Director of Wholesale & Franchise

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Established in Somerset in 1971, Mulberry has grown to be the largest maker of luxury leather goods in the United Kingdom. With a contemporary take on British heritage and a focus on responsible craft, our ambition is to create progressive luxury.

Sustainability has been part of the Mulberry ethos since the brand's inception, and in 2024 we proudly achieved B Corp Certification.

Today, we are a global brand, but our values remain the same; we are committed to improving our impact on people and the planet. If these are values you share, we would love you to join our team.

The Role:

As the Director of Wholesale and Franchise, you will be responsible for overseeing and driving the growth and success of the global franchise and wholesale operations of the business. This includes developing and executing strategies that expand our brand's presence in key markets, including Europe, the US, and Japan.

You will manage all partner franchise and wholesale accounts, ensuring that our products are represented in alignment with the brand's image and positioning to maintain brand consistency, operational excellence, and financial performance.

Duties & Responsibilities:

Strategy & Planning:

1. Develop and implement a comprehensive wholesale and franchise strategy to significantly grow market share and increase revenue in line with the brand's overall business objectives.
2. Identify and pursue new opportunities in domestic and international markets for wholesale and franchise, identifying new partners and targeting high-end department stores globally.
3. Analyse market trends, competitors, and customer insights to make data-driven decisions that enhance wholesale and franchise operations.
4. Lead the onboarding process for new franchisees and stores, ensuring that all partnerships champion Mulberry global retail best practices across all areas of their business.

Account Management:

1. Extensive knowledge of developing and managing customer accounts globally.
2. Build and maintain existing relationships with key wholesale and franchise partners, ensuring that the brand is represented globally.
3. Negotiate wholesale contracts, pricing structures, and product allocations with partners, optimising margins and brand exposure.
4. Negotiate and execute franchise agreements, ensuring compliance with legal, financial, and operational terms.
5. Conduct regular business reviews with partners to evaluate sales performance and identify growth opportunities, providing feedback and coaching.
6. Engage franchise partners in retail development projects such as OMNI, customer experience, clienteling, and other retail-led initiatives.

Product & Inventory Management:

1. Collaborate with Buying & Merchandising and Product Merchandising teams to ensure the right product assortment is presented to wholesale and franchise clients.
2. Work closely with supply chain, logistics, and Market Support to ensure adequate product availability for clients to meet demand.
3. Monitor and report on sales performance and trends across different accounts and regions.

Brand Representation:

1. Partner with the visual merchandising team to ensure you are aware of all VM directives and brand guidelines.
2. Ensure that wholesale and franchise partners align with the brand's image and positioning in all sales channels.
3. Partner with marketing teams to support partners in localised marketing initiatives to drive growth and enhance brand awareness.
4. Develop new policies and procedures that support the franchise and wholesale business.

Budgets & Forecasting:

1. Manage wholesale and franchise budgets, forecasts, and financial goals, ensuring profitability while maintaining the brand's luxury standards.
2. Track sales performance, prepare regular reports, and present findings to senior leadership.
3. Develop pricing strategies in collaboration with finance and executive leadership, keeping competitive pricing and brand exclusivity in mind.
4. Ensure profitability by managing costs, negotiating favourable terms with suppliers, and optimising operational efficiency.

The Team:

1. Lead, mentor, and develop a high-performing team, ensuring alignment with the brand's values and strategic goals.
2. Set performance targets for the team, track progress, and provide guidance and support to achieve sales objectives.
3. Foster a collaborative and dynamic team environment, encouraging innovation and strategic thinking.
4. Work collaboratively and cross-functionally with all key stakeholders.

Culture:

1. Understand and demonstrate the Mulberry employee values and behaviours: Be Bold, Be Imaginative, Be Open, Be Responsible.
2. Support Mulberry to deliver an inclusive culture.
3. Act as an ambassador for Mulberry and communicate positively about the brand.

Sustainability:

1. Incorporate environmentally responsible practices into your work wherever possible.
2. Support to foster an environment where diversity is embraced and all individuals feel valued, respected, and included.

Skills & Experience Required:

1. Strong network of relationships within the global luxury retail sector.
2. Exceptional negotiation, communication, and relationship-building skills.
3. Strong analytical and problem-solving abilities.
4. Excellent interpersonal and leadership skills.
5. Demonstrates a 'can do' attitude and is solutions orientated.
6. Proficiency in wholesale management software, CRM systems, and advanced Excel skills.
7. Demonstrable track record of driving sales and profit in new and existing markets.
8. Strategic thinker with strong commercial acumen.
9. The ability to drive results through a high performing team.

Mulberry is an equal opportunities employer and we are passionate about hiring and developing the best talent. All hiring decisions are made only on the basis of qualifications, skills or experience and as they relate to the particular role. If you need us to make any adjustments to our application or interview processes to enable you to be at your best, please email us at talent@mulberry.com.