The primary role is to act as the main point of contact between a fashion brand (manufacturer or wholesaler) and its retail customers (department stores, boutiques, online retailers) to secure wholesale orders
Key Responsibilities often include:
Sales and Client Management: Selling apparel, accessories, or footwear in bulk to existing and prospective retail clients. This involves developing new business and maintaining relationships with wholesale customers. Showroom and Market Operations: Merchandising collections in a permanent showroom and traveling to trade shows (like MAGIC or COTERIE, as mentioned in your emails) to present new collections. Order Fulfillment: Managing client orders, negotiating pricing and terms, and working with cross-functional teams to ensure timely and complete order fulfillment. Market Analysis: Analyzing and monitoring the market and sales to provide the company with input and help set sales budgets and forecasts. Presentation: Showing samples, catalogs, and illustrations of the company's product line, and potentially organizing special events or product launches. Required Skills and Experience
To excel in this role, a representative needs a blend of fashion knowledge, sales acumen, and professional soft skills.
The qualification skills for a Wholesale Representative, also known as a Wholesale and Manufacturing Sales Representative, generally fall into three main categories: technical skills, soft skills, and educational background.
Here are the key qualifications and skills: Core Skills & Qualities Relationship-Building and Interpersonal Skills: The ability to work well with different types of people and build strong, long-term relationships with clients is crucial for generating repeat business and referrals. Effective Communication: This includes both speaking clearly and concisely, as well as excellent writing and presentation abilities for interactions via email, video, or in-person. Product Knowledge: An in-depth understanding of the product line, inventory, and specifications is necessary to accurately present benefits, field customer queries, and counter objections. Sales Acumen and Closing: Strong persuasion and negotiation skills are key to driving sales targets and effectively moving prospects through the sales cycle. Prospecting and Discovery: The skill to strategically identify new business opportunities, research potential buyers, and ask intelligent questions to uncover their specific needs and business challenges. Active Listening: A critical skill for gathering valuable information by listening more than speaking, which helps a rep frame their pitch to address a customer's specific pain points. Time Management and Organization: Necessary for effectively managing accounts and handling the process of order fulfillment and customer follow-up. Self-Confidence and Optimism: A confident and persuasive demeanor is important for sales presentations and maintaining composure, while optimism helps a rep persevere despite hearing "no" often. Technical & Business Skills Business Acumen: The ability to understand the factors affecting customers and use business-level information to discuss relevant pain points and return on investment (ROI). Tech-Savviness: Familiarity with customer relationship management (CRM) software, sales ordering systems, and basic proficiency with tools like Microsoft Office are typically required. Social Selling: Understanding how to use platforms like LinkedIn for engaging with prospects and creating personalized outreach. Education and Training
Educational requirements can vary based on the complexity of the products being sold: Non-Technical Products: A high school diploma is generally sufficient for entry-level roles selling nontechnical products. Scientific or Technical Products: Sales representatives in these fields (e.g., pharmaceuticals, medical instruments) typically require at least a bachelor's degree in a field related to the product being sold, such as agriculture or biology. Training: Many companies offer formal training programs for new representatives, and many reps also attend seminars or take courses in marketing, economics, and communication to enhance their sales abilities.