Sr. Manager, Wholesale Performance

Beach House Group•Los Angeles, CA

4h•$135,000 - $145,000

About The Position

The Senior Manager, Wholesale Performance owns the operational and analytical performance of the wholesale channel, serving as the in-house expert on wholesale structure, negotiations, forecasting, and profitability. This role is accountable for the wholesale forecast and revenue targets, driving disciplined execution, protecting margin, and building scalable processes to support sustainable channel growth. The Director of Merchandising will continue to lead product strategy, sell-in representation, and long-term relationship building. The Senior Manager, Wholesale Performance, will partner closely to translate strategy into strong account performance, operational excellence, and data-driven decision-making. As the channel scales, this role may expand to include international distribution, strategic partnerships, and special projects such as resale business ownership. The role reports to the Director, Merchandising.

Requirements

6–8+ years of experience in wholesale, sales, account management, and/or wholesale merchandising within a consumer brand.
Demonstrated experience owning wholesale P&L performance, including margin management, contra tracking, and trade spend optimization.
Proven success negotiating commercial terms with national and/or specialty retail partners (pricing, payment terms, markdown participation, allowances, exclusivity, etc.)
Strong understanding of wholesale business structure, retailer compliance requirements, and operational workflows.
Advanced analytical skills with the ability to synthesize internal shipped sales data and retailer POS data into actionable business recommendations.
High proficiency in Excel (pivot tables, financial modeling, advanced formulas) and comfort working with large data sets.
Experience building reporting tools and dashboards to track revenue, margin, and account productivity.
Strong cross-functional leadership skills with the ability to influence Planning, Finance, Operations, and Marketing partners.

Nice To Haves

Experience supporting or managing international distribution and/or strategic partnerships is a plus.

Responsibilities

Own day-to-day management of wholesale accounts, serving as primary contact for buyers and account stakeholders across a breadth of retail partners including nationwide and international department stores and fashion specialty retailers.
Own the wholesale forecast and revenue targets by account and for the total channel, including updates to risks, opportunities, and assumptions based on shipped sales, POS, and inventory trends.
Lead commercial negotiations including pricing, payment terms, allowances, markdown participation, and trade spend.
Own wholesale contras and margin performance by account, with authority to manage key margin drivers including discounts, freight, chargebacks, and promotional impact; key KPIs include margin optimization for the total wholesale business.
Assess and interpret retailer-provided POS data (sell-through, inventory levels, promotional performance, traffic metrics, etc.) alongside shipped sales performance to drive forecast accuracy, strategy, and negotiations.
Build and maintain reporting frameworks and dashboards that provide clear, actionable insights into wholesale revenue, margin, contra, and account productivity.
Develop and drive joint business plans with wholesale partners, aligning on seasonal priorities, inventory health, and promotional calendars to deliver revenue targets.
Oversee order flow from PO through fulfillment, ensuring retailer compliance, operational accuracy, and on-time delivery performance.
Partner cross-functionally with Merchandising, Planning, Operations, Finance, and Marketing to ensure alignment on targets, inventory availability, and key milestones.
Support wholesale and international expansion, strategic partnership growth, and internal special projects, including oversight and growth of the resale business.
Manage processes and tools associated with the wholesale function, including line sheets, ATS reporting, order tracking, and sell-in/sell-through tracking.
Other related duties as required.