Director Wholesale Remote

Director Sales & Operations, Wholesale Bridal Boutiques

David's Bridal, B2B Wholesale

Department: Enterprise, B2B Wholesale

Location: Remote

Travel: Up to 50%, including sales meetings with boutiques, multi-day markets and weekend show days

Status: Full-time, exempt

About the role

David's Bridal is building its boutique wholesale division from the ground up, placing Vera Wang Bride, Viola Chan Couture and Oleg Cassini, into independent bridal boutiques across North America and Europe, with the potential for additional brands to be added it grows. You will lead and develop a team of wholesale sales representatives while personally carrying a book of strategic boutique accounts and sitting at the table for the relationships that set the tone for the brand.

The division is early. Territories, pricing models, credit terms, systems, and procedures are still being built, and the person in this seat will help build them while carrying a number. This suits someone who is energized by selling and by writing the playbook at the same time.

What you'll own

Team leadership and development

• Lead, coach, and develop boutique sales representatives across US, Canadian, and European territories; hire and ramp additional reps as territories open.
• Set quotas, territory boundaries, and account assignments; resolve overlaps and rebalance as the door count grows.
• Run a weekly pipeline review with each rep: stage, next step, close date, and what is blocking the deal.
• Coach the full cycle: prospecting, line sheet presentation, market appointment, order write-up, and reorder conversion. Ride along on calls and work appointments jointly on strategic accounts.
• Build onboarding and ramp plans, so a new rep is productive within one season, not one year.
• Hire and manage support roles where appropriate, including boutique customer support and order management.

Personal account ownership and selling

• Should carry or build a named book of flagship and high-volume boutique accounts, with an individual quota alongside the team number.
• Lead top-to-top conversations with multi-door retailers, buying groups, and accounts that require brand-level negotiation.
• Personally open priority markets and new territories ahead of handoff to a rep.
• Build durable, direct relationships with boutique owners and buyers — this is a relationship business, and the manager is expected to be visibly in it.

Market and trade show execution

• Own the wholesale presence at market, including but not limited to New York Bridal Fashion Week, Chicago Bridal Market, and other markets including appointment calendar, stand staffing, lead capture, and post-show follow-up standards.
• Work closely with marketing on show communications and brand presence.
• Partner with marketing on the line sheets, hang tags, look books, and seasonal launch assets so the team sells from current, accurate materials.
• Qualify leads against territory eligibility at the point of capture, including restricted regions the division does not sell into.

Commercial and operational discipline

• Enforce CRM hygiene in HubSpot: every boutique, contact, and opportunity in system, staged accurately, with a dated next step.
• Run orders through the wholesale order platform (JOOR); partner with finance and credit on terms and payment structures, and with merchant operations on order confirmation, quality checks, and delivery.
• Apply the pricing model correctly on international accounts and navigate the unique operational needs of international markets.
• Deliver a monthly booked-versus-shipped forecast with early, honest risk and opportunity flags.
• Feed boutique-level demand signals back to merchandising and design: style-level sell-through, size range gaps, fabrication feedback, and price-point resistance.
• Identify and implement optimization opportunities in both systems and procedures.

What you bring

Required

• 6+ years in wholesale or B2B sales, including at least 2 years managing a sales team.
• Experience in apparel, bridal, accessories, or another seasonal, market-driven category, buying or selling into independent specialty retail.
• A demonstrable record of opening new doors — not only servicing an inherited book.
• Fluency with a wholesale order platform (JOOR, NuORDER, Brandboom or similar) and a CRM (HubSpot preferred).
• Working command of international commercial terms: DAP and other Incoterms, duty and Importer of Record implications, landed cost, and currency conversations.
• Ability to read a sell-through report and turn it into a buy recommendation a boutique owner will act on.
• Willingness to travel domestically and internationally, including multi-day markets and weekend show days (up to half of working hours per week at times).

Preferred

• Bridal or occasion-wear experience, with existing boutique-owner relationships in the US or UK/EU.
• Experience launching a wholesale channel or bringing a brand into a new geographic market.
• Experience designing territory models, quotas, or commission structures.

How you work

• Player-coach by instinct: you can close an account on Tuesday and run a pipeline review on Wednesday without dropping either.
• Direct with your team — clear about the numbers, specific in coaching, and quick to name a problem while it is still small.
• Comfortable with ambiguity, and willing to build the process rather than wait for it.
• Credible with boutique owners: you speak their economics, their floor space, and understand their bride.