Jobs

Job Description:

Wholesale Sales Manager

Islander is a fast-growing Scottish accessories and lifestyle brand, known for combining contemporary design with Harris Tweed® and tartan. Our products are sold through our own retail stores, e-commerce website and a network of over 800 stockists globally. Alongside our retail and wholesale business, we operate popular handbag-making workshop experiences across Edinburgh, St Andrews and London. As Islander continues to grow across the UK and internationally, we are now looking to strengthen the commercial leadership of our wholesale channel.

Role purpose

To drive wholesale revenue by growing sales from Islander’s existing stockists, winning new accounts and identifying new market opportunities. The role has full ownership of wholesale sales performance and Islander’s trade-show programme.

Key responsibilities

Wholesale sales performance

Take ownership of wholesale revenue and agreed sales targets.
Develop and implement a clear wholesale sales plan.
Monitor sales performance by account, product, collection and territory.
Produce monthly and seasonal sales forecasts.
Maintain an active sales pipeline with values, stages and next actions.
Report results, opportunities and risks to senior management.
Identify the actions required when performance falls behind target.
Existing stockist development

Build strong commercial relationships with Islander’s stockists.
Maintain regular, proactive contact with priority accounts.
Review account performance and identify opportunities to increase sales.
Present new collections, seasonal launches and bestselling products.
Encourage timely and appropriate reordering.
Identify declining or inactive accounts and develop reactivation plans.
Arrange regular account reviews with key stockists.
Gather commercial feedback from stockists and share relevant findings internally.
New business development

Identify and approach suitable prospective stockists.
Research opportunities across the UK and international markets.
Arrange sales calls, meetings and product presentations.
Manage prospects from initial contact through to opening order.
Qualify potential accounts to ensure they are commercially suitable for Islander.
Set and achieve targets for outreach, meetings, new accounts and opening-order value.
Maintain accurate records of prospective accounts and follow-up activity.
Trade-show management

Take full ownership of Islander’s wholesale trade-show programme.
Research and recommend suitable trade shows.
Assess each event based on audience, cost and likely commercial return.
Prepare proposed budgets and commercial objectives.
Manage applications, bookings, deadlines and event planning.
Coordinate samples, product selection, displays, sales materials, transport and staffing.
Set sales and lead-generation targets before each show.
Lead customer meetings, presentations and selling at trade shows.
Ensure every viable lead is recorded and followed up promptly.
Report on orders, pipeline value, conversion and return on investment.
Recommend whether Islander should repeat, expand or withdraw from individual events.
Commercial analysis

Analyse wholesale sales, bestsellers and underperforming products.
Monitor customer demand, market trends and competitor activity.
Identify opportunities by product, territory, customer type and price point.
Recommend which products and collections should receive greater sales focus.
Provide evidence-based feedback to product development, inventory and marketing.
Identify gaps in Islander’s wholesale range or commercial offering.
Sales campaigns and materials

Plan wholesale activity around product launches and seasonal opportunities.
Brief the marketing and design teams on required wholesale campaigns and materials.
Ensure stockists receive appropriate imagery, product information and sales support.
Recommend merchandising or promotional activity for key accounts.
Measure the sales generated by wholesale campaigns.
Coordinate promotional activity with available stock and production capacity.
Cross-departmental working

Communicate effectively with the wholesale team to ensure new accounts, sales activity and customer requirements are supported operationally.
Work collaboratively with inventory, production, marketing, design, finance and senior management to support wholesale growth and ensure sales plans are commercially deliverable.
Salary starting from £40,000 per annum.

Benefits:

Company car
Employee discount
Free parking
Private medical insurance
Work Location: In person

Application Deadline: Wednesday 29/07/2026