Wholesale Manager

About the role

The Wholesale Manager is responsible for driving the overall wholesale business performance of the assigned brand. This role is accountable for developing and executing wholesale sales strategies, managing key accounts and business partners, expanding distribution opportunities, and achieving sales and profitability targets. The role works closely with internal stakeholders to ensure effective sales planning, product availability, order fulfillment, and business execution, while monitoring market trends and account performance to identify opportunities for sustainable growth.

Key responsibilities

• Develop and execute the wholesale sales strategy for brands to achieve revenue, profitability, and distribution objectives.

• Develop and maintain strong relationships with existing and potential wholesale partners, including dealers, distributors, department stores, multi-brand retailers, specialty stores, and online partners.

• Identify new business opportunities and expand the brand's wholesale distribution across strategic markets and channels.

• Develop annual and seasonal sales plans, forecasts, and account strategies in line with business objectives and brand direction.

• Drive achievement of monthly, quarterly, and annual wholesale sales targets and develop action plans to address performance gaps.

• Lead commercial negotiations with wholesale partners, including pricing, promotions, trading terms, payment terms, and business agreements within company guidelines.

• Monitor market trends, competitor activities, pricing, promotions, and consumer demand to identify business opportunities and risks.

• Monitor sell-in, sell-out, inventory, gross margin, and account performance, and provide recommendations to improve business performance.

• Work closely with Merchandising, Planning, Marketing, Finance, and Supply Chain teams to ensure effective product availability, seasonal planning, and wholesale execution.

• Lead, coach, and develop the wholesale team to achieve business objectives and maintain high standards of account management.

Requirements & Qualifications

• Minimum bachelor’s degree in business, Marketing, Retail Management, or a related field.

• Minimum 7 years of relevant experience in wholesale, sales, key account management, or distribution, preferably within the sports, fashion, footwear, or lifestyle industry.

• Proven experience managing wholesale business within the sports, fashion, footwear, or lifestyle industry.

• Strong understanding of the Indonesian wholesale and retail landscape, including dealers, distributors, department stores, multi-brand retailers, and specialty stores.

• Strong commercial acumen with proven ability to develop business opportunities and deliver sales growth

• Excellent written and verbal communication skills both in English and Bahasa

• Strong negotiation, account management, and business development skills.

• Strong analytical skills with the ability to translate sales and market data into actionable business strategies.

• Results-oriented, proactive, and able to work independently with minimal supervision.

• Willing to travel as required.