of the industry's most recognizable retailers while helping shape the next chapter of our wholesale growth.