Sr. Director, Wholesale Sales

We are an American luxury lifestyle brand, founded in 2004. Anchored in the casual elegance of American sportswear, Tory’s design philosophy is defined by effortless silhouettes, innovative materials, eclectic juxtapositions of color, and the tension of past and present. The collections include ready-to-wear, handbags, footwear, accessories, jewelry, home and beauty.

Empowering women is the company’s guiding principle, expressed through Tory’s collections and reflected in the company culture as well as the work of the Tory Burch Foundation. Established in 2009, the Foundation provides women entrepreneurs in the United States with access to capital, education and community.

You are seeking a work environment where people are encouraged to dream, explore, discover and, as important, laugh together. If you’re prepared to work hard, create impact, and have fun while doing it, we would love to have you join #TeamTory. Apply today!

Life @ToryBurch is Special Because:

When you join us, you’re joining a global, purpose-led company on an exciting growth journey with an amazing culture and great benefits.

• Our culture is welcoming and inclusive -- everyone is empowered to make a difference.
• We have the best team in the world and believe in paying competitively and rewarding for high performance.
• Your overall well-being is important to us; we offer generous benefits to help you take care of your mental and physical health, create financial security, and achieve wellness in all areas of your life.
• We love seeing our employees wear our beautiful collections. You’ll receive a generous employee discount and access to exclusive sample sales.
• We are invested in your professional growth – you’ll have access to free executive coaching on-demand.
• We believe in the importance of giving back and you’ll have many opportunities to do just that through the Tory Burch Foundation and paid volunteer days.

This Role is Tailor-Made for You Because:

You have deep experience leading major department store wholesale businesses within Handbags and Accessories, including Bloomingdale’s, Nordstrom, Saks Global, and Dillard’s. You bring a proven track record of driving in-season sales, strategic growth, and profitability across large-scale accounts while operating with a general management mindset.
You will support the VP of Wholesale Sales in leading a multi-million-dollar portfolio, with ownership of POS performance, account strategy, and P&L delivery. You are highly skilled at building executive-level partnerships, influencing cross-functional teams, and adapting strategies to drive continuous sales growth. Your leadership style reflects best practices seen in top-tier wholesale organizations, where senior leaders balance strategy, analytics, and relationship management to deliver results.

A Day in the Life:

The typical day is… atypical. You will oversee a team of wholesale sales professionals while partnering closely with cross-functional teams to deliver best-in-class account management, financial planning, market execution, and assortment strategies. You will be accountable for driving top and bottom-line performance across your accounts, while strengthening relationships with key retail partners to expand market share and brand presence.

To Land This Role:

Qualifications:

• Bachelor’s degree required.
• 15+ years of progressive experience in Wholesale Sales, Key Account Management, or Retail Buying; at least 5 years in a leadership capacity managing teams.
• Proven track record in leading large-scale wholesale businesses within footwear, apparel, or related consumer goods categories.
• Strong financial and retail acumen, including deep expertise in margin management, pricing, promotional strategy, and P&L ownership.
• Demonstrated ability to influence and negotiate with senior-level retail executives (e.g., Nordstrom/Bloomingdales senior buyers, DMMs, GMMs).
• Exceptional leadership, strategic thinking, and decision-making skills.
• Highly proficient in Excel, reporting tools, and data analysis frameworks; familiarity with ERP/EDI systems preferred.
• Ability to travel domestically as needed for account meetings, market weeks, and business reviews.

Key Responsibilities

Strategic Sales Leadership

• Develop and execute wholesale strategies across Bloomingdale’s, Nordstrom, Saks Global, and Dillard’s for Handbags & Accessories
• Own topline and profitability targets, KPIs, and long-range account plans
• Lead high-level negotiations, seasonal sell-in strategies, and executive business reviews with retail partners
• Identify opportunities for category expansion, distribution growth, and omnichannel acceleration
• Align with industry standards for senior wholesale leadership roles, balancing P&L ownership, growth strategy, and client partnership

Account & Assortment Strategy

• Oversee the end-to-end account lifecycle, including assortment architecture, pricing strategy, seasonal buys, and product flow in partnership with Merchandising and Planning.
• Lead cross-functional alignment on seasonal market strategies, promotional cadence, and markdown strategies to maximize sales and margin performance.
• Partner with Planning to develop and manage financial frameworks (OTB, WOS, margin goals) to ensure inventory optimization and sell-through.
• Monitor macro and competitive retail trends to inform account strategies and influence product development.

Market & Business Development

• Lead all aspects of market preparation, presentations, and account negotiations
• Drive growth across store, digital wholesale, and emerging distribution channels
• Strengthen executive-level relationships with DMMs, GMMs, and senior buying teams
• Identify new business opportunities and partnerships to expand brand footprint

Operational Excellence & Reporting

• Ensure best-in-class execution across order management, fulfillment, and reporting processes
• Oversee development of tools and analytics to track account performance and business health
• Improve forecasting accuracy and visibility into sales and operational KPIs
• Drive consistency and rigor across all aspects of wholesale execution

Leadership & Team Development

• Lead, coach, and develop a high-performing team aligned with modern wholesale leadership expectations
• Build strong succession planning and organizational capability
• Foster a culture of accountability, collaboration, and performance excellence

Cross-functional Collaboration

• Partner with Finance on forecasting, budgeting, and margin management
• Collaborate with Merchandising and Planning to align product strategies with account needs
• Work with Marketing to execute co-branded campaigns and in-store activations
• Coordinate with Operations and Supply Chain to ensure timely and accurate fulfillment

Act as a key connector across teams to ensure enterprise-wide alignment

Why You'll Want to Join Our Team:

How We Work Together

• Adaptable – We change before we have to
• Entrepreneurial – We own it
• Collaborative – There’s no “I” in Tory
• Client & Brand Focused – We put ourselves in Tory’s shoes
• Live the Values – We show up for each other
• Functional Expertise – We’re constantly learning and growing

#TeamTory Values

We show up with honesty & kindness, act with integrity & compassion, work with passion & humility and lead with excellence & humor.

Compensation Range

The compensation range for this position is 220,000.00 USD - 275,000.00 USD. Our offer will be based on your relevant experience and work location.

Benefits Information

We offer a generous set of benefits to help you take care of your heath, create financial security, and achieve wellness in all areas of your life. Here are highlights of key benefits available to all Tory Burch members that work over 30 hours. 

Equal Employment Opportunity Statement

Tory Burch LLC is an Equal Employment Opportunity employer and provides equal opportunities to all employees and applicants without regard to an individual’s age, race, creed, color, religion, national origin, sex (including pregnancy) or sexual orientation, gender expression, military status, marital status, genetic predisposition or carrier status, disability or membership in any other protected class under applicable law. Likewise, we will consider qualified applicants with criminal histories for employment in a manner consistent with the requirements of the Los Angeles Fair Chance Initiative for Hiring, Ordinance No. 184652. Pursuant to the San Francisco Fair Chance Ordinance, we will consider qualified applicants with arrest and conviction records for employment.

Disability Accommodation

Tory Burch is committed to providing reasonable accommodations to applicants and employees with disabilities. Please tell us if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require assistance or an accommodation with the hiring process, please contact [email protected].