The Director, Wholesale & Franchise, reporting to the Senior Director Sales, is responsible for leading the wholesale and franchise strategy across Wholesale, Distributors and Franchise Partners in key global markets. The role is accountable for accelerating sustainable, profitable growth across all product categories while strengthening Karl Lagerfeld's premium brand positioning and optimizing the marketplace through a disciplined channel strategy.
The Director will lead the development and expansion of the wholesale and franchise network by maximizing the potential of existing partners and identifying new strategic opportunities. Working closely with the broader Sales organization and Retail team, the role will drive a holistic marketplace approach, ensuring the right distribution, partner mix and consumer experience across all channels.
With commercial ownership of the partner portfolio, the Director will support the development of ambitious growth plans, drive revenue performance and ensure delivery of sales budgets and strategic KPIs. The role requires an entrepreneurial mindset, combining strategic thinking with a hands on approach to identify opportunities, solve complex commercial challenges and drive execution. The successful candidate will be comfortable operating in a fast paced environment, taking ownership, influencing stakeholders and leading from the front to deliver measurable business results.
The role also requires strong cross functional leadership, orchestrating collaboration across Merchandising, Product, Marketing, Logistics, Supply Chain, Store Development, Visual Merchandising, Finance and Operations to deliver best in class commercial execution, operational excellence and long term value creation for both Karl Lagerfeld and its partners.
KEY RESPONSIBILITIES
Define and drive seasonal and multi-year business strategies, translating company objectives into ambitious commercial plans, budgets, and growth roadmaps.
Shape and evolve the Wholesale & Franchise partner portfolio, leading strategic negotiations, partnership models, and long-term commercial relationships in close alignment with Management.
Own commercial performance and sustainable growth, ensuring delivery against financial targets while identifying opportunities to accelerate revenue, profitability, market penetration, and brand development.
Translate business and market intelligence into strategic action, leveraging performance, KPI, customer, and point-of-sale insights to optimize the existing business and identify future growth opportunities.
Drive market expansion and partner acquisition, identifying and prioritizing new franchise and wholesale opportunities and leading negotiations on strategic Terms & Conditions.
Build strong cross-functional alignment across the organization, ensuring commercial priorities are integrated with Brand, Marketing, Finance, Supply Chain, Retail, and other key functions, with clear strategic objectives and service-level expectations.
Act as a strategic business partner to Management, providing market perspective, commercial insights, and recommendations to support key business decisions and the long-term development of the Wholesale & Franchise channel.
Skills Required
- Lead sales strategy across distributors, agents, department stores and franchise partners
- Proven experience growing wholesale and franchise business and scouting new partners
- Manage partners to meet sales budgets and relevant KPIs
- Orchestrate cross-functional collaboration with Merchandising, Marketing, Logistics, Store Development, Visual Merchandising, Finance and Operations
- Maintain elevated brand positioning across wholesale and franchise channels
- Marketplace management and partner support across functions
What We Do
The KARL LAGERFELD house balances Parisian heritage and contemporary innovation, celebrating the iconic vision and design aesthetic of its founder, Karl Lagerfeld. Its portfolio includes ready-to-wear, bags, accessories, watches, eyewear, footwear, perfumes, candles, and fashion jewelry.
