Director, Wholesale Majors

Kendra Scott•Austin, TX

About The Position

Strategic Wholesale Sales Director responsible for driving growth and performance across major department store accounts, in partnership with executive leadership. Leads cross-functional collaboration and team development to execute assortment planning, inventory strategy, visual merchandising, and brand standards. Owns key account relationships, revenue targets, and budget management while identifying innovative opportunities to increase sell-through and market share. Serves as a senior leader in resolving complex account issues, mentoring talent, and delivering high-impact, ROI-driven initiatives across the wholesale business.

Requirements

Bachelor’s degree
10+ years’ experience in Wholesale Sales, Sales Management or a combined 5 years of Wholesale Sales and Retail Sales experience.
Knowledge of Microsoft Excel and company operating systems
Ability to operate tactically and strategically in a fast-growth dynamic environment
Passion for the brand and its core values: Family, Fashion, Philanthropy
Outstanding communication skills, both written and verbal.
Flexibility and ability to travel to attend markets or meetings with customers to support the business

Responsibilities

Partner with the VP of Wholesale Majors to drive overall division strategy, growth, and performance.
Lead the development and execution of short- and long-term growth strategies across key department store accounts.
Build, mentor, and develop a high-performing team, strengthening capabilities in sales strategy, financial planning, inventory management, and visual merchandising.
Cultivate and maintain strong, strategic relationships with top-tier wholesale partners, delivering exceptional service and long-term value.
Collaborate cross-functionally with Visual Merchandising, Finance, Product, and Marketing to align business objectives and elevate brand presentation across wholesale channels.
Establish and refine visual merchandising standards and brand guidelines in partnership with Wholesale Merchandising and Kendra Scott Visual teams to ensure consistent, high-impact execution in-store.
Define and execute assortment and selling strategies for new and existing product lines, aligning with account needs and market trends.
Oversee inventory planning, marketing alignment, and overall business direction in partnership with internal stakeholders.
Manage margin and co-op budgets across accounts, optimizing investments to meet financial goals and partner objectives.
Develop innovative, ROI-driven initiatives to increase traffic, improve sell-through, and enhance in-store execution.
Drive the Wholesale Majors team to achieve weekly, monthly, quarterly, and annual revenue targets.
Serve as a senior escalation point for complex account issues, providing strategic problem-solving and relationship management.
Identify and unlock incremental revenue opportunities through product expansion, events, promotions, and merchandising enhancements.
Support wholesale partners in scaling and diversifying their business through tailored growth strategies.
Lead training, coaching, and ongoing professional development initiatives for team members.
Foster a high-performance culture grounded in accountability, collaboration, and excellence.
Lead by example in both field and corporate environments, reinforcing company values and expectations.
Own and deliver revenue targets for assigned key account(s) across all planning periods.
Proactively identify and execute opportunities to grow account performance through strategic initiatives and partnerships.
Provide consistent, high-quality service and communication to all accounts.
Represent the brand in market appointments and travel regularly to support product launches, partner initiatives, and in-store execution.