Account Executive

WHERE YOU CONTRIBUTE

You are the commercial owner for a defined portfolio of wholesale accounts across the Americas. You translate brand and product strategy into customer‑level plans that grow full‑price revenue, deepen consumer connectivity, elevate brand presentation, and optimize distribution. You partner closely with cross‑functional teams (Sales, Marketing, Merchandising, Operations, Finance, Customer Service) to deliver best‑in‑class sell‑in, sell‑through, and account experience. Your work ensures that the consumer is at the heart of every decision - through data‑led assortments, segmentation strategy, and market‑right distribution.

CORE ACCOUNTABILITIES

Commercial Strategy & Delivery

• Build robust seasonal and annual account plans aligned to financial targets (revenue, volume, mix, margin, door strategy).
• Deliver account growth through strong pre‑season planning, pipeline management, and disciplined in‑season execution.
• Lead seasonal sell‑in (pre-lines, line reviews, business reviews), ensuring accurate forecasts and timely orderbook conversion.
• Identify new business opportunities and drive business development efforts, supporting strategic partner expansion while protecting premium brand positioning.

Assortment, Segmentation & Distribution

• Own the assortment build and segmentation strategy for your accounts, ensuring product alignment to consumer needs, channel tiers, and brand principles.
• Shape distribution strategy within the US and the broader Americas region; optimize door penetration, units per door, and branded space execution.

Sell‑Through Acceleration & In‑Season Management

• Analyze weekly performance to identify risks and opportunities; driving actions that enhance full‑price sell‑through and drive at once chase.
• Partner with Merchandising, Marketing and Operations to optimize replenishment, in‑store presentation, and activation plans.
• Minimize aged stock through proactive proposals and collaborative planning.

Cross‑functional Partnership & Communication

• Work with Marketing to ensure consumer clarity, effective campaigns, and relevant storytelling.
• Liaise with Operations, Customer Service, Credit and Finance to ensure OTIF delivery, service excellence, and healthy account compliance.
• Provide data, insights, and reporting that inform leadership and cross‑functional stakeholders.

Pricing, Margin & Compliance

• Prepare pricing, discounting and clearance recommendations within global guardrails.
• Maintain margin discipline through informed assortment recommendations, negotiation, and mix optimization.

Market, Consumer & Competitive Insight

• Monitor trends in consumer preferences, retailer performance, competitor positioning, and product opportunities.
• Feed insights into brand, product and go‑to‑market teams to support future seasonal planning.

Relationship Management & Representation

• Responsible for navigating account orderbook and trade negotiations to deliver internal account forecasts.
• Build long‑term, trust‑based partnerships with wholesale accounts at all levels.
• Conduct regular account visits to strengthen relationships, review brand presentation, drive sell‑through and reinforce distribution strategy.

Data, Tools & Reporting Excellence

• Maintain strong command of forecasting tools, ERP systems, reporting platforms, and performance dashboards.
• Deliver accurate and timely forecasts, demand signals, and business updates.

KEY SKILLS & CAPABILITIES

Experience & Expertise

• Proven experience in Sales, Account Management, Merchandising, Product, or related fields, ideally within footwear, fashion, lifestyle or consumer categories.
• Proven experience leading wholesale account portfolios - regional, key accounts, or premium/energy-tier partners.

Commercial & Analytical Acumen

• Strong command of revenue, margin, ASP, full-price mix, and sell-through drivers.
• Highly capable of interpreting data, spotting patterns, and converting insight into action.

Cross-functional Influence

• Excellent communication, storytelling, and presentation skills; able to align cross-functional groups around shared goals.
• Able to build strong relationships across Marketing, Merchandising, Operations, Finance, and Customer Service.

Planning, Execution & Organization

• Highly organized, strong time management and prioritization capability.
• Comfortable balancing strategic planning with hands-on daily execution.

Category & Culture Fluency (for Energy portfolios)

• Understanding of fashion, street, and youth culture communities; networked within relevant industry circles.
• Able to lead partnerships, collaborations, and pinnacle distribution opportunities.

Tools & Technical Skills

• Proficient in Microsoft Office (Excel, PowerPoint).
• Familiar with ERP systems and sales reporting tools.

Other Requirements

• Self-motivated and comfortable working in a fast-changing environment.
• Ability to travel domestically and internationally (typically 25–40%, dependent on account base).
• Ability to lift up to 30 lbs and work a standard 40+ hour week with or without accommodations.

We live and breathe Rebellious Self Expression at Dr. Martens, and there are 3 core values at the heart of it. They never stand alone, but work together as a balancing act of rights and responsibilities to support how we work together at DMs.

BE YOURSELF. ACT COURAGEOUSLY. SHOW YOU CARE.

At DM your technical capability will go hand in hand with the below:

• Great relationship management that delivers results through effective teamwork
• You’ll be a proud custodian to our DM’s culture, embodying what we stand for and encouraging others to do the same
• You’ll help build a highly engaged team – ensuring a collaborative culture and providing guidance & support to other team members
• You will take ownership for your own development, proactively seeking out feedback to build self-awareness
• You will bring the outside-in; you’ll share best practice across the team/business and encourage ideas sharing as well as collaborative problem solving
• You’ll lead the way and role model on all things DE&I & wellbeing

WHAT'S IN IT FOR YOU?

• Welcome to the brand pair of Docs
• Employee discount of 65% off footwear and 50% on accessories
• Early Friday finish in the summertime
• Hybrid work schedule
• Affordable & comprehensive Medical, Dental & Vision packages
• Our Employee Assistance Program – for when times might get tough
• 401(k) Pre-Tax and Roth Retirement savings plans
• DM Foundation, supporting and empowering our communities around the world
• Paid volunteer hours

PAY DETAILS

• $80,000 - $105,000 per year.
• Exact compensation may vary based on skills, experience, and location.

We strive to create an accessible and inclusive application and selection process. We are committed to working with and providing reasonable accommodation to job applicants who may require provisions to participate in the recruitment, selection and/or assessment processes. Should you require an accommodation, please contact our Talent Acquisition team, by email at jobs@drmartens.com and we will work with you to meet your accessibility needs.

At Dr. Martens, we are committed to creating an environment in which we can all be our best and bring our authentic selves to work. We encourage applications, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, age, veteran status, or disability. Diverse and inclusive teams have a positive impact on our brand; helping us to authentically speak to our consumers.

We strive to develop a business where our people can thrive and feel empowered to express themselves. Because we believe everyone should feel supported and included, whatever their role in the Dr. Martens community.