B2B Growth Lead in Edinburgh

We are Kiltane, an Edinburgh based brand specialising in cashmere and dedicated to creating easy-to-wear timeless luxury for everyday living.

We are seeking an experienced and commercially minded B2B Growth Lead to develop and expand our wholesale and corporate sales channels. This role will take ownership of new business development and revenue generation, alongside shaping a clear and scalable approach to B2B growth across both domestic and international markets. It will suit someone who combines strong relationship-building instincts with commercial judgement and who is motivated by delivering against clear sales targets and performance metrics.

Responsibilities

• Identify, approach, and secure new wholesale and corporate clients, with a clear focus on driving revenue growth and consistently achieving new business targets.
• Develop and nurture relationships with retail partners, distributors, and key accounts, representing the brand in a considered and credible manner while maximising account performance and revenue contribution.
• Build and maintain a robust, target-driven pipeline across sectors such as corporate, hospitality, and travel, ensuring a balanced mix of short- and longer-term opportunities.
• Lead commercial discussions with prospective partners, negotiating terms that reflect both brand positioning and deliver against revenue and margin objectives.
• Identify opportunities to expand into new markets, geographies, and customer segments, using insight and judgement to prioritise high-value, revenue-generating opportunities.
• Own and deliver against clear revenue targets for the B2B channel, with accountability for performance across new and existing business.
• Maintain strong pipeline visibility, supported by accurate forecasting and regular tracking against sales targets and KPIs.
• Contribute to the development of a structured and scalable B2B approach, embedding clear performance expectations and ways of working as the channel evolves.

Skills & Experience

• A strong track record in B2B, wholesale, or corporate sales, with evidence of consistently delivering against revenue targets as well as developing new business and growing existing accounts.
• Experience operating within retail, fashion, lifestyle, or premium consumer goods is advantageous, particularly where brand positioning is important.
• Commercially astute, with a measured and professional style that reflects the expectations of a premium brand, alongside a clear focus on results and performance.
• Comfortable building relationships at all levels, from initial contact through to senior stakeholders, with the ability to convert relationships into commercial outcomes.
• Self-directed and proactive, with the ability to identify opportunities and drive them through to revenue delivery.
• Well organised, with a structured approach to pipeline management, forecasting and target tracking.
• Strong negotiation and communication skills, with the ability to represent the brand with credibility while securing commercially strong outcomes.
• Able to balance strategic thinking with day-to-day execution, maintaining momentum and delivering against targets while keeping sight of longer-term objectives.
• Confident working cross-functionally within a growing business, contributing to a collaborative and performance-focused environment.

Unfortunately, due to the high number of applications we receive, we are unable to provide feedback to applicants that have not been selected for interview stage.