Handbag Wholesale Sales Playbook
Drew, we’ll build your new VP of Sales’s first 100 accounts in 10 days. The first 25 are below, and they’re yours either way.
If your Vice President of Sales seat stays open another quarter, ignore this. If it doesn’t, the next two minutes are worth it.
What we noticed
Your posting describes Collection XIIX as a leading wholesale fashion accessories company selling to the nation’s top department stores and retail partners.
Your VP of Sales, Off Price Accounts role was posted on November 7 and is still open.
- November 7 VP of Sales, Off Price Accounts (Accessories Division) role posted
- November 9 Role still open; the first accounts are on this page
What changes for your new AE
Your new VP of Sales, Off Price Accounts starts day one with 100 accounts you approved and drafts written to the first five, instead of spending the first weeks finding them. Your posting already tells them to build a disciplined prospecting process and lead the senior buyer relationships. This tells them which accounts to open first, and why now.
- 28% of a rep’s time goes to selling Source: Salesforce, State of Sales (7,700+ sellers, 2022)
- 6.2 months average ramp for a new AE Source: Bridge Group, 2026 AE report (158 companies)
- $103K paid before a new AE is fully productive Arithmetic: $200K median OTE × 6.2 months ÷ 12. Inputs: Bridge Group, 2026 AE report (158 companies)
- 48% of AEs hit quota Source: Bridge Group, 2026 AE report (158 companies)
Your first 25 accounts
Picked from how your posting and your site describe your buyers. Each one has the reason it’s here and the source.
- TJX Companies Framingham, MA · off-price retailer1
More stores means more open-to-buy, and the CFO said it is building in rural markets where department stores are closing.
Buyer: Divisional merchandise manager, accessoriesWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Ross Stores Dublin, CA · off-price retailer2
A fleet growing by about 5% needs product for the new stores, and the plan was set in July.
Buyer: Buyer, accessoriesWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Burlington Stores Burlington, NJ · off-price retailer3
It is ahead of its opening plan, so the fall assortment for new stores is being bought now.
Buyer: Buyer, accessoriesWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Bealls Florida · off-price retailer4
Twenty-five new stores need product, and a bigger New York buying office means more buyers to sell to.
Buyer: Buyer, accessoriesWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Nordstrom Rack Seattle, WA · off-price banner of Nordstrom5
The openings run through early November, so holiday accessories for the new stores are being bought now.
Buyer: Buyer, accessoriesWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- DD's Discounts Dublin, CA · off-price banner of Ross Stores6
It sells accessories at 20% to 70% below moderate department store prices, and a new state means new open-to-buy.
Buyer: Buyer, accessoriesWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Winners and Marshalls Canada Canada · off-price retailer7
The CFO said there is room to grow across Canada with all three banners, which gives you a second TJX door to open.
Buyer: Buyer, accessoriesWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Boot Barn Irvine, CA · western and work lifestyle retailer8
Its stores carry accessories, and the 126 stores opened in 18 months are beating sales plans, so the buying team is adding space.
Buyer: Buyer, accessories and hatsWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Ollie's Bargain Outlet Harrisburg, PA · closeout retailer9
Seventy-five new stores mean a steady need for closeout and value programs from vendors.
Buyer: Buyer, soft goods and accessoriesWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Five Below Philadelphia, PA · value retailer10
Record sales and a long store runway put its accessories buyers in growth mode for the holiday and spring resets.
Buyer: Buyer, accessoriesWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Ocean State Job Lot Rhode Island · regional closeout retailer11
Its buying is opportunistic for brand-name closeouts, so a vendor with a ready assortment gets a look as 175 stores add four more.
Buyer: Merchandise manager, accessoriesWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Gabe's Morgantown, WV · off-price retailer12
New leadership usually resets vendor lists before an expansion year, which is the moment to be on the new list.
Buyer: Divisional merchandise manager, accessoriesWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Academy Sports + Outdoors Katy, TX · sporting goods and outdoor retailer13
Eleven openings landing for winter put hats and cold weather accessories on its buying calendar now.
Buyer: Buyer, hats and cold weather accessoriesWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Miniso United States · value lifestyle retailer14
Bigger stores with more space for accessories, and a CEO who came from Five Below, point to buyers adding categories.
Buyer: Merchandise manager, accessoriesWhy it’s ranked here
A strong fit.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Citi Trends Savannah, GA · value apparel retailer15
Growth across every category and 25 new stores points to a buyer with room for accessories programs.
Buyer: Divisional merchandise managerWhy it’s ranked here
In the middle.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Primark US United States · value fashion retailer16
A steady run of U.S. openings means new accessories space to fill, though much of what it sells is its own label.
Buyer: Accessories buyerWhy it’s ranked here
In the middle.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Dollar General Goodlettsville, TN · dollar store chain17
Four hundred fifty new stores is the largest fleet growth on this page, though accessories are a small part of its mix.
Buyer: Merchandise manager, apparel and accessoriesWhy it’s ranked here
In the middle.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Belk Charlotte, NC · department store18
A smaller format changes the assortment and price points it needs, which is an opening for an off-price-style accessories program.
Buyer: Divisional merchandise manager, accessoriesWhy it’s ranked here
In the middle.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Tractor Supply Tennessee · rural lifestyle retailer19
Its new stores are larger, so there is more floor to fill, but accessories are not its core category.
Buyer: Buyer, apparel and accessoriesWhy it’s ranked here
In the middle.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Dillard's Little Rock, AR · department store20
Its own filings point to accessories as a growing category, though it adds few new stores.
Buyer: Divisional merchandise manager, ladies' accessoriesWhy it’s ranked here
In the middle.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- JCPenney Plano, TX · department store21
It is fighting for the same shopper you sell to off-price, which makes a value accessories program a live question for its buyers.
Buyer: Divisional merchandise manager, accessoriesWhy it’s ranked here
In the middle.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Kohl's Menomonee Falls, WI · department store22
A flat fleet means no new open-to-buy from openings, so this tests whether a stable account is worth a call.
Buyer: Divisional merchandise manager, accessoriesWhy it’s ranked here
An edge case, on purpose. It’s here to test a rule: Rule 2: no stores opening or closing. Cut it if only openers count.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- DSW Columbus, OH · footwear retailer23
Pressure on a footwear chain can push its buyers toward margin-friendly accessories, which tests whether a shoe retailer is a fit.
Buyer: Merchandise manager, accessoriesWhy it’s ranked here
An edge case, on purpose. It’s here to test a rule: Rule 1: a footwear retailer, not an off-price one. Cut it if only off-price banners count.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Shoe Station Group Evansville, IN · footwear retailer24
A company shrinking its store count and looking to buy other businesses tests whether an acquirer's buying team will take a new vendor.
Buyer: Merchandise managerWhy it’s ranked here
An edge case, on purpose. It’s here to test a rule: Rule 2: closing more stores than it opens. Cut it if only openers count.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
- Saks Off 5th New York, NY · off-price banner of Saks Global25
Most stores are closing and buying is moving away from dedicated merchandise, so this tests whether a shrinking off-price account is worth a call.
Buyer: Merchandising leadWhy it’s ranked here
An edge case, on purpose. It’s here to test a rule: Rule 2: store count is falling. Cut it if only openers count.
- An off-price or value retailer that buys accessories wholesale.
- Adding stores or reshaping its fleet, which creates open-to-buy.
- A buyer team that sources from outside vendors.
- Something dated happened in the last nine months.
- Not already one of your accounts.
Your new VP of Sales’s first 100 accounts, in 10 days
The first 25 are above, and they’re yours either way.
We build a handful of these a month, for founders hiring now.
10 days
from kickoff to your team running it
- 100 accounts you approve, each with the reason
- Drafts to the first five, in your voice
- Your team runs it without us
- Any account you cut, we replace
How does Collection XIIX sell?
An outside read from your posting and your site, built to be corrected: tell us anything that’s wrong. Tap a clip to play it from that moment.
- CXCollection XIIX
“Lead senior-level relationships with buyers and merchant leadership at major off-price retailers, building long-term partnerships and a deep understanding of each account’s needs.”
Collection XIIX · VP of Sales, Off Price Accounts (Accessories Division) posting - CXCollection XIIX
“Establish a disciplined prospecting process to identify, qualify, and prioritize new accounts; maintain a pipeline and review progress regularly with the team and senior leadership.”
Collection XIIX · VP of Sales, Off Price Accounts (Accessories Division) posting - CXCollection XIIX
“tailoring assortments and proposals to each retailer’s price points and merchandising priorities.”
Collection XIIX · VP of Sales, Off Price Accounts (Accessories Division) posting - CXCollection XIIX
“Expand business within existing accounts through new categories, brands, programs, and broader distribution.”
Collection XIIX · VP of Sales, Off Price Accounts (Accessories Division) posting
Words you use
- “off-price accessories business”
How the list learns your calls
In the first session you react to accounts like these: keep or cut, and why, the way you’d tell a cofounder. Each reason becomes a rule you can read, the pool re-scores, and ten more show whether it learned. Keep eight of ten and the hundred is built on your rules.
- You cut one on the call, and say why
- It becomes a rule
- The pool re-scores
- Ten more test it
Which questions can only you answer?
Your posting and your site say who you serve, not which accounts you would turn down or what has to be true before they buy. About 30 minutes of you reacting to real accounts answers these.
- 1
Does a retailer that is closing stores belong on the list, or only openers?
Row 25 (Saks Off 5th) is winding down most of its off-price stores; rows 22 and 24 (Kohl's, Shoe Station Group) are holding or closing.
- 2
Do dollar, value and sporting goods chains buy your accessories, or only the big off-price banners?
Rows 8, 13, 14 and 17 (Boot Barn, Academy, Miniso, Dollar General) are value and specialty chains, and row 15 (Citi Trends) is a smaller value chain.
- 3
Is store-count growth the signal that moves a buyer, or a new category plan?
Rows 1 to 7 are openers; rows 14 and 20 (Miniso, Dillard's) are category moves.
- 4
Do the sister banners of an account you already sell, like DD's Discounts and Winners, count as separate buyers?
Rows 6 and 7 (DD's Discounts, Winners and Marshalls Canada) share a parent with rows 2 and 1.
What does your Vice President of Sales - Off Price Accounts (Accessories Division)’s first morning look like?
Without
The CRM you have now. The early weeks go to learning which accounts you’d call, and why.
With · Vice President of Sales - Off Price Accounts (Accessories Division), first morning
- TCTJX CompaniesDraft written
- RSRoss StoresDraft written
- BSBurlington StoresDraft written
- BBeallsDraft written
- NRNordstrom RackDraft written
A hundred accounts you approved, the rules behind them and drafts to the first five, so their time goes to buyers.
From week two, your mornings too: one brief, drafts to approve, every message sent by you.
How the 10 days run
What happens in the ten working days?
November 16, 2026 to December 1, 2026. About a day of your time in total.
- Before by November 16
You send the customers you’d clone and three deals that went wrong, plus 10 to 20 emails or posts you wrote. “How you sell” is drafted from your talks and posts.
You: 20 minutes - Day 1 November 16
The playbook session: we fill the gaps and correct the draft together. Your CRM is connected.
You: 2 hours - Day 2 November 17
Your first rules are written; a few hundred companies are scored against them.
You: none - Day 3 November 18
You review the first 25 (talking it through is fine).
You: 30 minutes - Day 4 November 19
Your reasons become rules; you see the re-score and judge 10 more. First touches are written in your voice to the accounts you kept, and you read ten. Touches start logging to the CRM.
You: 30 minutes - Day 5 November 20
The hundred is built. The research tool is set up; you test it on three accounts you know.
You: 15 minutes - Day 6 November 23
The morning run is set up; your first morning, with us.
You: 30 minutes - Day 7 November 24
You review all hundred, and any cut is replaced. Team training, session one.
You: 1 hour 20 minutes - Day 8 November 25
Your first morning on your own. Training session two, hands-on for each person.
You: 1 hour plus your morning - Day 9 November 30
Your second morning on your own. Each person on your team runs the morning alone.
You: your morning - Day 10 December 1
Your third morning on your own. A week of touches is in the CRM. Handover sign-off.
You: 30 minutes plus your morning
Who builds it?
The person in the video does the work with you, from the first session to the handover.
-
“Kash and I built ERT Credit together in 2021. He took my MVP and turned it into a SaaS that hit $10M ARR in twelve months.”
Jordan Anderson, CEO, PayStreetgobridgehead.ai/about -
“Analytical in approach, technologically-knowledgeable, and earnest in conviction, Kash was able to drive pipeline in a notoriously challenging tech region.”
JBJason Brandt, Managing Director, Sales, ePlus inc.LinkedIn recommendation, April 2020
Where does this go from here?
Three options. Each one is fine.
Not a fit
Say so in a line, and that’s the end of it.
Not now
Keep the 25 and the read on how you sell, and share them. When the role fills, the offer stands.
Talk with Kash
Ask Kash to call you, or email him. He calls to set up a 30-minute strategy session. Bring your cofounder or your sales leader.
Your new VP of Sales’s first 100 accounts, in 10 days
The first 25 are above, and they’re yours either way.
We build a handful of these a month, for founders hiring now.
10 days
from kickoff to your team running it
- 100 accounts you approve, each with the reason
- Drafts to the first five, in your voice
- Your team runs it without us
- Any account you cut, we replace
Collection XIIX sales playbook, in brief
Collection XIIX is a “leading wholesale fashion accessories company” selling handbags, belts, scarves, hats and cold weather accessories to the nation’s top department stores and retail partners.VP of Sales, Off Price Accounts (Accessories Division) posting
Its open VP of Sales role is to “lead and grow our off-price accessories business,” including senior relationships with buyers and merchant leadership at major off-price retailers.VP of Sales, Off Price Accounts (Accessories Division) posting
The posting asks for a “disciplined prospecting process to identify, qualify, and prioritize new accounts,” so a ranked list of off-price accounts with a reason each is the missing first-morning input.VP of Sales, Off Price Accounts (Accessories Division) posting
The first accounts for the new VP are off-price and value retailers with a dated change in store count or strategy, each scored on five rules: fourteen strong fits, seven in the middle and four edge cases that test the rules.
Questions founders ask
Can’t my AE build this when they start?
They can. But wouldn’t you rather they were selling? Reps spend 28% of their time selling, and the average new AE takes 6.2 months to ramp. This replaces the weeks they would spend building the list and learning what you already know.
28%: Salesforce, State of Sales (7,700+ sellers, 2022) · 6.2 months: Bridge Group, 2026 AE report (158 companies)
How much sooner does my new AE get to work?
From day one, because the accounts you approved and the first drafts are waiting. The average new AE takes 6.2 months to ramp, and at a $200K median OTE that is about $103K paid before they are fully productive. Only 48% of AEs hit quota.
6.2 months: Bridge Group, 2026 AE report (158 companies) · $103K: arithmetic ($200K median OTE × 6.2 months ÷ 12); Bridge Group, 2026 AE report (158 companies) · 48%: Bridge Group, 2026 AE report (158 companies)
We tried an outreach tool and it sounded like a robot. How is this different?
Nothing goes out on its own. Every account on the list is one you approved, every draft is written to one person, and you send each message yourself. It learns your voice from what you’ve written and from every edit you make.
How much of my time does it take?
About a day, spread across the ten working days: the 2-hour session on how you sell, short list reviews you can talk through, two training sessions and your first mornings. The hours your AE gets back go to selling, where reps spend just 28% of their time today.
What happens after you leave?
It keeps learning. Each week it proposes rule changes from what your cuts, replies and silences showed, and you approve or reject each in a line.
Where does my data live?
In your own accounts: your Claude, your CRM, your files. Nothing runs on anyone else’s side, and any rule can be changed in plain English.
How is it priced?
The first engagement is one fixed price for the ten days. It depends on how many people we train and which systems we connect, so Kash quotes it on a short call. After handover, you can keep us on a retainer to keep supporting your sales process and refining it, if you choose that route.
The research behind this page 1 sources · 1 postings · 1 customers · 25 stores looked at
Your talks and posts
Your open roles
- Vice President of Sales - Off Price Accounts (Accessories Division), first posted November 7, 2026
Your customers
Not published (santehq.com/customers and your posts). Customer photos are from santehq.com/customers.
How the 25 were picked
25 stores found and scored on 5 rules; the 25 chosen to teach: 14 strong, 7 middle, 4 at the edges. Logos are from each store’s own site.
- Sources: each retailer’s earnings coverage or trade press, opened and saved on November 9, 2026.
- collection18.com and the posting name no individual retail customers, so rule 5 reflects only that the accounts are not named there. Your sales team knows which of these already buy.
- Twenty-five accounts, each with a dated signal and a source opened and saved on November 9, 2026. Dates come from the page or the news index it was found in.