Bluebella
Head of Wholesale
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Location: Hoxton, East London (Hybrid)
Job Type: Permanent, Full Time
Salary: £65,000–£70,000 base salary + uncapped performance bonus (realistic first-year OTE £80,000–£100,000, with significant further upside for exceptional performance)
Direct reports: Wholesale Team
The Role
Wholesale is core to Bluebella's growth story, and this is the role that drives it.
We're looking for a commercially driven Head of Wholesale to own our global wholesale growth. This is a front-line sales role, not a purely strategic one. You'll prospect, pitch, negotiate and close: winning new accounts across department stores, specialty retailers and e-commerce marketplaces, and growing the stockists we already have, a list that today includes Victoria's Secret, Selfridges, Bloomingdale's, ASOS, Revolve, M&S and De Bijenkorf.
Growth here comes from both sides of the book: winning new accounts and making sure the accounts we already have are properly serviced, trading well and growing in range and frequency. You'll need to be as sharp in a sell-in meeting as you are in a sell-through review.
You'll bring commercial vision and hands-on execution in equal measure. You'll build a repeatable new-business pipeline, run a rigorous trading rhythm with existing accounts, and shape our marketplace and international strategy alongside the CEO and COO. You'll lead and develop a small team, with real scope to shape how the wholesale function operates as the business continues to scale.
This is a senior commercial role for someone with the persistence to open doors, build relationships that matter, and convert opportunity into long-term, profitable revenue.
Who We Are
Founded in 2005, Bluebella was born from a simple idea: to create luxurious, sensual lingerie for self-assured women. Among the first in a new wave of female-led underwear labels, Bluebella is a multi-award-winning lingerie brand that paved the way for more realistic beauty standards and accessible luxury in the lingerie industry.
Founded on the belief that strength and sensuality belong in the everyday, Bluebella understands that beautiful lingerie sets a powerful tone for whatever comes next.
We believe in bravery – encouraging fresh thinking, taking bold creative risks, and backing each other to push boundaries. We value intelligence – thoughtful decisions, curiosity and commercial sharpness. And we lead with honesty – creating a culture of transparency, mutual respect and shared responsibility.
When you join Bluebella, you'll be part of a collaborative team that challenges the norm, celebrates difference, and works with purpose.
Responsibilities
Win New Business
- Own new-account acquisition end-to-end: prospect, pitch, negotiate and close across department stores, specialty stores and e-commerce marketplaces.
- Build a proactive, repeatable new-business pipeline. Treat prospecting as a discipline, not something that happens when time allows.
- Lead major new-format opportunities as they arise, from first conversation through to signed agreement.
- Build robust business cases for every new opportunity, covering revenue, margin, investment and operational requirements.
- Negotiate commercial terms that protect margin and brand position: pricing, payment terms, exclusivity, marketing support, returns and markdown.
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Grow Existing Accounts
- Manage and grow relationships with department stores, independents and marketplace partners to drive sales performance.
- Establish a rigorous trading rhythm: weekly sell-through reviews and monthly trade calls with major accounts.
- Drive repeat orders, increase range and improve order frequency, keeping relationships warm year-round.
- Use wholesale reporting to track KPIs, acting on findings and opportunities to drive sales, reduce returns and improve stock visibility.
- Partner with Merchandising to optimise in-season repeats through inventory availability, and with the COO to clear overstock strategically without compromising brand positioning.
Marketplace & International Growth
- Support the effective onboarding and commercial management of our marketplace partners, including ASOS and Zalando.
- Assess and prioritise international markets for growth, building market-entry plans across wholesale, marketplace and distributor routes.
- Develop and manage relationships with international agents, distributors and partners.
- Ensure every international opportunity is commercially robust, operationally achievable and aligned with long-term brand strategy.
Commercial Planning & Reporting
- Own forecasting and reporting for all wholesale channels.
- Take ownership of gross margin and cost budget tracking, working closely with Finance.
- Track performance against targets, flagging risks and opportunities early.
- Prepare regular updates for the CEO, COO and CFO on pipeline, commercial progress and priority actions.
- Work closely with Finance to ensure every deal is structured appropriately and commercially viable.
- Lead the annual budget process for Wholesale alongside the Senior Leadership Team.
Brand, Product & Marketing
- Provide visual merchandising guidelines so partners represent the brand correctly, with pricing, product information and imagery kept current.
- Identify marketing opportunities and work with the Head of Brand Marketing to bring them to life.
- Feed market trends and buyer feedback back into the Production team, and contribute to pricing strategy and the pre-market product edit.
- Lead brand and product training for partners where needed.
- Ensure effective in-store training for large wholesale accounts.
People & Leadership
- Manage and develop the Wholesale team, ensuring strong customer service, timely order entry and adherence to the critical path.
- Act as the central point of contact internally for new commercial opportunities.
- Build close working relationships across Merchandising, Finance, Production, Marketing and Operations to ensure smooth, on-time delivery, payment and launches.
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Skills & Experience
- A proven track record of winning new business, alongside managing existing accounts.
- Equally focused on driving new business and leading the day-to-day discipline of servicing and growing existing accounts.
- Fashion wholesale experience is important, and lingerie experience is a plus. An existing buyer network or established fashion buyer relationships are a strong plus too. What's essential is the drive, determination and persistence to build and maintain strong buyer relationships over time.
- Experience establishing and growing international wholesale accounts is desirable, as is a genuine appetite to build this if it is new to you.
- Hands-on and target-driven, with excellent follow-up.
- Skilled negotiator with strong commercial storytelling, able to represent the brand at trade shows and buyer meetings.
- Confident owning a pipeline and reporting on it clearly and consistently.
- Data-driven and commercially astute, using sell-through and margin data to guide decisions.
- Sophisticated understanding of wholesale, marketplace and international channel mixes.
- Proven ability to build and motivate a team.
- Highly organised, with excellent communication skills and great attention to detail.
- Excel proficient, and confident championing tech and AI-driven solutions across the wider team.
- Flexible to travel internationally, including the US and Europe.
Package
- Performance-related bonus.
- Generous holiday allowance: holiday increases with length of service, plus UK Bank Holidays and your birthday off.
- Flexible Working Policy: flexible start and finish times.
- Hybrid Working Policy, minimum two days in the office, fully remote in August.
- Salary Exchange Pension Scheme.
- Private Healthcare Scheme.
- Employee Assistance Programme for wellness and mental health support.
- Paid leave for community and volunteering.
- Wellness benefits including eye tests, Cycle to Work and Cycle Rental Scheme, and a home tech scheme.
- Generous employee, friends and family discounts.
- Office snacks and refreshments.
- Regular company socials.
How to Apply
If you're a commercially driven sales leader who wants real ownership of a dynamic wholesale division, we'd like to hear from you.
Bluebella is an equal opportunities employer, committed to promoting equality, diversity and inclusion and eliminating unlawful discrimination in the workplace. We encourage applications regardless of race, religion, ethnicity, sexual orientation, age, disability or gender. We are fully committed to providing an inclusive and accessible recruitment process for all.
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