Vice President of Sales - Off Price Accounts (Accessories Division)

About the Role: Collection XIIX (C18) is a leading wholesale fashion accessories company with a portfolio spanning handbags, belts, scarves, hats, and cold weather accessories, sold to the nation’s top department stores and retail partners. We are seeking a Vice President of Sales to lead and grow our off-price accessories business—a hands-on leader with strong buyer relationships, sound merchandising instincts, and a proven ability to drive profitable growth. This role is responsible for sales strategy, key account development, new business prospecting, and team leadership. The VP will partner closely with Design, Product Development, Planning, Production, and Operations to deliver compelling assortments that meet customer needs and company revenue and margin goals.

Sales Strategy and Profitable Growth: Develop and execute annual and seasonal sales plans to achieve revenue and gross margin targets across the off-price accessories business. Build and regularly review forecasts, account performance, and category opportunities; adjust strategies to address risks and capture growth. Expand business within existing accounts through new categories, brands, programs, and broader distribution. Analyze customer selling information, market trends, and the competitive landscape to guide account strategies and product recommendations.

Key Account Management and New Business Development: Lead senior-level relationships with buyers and merchant leadership at major off-price retailers, building long-term partnerships and a deep understanding of each account’s needs. Negotiate pricing, terms, and volume commitments to deliver profitable outcomes and support sustainable account growth. Lead customer presentations, market appointments, and strategic account reviews, tailoring assortments and proposals to each retailer’s price points and merchandising priorities. Establish a disciplined prospecting process to identify, qualify, and prioritize new accounts; maintain a pipeline and review progress regularly with the team and senior leadership.

Product and Category Strategy: Partner with Design and Product Development to develop customer-specific assortments aligned with target costs, quality expectations, retail pricing, and delivery requirements. Identify opportunities for brand launches, category expansion, core styles, and replenishment programs across the accessories portfolio. Communicate buyer feedback, selling results, and competitive insights to inform seasonal product development and assortment decisions. Collaborate with Planning, Production, and Operations on inventory needs, order execution, and delivery priorities to support customer commitments.

Team Leadership and Cross Functional Partnership: Lead, coach, and develop sales team members, setting clear performance expectations and conducting regular business and prospecting reviews. Mentor team members through customer meetings, presentations, and negotiations, sharing best practices for evaluating and pursuing new revenue opportunities. Strengthen processes for account planning, forecasting, prospect tracking, and sharing market intelligence across the sales organization. Partner with senior leadership on sales priorities, team development, and effective use of resources; promote collaboration and accountability across departments.

Qualifications: RequiredProgressive wholesale sales experience in fashion accessories, apparel, or a related category, including sales leadership experience and a strong track record in the off-price channel. Demonstrated success achieving revenue and margin goals, growing major accounts, and securing new business. Established relationships with major off-price retail buyers and merchant teams, with a thorough understanding of off-price buying practices, pricing expectations, and product requirements. Strong financial and analytical skills, including sales forecasting, margin analysis, and strategic account planning. Proven negotiation, communication, and presentation skills, with the ability to build relationships at multiple levels of a retail organization. Experience working closely with Design, Product Development, Planning, and Production to translate customer needs into commercially successful assortments. Ability to lead and develop a sales team while remaining actively involved in account management and day-to-day execution. Proficiency in Microsoft Office, particularly Excel and PowerPoint; experience with wholesale or ERP systems is a plus. Ability to travel for market appointments, customer meetings, and retail visits as needed.

Preferred: Experience selling handbags, belts, scarves, hats, or cold weather accessories. Relationships with retailers such as TJX/Marmaxx, and Burlington. Experience managing licensed brands and developing customer-specific product programs. Background in retail buying or merchandising; familiarity with NuORDER, RLM, or similar wholesale platforms. What Sets You ApartYou combine strategic sales leadership with strong merchandising judgment and hands-on execution. You proactively pursue new business and turn market intelligence into actionable growth opportunities. You build lasting customer relationships and help colleagues strengthen their skills. You thrive in a fast-paced environment and balance immediate priorities with long-term business goals.

What We Offer: Competitive base salary, performance bonus, and comprehensive benefits, including medical, dental, vision, and 401(k).Direct partnership with executive leadership and meaningful influence over product, strategy, and revenue. An entrepreneurial environment with opportunities to build, innovate, and shape C18’s next phase of growth. Collection XIIX is an equal opportunity employer committed to an inclusive environment for all employees.