TERRITORY SALES MANAGER / WHOLESALE ACCOUNT MANAGER | VIC
Location: Victoria, Australia
Employment Type: Full-time
Package: Competitive base salary + superannuation + vehicle allowance + uncapped sales commission
About the Brand
Represent an established Australian lifestyle brand with a heritage dating back to 1999 and a strong reputation across the premium fashion, lifestyle and gift market.
Built on a solid wholesale foundation, the business is known for its quality, elevated design aesthetic and commitment to sustainability. Its approach to slow fashion is complemented by a contemporary, trend-conscious perspective, creating distinctive seasonal collections that resonate with a loyal and well-established retail customer base.
With an established network of independent retailers and opportunities to expand into new accounts and categories, the business is focused on strengthening its wholesale relationships and unlocking the next stage of territory growth.
This is an opportunity to represent a desirable Australian brand, work closely with retailers across Victoria and make a tangible impact on its continued success.
About the Opportunity
We are seeking an energetic, commercially minded Territory Sales Manager / Wholesale Account Manager to manage and grow an established portfolio of wholesale accounts across metropolitan and regional Victoria.
This is a relationship-driven, field-based sales role suited to someone who enjoys being out in the market, building strong retailer partnerships, presenting seasonal collections and identifying opportunities to grow sales.
While maintaining the high level of service expected by existing customers is essential, the opportunity extends well beyond account maintenance. You will be responsible for identifying untapped potential within current accounts, increasing product penetration, driving replenishment and developing new business across targeted locations.
Working closely with the head office team, you will play an important role in connecting the brand with its retail partners, strengthening its market presence and supporting sustainable wholesale growth.
What’s on Offer?
A competitive base salary plus superannuation.
Vehicle allowance and tools of trade.
Sales commission, with the opportunity to increase earnings through strong performance.
Flexible working arrangements, including hybrid work-from-home options where appropriate.
Support from a collaborative head office team.
The opportunity to represent an established Australian brand with a loyal customer base and genuine growth potential.
Autonomy to manage your territory and make a meaningful commercial contribution.
Interested?
If you are a motivated wholesale or territory sales professional who enjoys building retailer relationships and growing a product-led business, we would love to hear from you.
Apply now or get in touch for a confidential discussion to learn more about this opportunity.
Interested? Email your CV to Juliana@whointhezoo.com.au or apply via the link for a confidential discussion in the new year.
*Only suitable candidates will be contacted in relation to their application.
Hiring Consultant: Juliana
Job Code: 1700785
Please note that only those applicants who fit the brief will be contacted in relation to their application.
RESPONSIBILITIES +
Wholesale Account Management
- Build and maintain strong, long-term relationships with an established portfolio of wholesale customers.
- Deliver a high level of personalised, sales-driven customer service through regular store visits, phone calls and email communication.
- Understand each retailer’s customer base and identify opportunities to improve product selection, stock availability and sales performance.
- Proactively manage reorders, replenishment and in-season sales opportunities.
- Support retailers with product information, brand assets and resources that help them promote the brand effectively. Territory Growth & New Business Development
- Identify, target and develop new wholesale accounts across metropolitan and regional Victoria.
- Research potential retailers, assess their suitability for the brand and proactively initiate new business conversations.
- Develop existing accounts by identifying gaps in product ranges, opportunities for additional product categories and potential for increased retail space.
- Build relationships with independent retailers as well as relevant professional and national buyers.
- Use digital research, social media and other prospecting tools to identify new business opportunities. Seasonal Collections & Product Presentation
- Present two seasonal collections each year to existing and prospective wholesale customers.
- Conduct collection presentations at retailer locations and seasonal launches, including hotel-suite presentations where required.
- Recommend appropriate product selections and quantities based on each retailer’s customer profile, sales opportunities and commercial requirements.
- Support the placement and ongoing visibility of brand display units within retail stores.
- Merchandise products during store visits, checking presentation, stock availability and opportunities to improve sell-through. Commercial Performance & Reporting
- Work towards agreed sales, account development and territory KPIs.
- Monitor account performance and identify opportunities to improve sales, reorders and overall account value.
- Maintain accurate customer information, sales activity and pipeline data.
- Prepare weekly and seasonal reporting on sales performance, account development and territory opportunities.
- Provide market intelligence, competitor observations and retailer feedback to the head office and design teams. Digital & Operational Collaboration
- Use the CRM platform, inventory systems and B2B Shopify store to support effective account management and sales growth.
- Encourage retailers to use available brand assets across their own e-commerce platforms, social media and digital marketing.
- Work collaboratively with head office to support customer service, order management and account-related administration.
- Assist with accounts receivable follow-up where required.
- Contribute to trade events, seasonal collection launches and other brand initiatives.
REQUIREMENTS +
You are a proactive, relationship-focused sales professional who combines strong account management skills with a genuine drive to grow revenue. You enjoy working autonomously in the field, building trust with retailers and identifying commercial opportunities that others may overlook. You understand that successful wholesale sales are about more than taking orders — they require product knowledge, thoughtful recommendations, consistent follow-up and a strong understanding of each retailer’s business. You will ideally bring:
- Demonstrated success in a territory sales, wholesale sales, account management or business development role.
- Experience managing and growing an established customer portfolio while developing new business.
- Exposure to a quality, design-led product environment, ideally across fashion, accessories, footwear, jewellery, homewares, gifts, lifestyle or baby and children’s products.
- Strong relationship-building, negotiation and communication skills.
- A commercial mindset and the ability to identify opportunities for account growth, replenishment and increased product penetration.
- Confidence presenting seasonal collections and recommending product ranges to retailers.
- Strong organisation and time-management skills, with the ability to plan an efficient territory schedule.
- Competence using CRM systems, Excel and inventory or sales platforms.
- An interest in e-commerce, digital marketing and social media as tools for wholesale business development.
- A current driver’s licence and access to a car, with the ability to travel throughout metropolitan and regional Victoria.
- Experience with B2B e-commerce platforms is advantageous. Familiarity with specific systems is not essential if you are comfortable learning new technology.