An Account Manager manages client accounts for a company. Develops and maintains communication with company clients, promotes sales and services, and works to resolve problems Accounts may be for product sales, advertising or marketing services or financial services such as banking.
Ettika Los Angeles, CA | Full-Time | In-Office/Hybrid About Ettika Ettika is a Los Angeles-based fashion jewelry and accessories brand with a strong wholesale and direct-to-consumer business. Our products are sold through major national retailers including Nordstrom, Macy's, Von Maur, Shopbop, Revolve, and others. We are looking for an experienced, highly motivated Senior Wholesale Account Manager to manage and aggressively grow a portfolio of our key retail accounts. This is not a passive account-management position. We are looking for someone who understands how department-store businesses operate, knows how to read the business, builds strong buyer relationships, identifies opportunities quickly, and consistently pushes for reorders, replenishment, additional styles, increased depth, and expanded distribution. What You'll Own You will directly manage a portfolio of approximately 5-8 major wholesale accounts , which may include: Nordstrom/Nordstrom Rack Macy's Von Maur Shopbop Revolve Additional department stores, specialty retailers, and national accounts Your responsibility is not simply to maintain these accounts. Your responsibility is to grow them. What You'll Do Drive Existing Account Growth Actively manage each account with a focus on increasing annual sales.
Identify opportunities for:
Reorders Replenishment / RP programs Increased order depth Additional SKU placement Door expansion New classifications and categories Seasonal and in-season opportunities We expect you to proactively bring opportunities to buyers rather than waiting for buyers to come to us. Analyze the Business Weekly Review account performance every week, including: Sales by style Units sold Sell-through Weeks of supply Inventory levels Top and bottom performers Performance by door Performance by classification Replenishment opportunities Stock-outs and missed sales opportunities Use this information to develop clear recommendations and immediately act on them. If a style is working, we want to know: How do we get the retailer to buy more? If a classification is outperforming, we want to know: What else should we be selling them? If certain doors are outperforming, we want to know: How do we expand distribution? Own Buyer Relationships Develop strong relationships with buyers, assistant buyers, planners, DMMs, and other key decision-makers. Maintain consistent communication with accounts throughout the year—not just during market appointments. Follow up aggressively and professionally. Understand each retailer's customer, assortment strategy, price points, classifications, calendar, and internal buying process. Build Replenishment Business We are particularly interested in candidates with experience building replenishment / RP businesses within department stores. Identify styles that should become replenishment programs. Monitor existing RP styles and make sure inventory supports the opportunity. Work with buyers and planners to increase replenishment levels and identify additional evergreen styles that can become long-term programs. Sell Newness Ettika develops a significant amount of new product. You will work closely with our internal design, merchandising, inventory, and leadership teams to identify the right products for each retailer. You should be comfortable looking through a large assortment and quickly identifying: "These are the 10-15 styles I believe this buyer needs to see." You will regularly pitch new styles, colors, classifications, capsules, exclusives, and other opportunities based on what the data and retailer are telling us. Market & Account Meetings Prepare for and lead buyer appointments, line reviews, market meetings, and seasonal presentations. Build presentations and assortments around actual opportunities rather than simply showing an entire collection. Follow every meeting with clear next steps and consistent follow-up until opportunities are closed. Work Cross-Functionally This is an in-office Los Angeles position. You will work directly alongside our: Design team Merchandising team Inventory/production team Operations team Marketing team Executive leadership We want our salesperson close to the product and close to the team. When new samples arrive or an opportunity comes up, we want you to be able to react immediately. We want you focused on selling and growing the business. Who We're Looking For Ideally, you have: 5+ years of wholesale sales or major account management experience Direct experience managing department stores or major national retailers Experience working with buyers and planners Strong understanding of retail math and sell-through Experience identifying and securing reorders Experience with replenishment / RP programs Experience growing existing accounts Experience presenting line reviews and seasonal assortments Strong Excel and reporting skills Experience using retail reporting platforms such as Skypad or similar systems Strong organizational and follow-up skills Excellent written and verbal communication Ability to manage several large accounts simultaneously Fashion jewelry, accessories, handbags, footwear, apparel, beauty, or another fashion/lifestyle category experience is strongly preferred. The Personality We Want Experience matters, but attitude matters just as much.
We want someone who is:
Aggressive about finding opportunities Positive and excited about selling Competitive Highly responsive Resourceful Persistent without damaging relationships Comfortable picking up the phone Comfortable asking buyers for more business Analytical enough to find opportunities in the numbers Organized enough to follow through on them Excited to work closely with a fast-moving entrepreneurial team You should not need to wait for someone to tell you what opportunity to pursue. If you see something happening in the business, we expect you to investigate it and act. What Success Looks Like Within your first several months, we expect you to understand each assigned account well enough to clearly explain: Where the account is growing Where it is declining Which styles are driving the business Which styles need reorders Which styles could become RP Which classifications are underdeveloped Which doors should receive greater distribution What new products should be pitched What opportunities we are currently leaving on the table Ultimately, your performance will be measured by one thing: Are the accounts you manage growing? We are looking for someone who genuinely enjoys selling, building relationships, analyzing the business, and finding the next opportunity.
Pay:
$75,000.00 - $120,000.00 per year Application Question(s): Which department stores or major national retailers have you personally managed? For each, briefly describe your responsibility and approximate annual sales volume you managed. Tell us about an existing retail account you personally grew. What were annual sales when you took it over, what did you specifically do to grow it, and what did the business grow to? You review Monday's sales report and discover that several styles at a major department store are selling significantly faster than expected. Walk us through exactly what you would do over the next 48 hours to turn that information into additional orders. Describe your experience with replenishment/RP programs. Have you personally identified styles for replenishment, presented the opportunity to a buyer/planner, and grown an RP business? Please give a specific example if possible. A buyer you have a strong relationship with has not responded to three emails regarding a reorder opportunity you believe could generate significant business. What do you do next? What is your desired salary? When are you available to start if hired?
