Director Wholesale Remote

David's Bridal

1d•$128,800 - $193,200•Remote

About The Position

David’s Bridal is building its boutique wholesale division, placing Vera Wang Bride, Viola Chan Couture, and Oleg Cassini products in independent bridal boutiques across North America and Europe, with potential to add more brands. The Director will lead and develop wholesale sales representatives while personally managing strategic boutique accounts. The division is in an early stage, so the role will help establish territories, pricing models, credit terms, systems, and procedures while also delivering sales results. The position combines team leadership, individual account ownership, market and trade show execution, and commercial and operational oversight. The Director will coach representatives, set quotas and territories, recruit and onboard staff, manage flagship and high-volume accounts, open priority markets, and maintain relationships with boutique owners and buyers. The Director will oversee wholesale presence at bridal markets, collaborate on marketing and sales materials, manage CRM and order-platform discipline, coordinate with finance, credit, and merchant operations, and provide forecasts and boutique demand insights to merchandising and design. This is a remote, full-time, exempt role with travel up to 50%, including domestic and international travel, multi-day markets, and weekend show days. A comprehensive benefits package and competitive pay are offered.

Requirements

At least 6 years of wholesale or B2B sales experience, including at least 2 years managing a sales team.
Experience in apparel, bridal, accessories, or another seasonal, market-driven category, buying or selling into independent specialty retail.
A demonstrable record of opening new accounts, not only servicing an inherited book.
Fluency with a wholesale order platform such as JOOR, NuORDER, Brandboom, or similar, and with a CRM; HubSpot is preferred.
Working command of international commercial terms, including DAP and other Incoterms, duties and Importer of Record implications, landed cost, and currency conversations.
Ability to read a sell-through report and turn it into a buy recommendation a boutique owner will act on.
Willingness to travel domestically and internationally, including multi-day markets and weekend show days; travel may reach up to half of working hours per week at times.
Ability to lead as a player-coach, closing accounts while also managing pipeline reviews and team development.
Clear, direct communication with the team, including specific coaching and timely identification of problems.
Comfort with ambiguity and willingness to build processes.
Credibility with boutique owners and understanding of boutique economics, floor space, and their customers.

Nice To Haves

Bridal or occasion-wear experience, with existing boutique-owner relationships in the US or UK/EU.
Experience launching a wholesale channel or bringing a brand into a new geographic market.
Experience designing territory models, quotas, or commission structures.

Responsibilities

Lead, coach, and develop boutique sales representatives across US, Canadian, and European territories; hire and ramp additional representatives as territories open.
Set quotas, territory boundaries, and account assignments; resolve overlaps and rebalance territories as the account base grows.
Conduct weekly pipeline reviews with each representative, covering deal stage, next steps, close dates, and blockers.
Coach representatives throughout the sales cycle, including prospecting, line sheet presentations, market appointments, order write-ups, and reorder conversion; join calls and strategic account appointments.
Build onboarding and ramp plans to help new representatives become productive within one season.
Hire and manage support roles when appropriate, including boutique customer support and order management.
Carry or build a named book of flagship and high-volume boutique accounts and meet an individual quota alongside the team target.
Lead senior-level discussions with multi-door retailers, buying groups, and accounts requiring brand-level negotiation.
Open priority markets and new territories ahead of handoff to a representative.
Build direct, durable relationships with boutique owners and buyers.
Own wholesale presence at markets, including New York Bridal Fashion Week, Chicago Bridal Market, and other markets; manage appointment calendars, staffing, lead capture, and post-show follow-up standards.
Work with marketing on show communications, brand presence, line sheets, hang tags, look books, and seasonal launch assets.
Qualify captured leads against territory eligibility, including restricted regions the division does not serve.
Enforce HubSpot CRM hygiene, ensuring boutiques, contacts, and opportunities are recorded accurately with a dated next step.
Run orders through JOOR and partner with finance and credit on terms and payment structures, and with merchant operations on order confirmation, quality checks, and delivery.
Apply the pricing model to international accounts and navigate the operational needs of international markets.
Deliver a monthly booked-versus-shipped forecast with timely risk and opportunity flags.
Share boutique-level demand signals with merchandising and design, including style-level sell-through, size-range gaps, fabrication feedback, and price-point resistance.
Identify and implement opportunities to optimize systems and procedures.