Sr. Director, Wholesale Sales

Sr. Director, Wholesale Sales

To be considered for this position please email your CV/Resume to

About Us

Charles & Colvard (Nasdaq: CTHR) believes luxury can be beautiful and conscientious. As an e-commerce-driven business, the Company uses innovative technology and sustainable practices to lead a revolution in the jewelry industry. As the original pioneer of lab-created moissanite, a rare gemstone formed from silicon carbide, Charles & Colvard delivers a brilliant product at a revolutionary value that meets the needs of today’s discerning customer. Jewelry consumers seek Charles & Colvard products because of their exceptional quality as well as their environmental and social responsibility. Charles & Colvard was founded in 1995 and is based in the Research Triangle Park, North Carolina. For more information, please visit

Position Summary:

The Sr. Director of Wholesale Accounts is responsible for achieving the sales, margin, and profitability targets for the wholesale division as well as managing the day to day operations of wholesale initiatives. This role manages key relationships with retailers and distributors and finds creative ways to grow sales in these channels. Additionally, this position oversees the new business development initiatives for the company, attracting and recruiting new wholesale accounts, both domestically and internationally. They will build Charles & Colvard as the premier brand of moissanite in both loose gemstones and finished jewelry while keeping a finger on the pulse of the changing global competitive landscape. This position is also responsible for managing, developing and training a team of Account Executives and the Business Development function that oversees the company’s wholesale channels including brick and mortar retail, gemstone and jewelry distributors, drop ship retail, and online pureplay accounts. This individual will partner daily with their counterparts in the Retail segment, as well as with executive management and cross-functional partners to deliver company financial targets in both sales and gross margin, while delivering on quarterly corporate goals and strategies.

Essential Duties and Responsibilities

  • Work closely with SVP of Sales and collaboratively with the executive management team to execute the company’s key strategies
  • Accurately plan and forecast revenue, margin contribution, and expenses for wholesale channels on a monthly, quarterly, and annual basis
  • Creatively and effectively champion the awareness and growth of C&C brands across wholesale channels
  • Build strong relationships and loyalty across all wholesale customers
  • Develop communication, training, and support programs in collaboration with marketing for collateral support (print, digital, video, podcasts, etc.,) and distribution
  • Prepare sales proposals, promotional opportunities, and key item presentations and present to key retail partners at all levels, including executive levels, for both existing and new businesses
  • Partner with sales team and other staff to build pipeline
  • Manage and update sales pipeline with relevant sales cycle information
  • Research accounts, identify key players, and manage potential customer information
  • Develop sales strategies to engage and capture attention of prospective clients
  • Generate innovative ideas to engage prospective customers
  • Oversee development of sales reports and style-sales analyses at both SKU and store level
  • Develop replenishment plans working closely with finance department and executive management team
  • Oversee assortment style-outs, attribution, content/imagery/asset development
  • Work closely with marketing to create displays, marketing assets, and merchandising guides that meet customers’ needs
  • Serve as a brand ambassador with new and existing customers at local and national trade shows, special events, trunk shows, or other events featuring our brand and our products
  • Review and negotiate existing, renewal, and new contracts with distributors and retailers
  • Train, develop, and motivate a team of Account Executives and the Business Development function to work autonomously with selected accounts to strengthen partnerships, forecast and plan the business, and ultimately increase revenue and margin contributions


  • Strong track record of meeting and exceeding revenue and margin growth targets
  • Strategic thinker with experience in growing national department and jewelry store business, both brick and mortar and e-commerce
  • Experienced in distributor, wholesale and retail models; preferably in fine jewelry and/or precious gemstone product categories
  • A collaborative individual who thrives working both independently and within a team environment
  • Ability to communicate and collaborate with colleagues at all levels from junior staff to executive management and board of directors
  • Excellent written and verbal communication, strong editing skills with polished presentation skills

Accountabilities & Performance Measures

  • Meet or exceed revenue and margin goals of the company’s wholesale segment
  • Work with Inventory Planning Manager to ensure wholesale pricing models reflect and achieve markup, markdown, obsolescence, and gross margin plans
  • Request and share partner forecasts to provide visibility to Inventory Planning and Operations in order to maintain appropriate levels of inventory on a monthly basis
  • Collaborate with SVP of Sales to develop seasonal financial plans and forecasts for the division and individual business units that meet the expectations of the company
  • Deliver all other assigned corporate goals designed to grow the company as a whole, both with customers and product offerings, as well as with programs designed to help us operate more efficiently


  • Highly collaborative individual with strong interpersonal skills and the ability to build strategic working relationships with team members at all levels across the organization and external stakeholders, including executive management
  • Demonstrated ability to discretely handle highly confidential and sensitive information
  • Strong analytical/math skills, including retail math
  • Proficient in Microsoft Office, advanced Excel skills
  • Ability to work under pressure to meet deadlines
  • Ability to solve problems and recommend solutions
  • Ability to adapt as the external environment and organization evolves.

Education and Experience

  • Bachelor’s degree or higher in merchandising, marketing, e-commerce, or related field
  • 10+ years of experience in wholesale sales and/or retail sales
  • Minimum of 5 years managing a team of two or more Account Executives and/or Business Development Managers
  • Previous Jewelry/Accessories sales experience preferred
  • Experience interfacing with executive management and board of directors in a publicly traded company preferred