OTB Group Director, Wholesale
- Employment
- Full-Time
- Seniority
- Director
- Department
- Wholesale, Commercial & B2B Sales
- Industry
- Fashion, Apparel & Leather Goods
- Posted
- May 15, 2026
About OTB Group
OTB (Only The Brave) is an independent, Italy-based fashion group that develops and manages a portfolio of global contemporary and luxury brands. The organisation is known for an entrepreneurial mindset, creative brand stewardship and an international commercial footprint, operating across wholesale, retail and digital channels.
OTB is hiring a Director, Wholesale in Milan, Italy — senior leader to drive wholesale strategy, key accounts and P&L for luxury fashion brands.
Role & Responsibilities
- Define and execute the global wholesale strategy to achieve revenue, margin and distribution objectives across key regions and channels.
- Own P&L responsibility for the wholesale business and deliver accurate forecasting, budgeting and quarterly performance reviews.
- Develop and maintain strategic relationships with multi-brand retailers, department stores, distributors and key accounts; negotiate commercial terms and seasonal placements.
- Lead, mentor and grow a cross‑functional wholesale team including account managers, regional leads and operational support.
- Coordinate with merchandising, marketing, production and supply‑chain teams to optimise product allocation, timing and sell‑through.
- Identify new market opportunities and channel partnerships, including concessions, shop‑in‑shops and strategic wholesale collaborations.
- Implement commercial KPIs, CRM practices and reporting to improve pipeline visibility, order conversion and replenishment cadence.
- Represent the brand at trade fairs, retailer meetings and seasonal global selling events; travel as required to support key accounts.
Qualifications
- Proven track record (typically 8+ years) in wholesale leadership within luxury or premium fashion, with experience managing multi‑market accounts.
- Demonstrable P&L ownership and success hitting revenue and margin targets in wholesale channels.
- Strong commercial acumen with experience negotiating complex wholesale agreements and managing distributor relationships.
- Experience leading and developing regional teams across EMEA/APAC/AMERICAS and working closely with merchandising and supply‑chain functions.
- Fluent business English; proficiency in Italian or another major regional language preferred.
Skills
Experience
Senior commercial experience in wholesale for luxury or premium fashion brands; proven history of managing major retail accounts, driving growth across multiple territories and leading multidisciplinary teams.
Education
Bachelor's degree in business, marketing, fashion management or related field; MBA or advanced commercial qualification preferred but not mandatory.
Workplace
The successful candidate will be located in Milan, Lombardy, Italy.
Culture
The workplace culture is entrepreneurial and brand‑centric, combining creative freedom with commercial rigor. Teams operate in an international, fast‑moving environment where collaboration across merchandising, marketing and operations is essential.
About Cerulean
Cerulean is the definitive career portal for the global luxury industry. We match exceptional professionals with exclusive opportunities at the world's most prestigious brands. From haute couture and fine watchmaking to prestige beauty, hospitality, and boutique retail, Cerulean centralises luxury employment to help you find the career for which you were destined.
Frequently Asked Questions
The luxury industry is characterised by a diverse and nuanced nomenclature. Esteemed houses frequently employ proprietary terminology, and even within a single organisation like OTB Group, titles may vary across global markets to reflect local conventions. To ensure absolute clarity, Cerulean assigns a standardised, industry-coherent canonical title to every listing. However, it is worth noting that this role is functionally synonymous with «Wholesale Director», «Head of Wholesale», «Director of Wholesale & Distribution», «Wholesale Sales Director», «Head of Wholesale Partnerships», and other variations. Our sophisticated search architecture anticipates these variations, ensuring that inquiries using related terms will seamlessly yield the exact roles you desire.