2XU is searching for a Head of Wholesale to lead and grow our wholesale channel across Australia and New Zealand!
This role owns wholesale commercial performance end-to-end, combining strategic leadership with hands-on execution. You’ll lead key account partnerships in ANZ, optimise channel coverage through a disciplined agent network, and establish clear operating rhythms that make wholesale performance predictable, scalable, and commercially strong.
Working within a lean, growth-stage organisation, you’ll play a critical role in shaping how wholesale operates – building structure, creating accountability, and elevating commercial capability across the region.
What You’ll Do
Commercial Leadership & P&L Ownership
You’ll own wholesale commercial performance across ANZ, delivering against revenue, margin, and contribution targets while ensuring disciplined governance across pricing, promotions, and distribution. Balancing growth with brand integrity, you’ll establish clear commercial guardrails and manage channel alignment across wholesale, agents, and DTC.
Channel Strategy & Coverage Model
You’ll define and continuously evolve how we approach the wholesale market – optimising account segmentation, determining direct versus agent coverage, and creating clear frameworks that maximise opportunity while maintaining control over distribution quality.
Key Account Leadership
You’ll lead strategic partnerships with priority accounts, owning Joint Business Plans (JBPs) that drive distribution growth, category expansion, and long-term commercial success. Through strong negotiation and relationship leadership, you’ll ensure outcomes that support sustainable profitability rather than short-term volume.
New Business & Growth
You’ll identify and unlock new opportunities across regions and channels, developing expansion strategies aligned to brand positioning and commercial objectives. Working closely with marketing and community initiatives, you’ll ensure growth enhances both performance and brand presence.
Agent Network Leadership
You’ll oversee and optimise our agency network, including partner selection, performance management, territory structure, and incentive alignment. Through clear governance and regular performance reviews, you’ll ensure the network drives productive distribution and commercial accountability.
Forecasting, Planning & Operational Excellence
Partnering closely with Planning and Supply Chain, you’ll own wholesale demand signals and forecasting rhythms — improving availability, fill rates, and inventory health. You’ll proactively manage seasonal risk and support the development of core range strategies that improve long-term predictability.
Team Leadership
You’ll lead and develop a small, high-performing wholesale team within a lean environment, creating clear operating cadences and building capability in negotiation, commercial analysis, and in-season trading discipline.
What you’ll bring
- 8+ years’ wholesale or commercial leadership experience within apparel, footwear, sporting goods or adjacent industries
- Strong ANZ key account negotiation experience and commercial track record
- Experience designing and managing agency or distributor networks
- Commercially disciplined mindset with the ability to grow without reliance on discounting
- Strong forecasting and planning capability
- Ability to operate strategically while remaining hands-on in execution
- Experience working effectively within lean, growth-stage organisations
- Passion for sport, performance, and building brands with purpose
If you thrive at the intersection of commercial strategy, relationship leadership, and operational execution – and want to help shape the future of wholesale within a performance-led global brand, we’d love to hear from you.
