Commercial Director at Russian clothing brand look.online

Look.online is a Russian clothing brand. Collections are created in-house: design bureau, pattern makers, and technologists are on staff, with a proprietary office in China and production facilities in China and Russia. Sales are conducted through 9 own stores in Moscow, St. Petersburg, and Kazan, an online store and app, marketplaces like Wildberries, Ozon, and Lamoda, wholesale, and partners. Content, photoshoots, and visuals are handled by their own team, with a brand audience of about a million people across social media. The company's turnover exceeds one billion rubles annually. In the first half of 2026, revenue grew by 24% compared to the previous year, with profitability increasing alongside revenue.

They are looking for a Commercial Director who will be responsible for the brand's entire revenue stream: own retail, online store, marketplaces, wholesale, and customer service. A single center is needed to manage sales and margins for each channel.

• Seasonal sales plan by channel and its execution; P&L for each channel
• Retail: store revenue, conversion rates, average check, standards, motivation for managers and sales staff
• Online store and app: sales and repeat purchases in conjunction with marketing
• Marketplaces: assortment, product cards, advertising, stock levels, platform economics
• Wholesale and partners as an independent channel, not just for clearing excess stock
• Pricing, discounts, sales; sell-through, inventory turnover, replenishment of bestsellers
• Management of retail, marketplaces, online sales, wholesale, and customer service teams: hiring, KPIs, margin-based motivation

• Over 5 years of sales experience, with at least 2 years as a Commercial Director or Head of E-commerce in a fashion or product brand
• Simultaneous experience in offline retail and online channels, with experience managing a proprietary store chain
• Proven growth in marketplaces at a leadership level
• Sales planning and channel P&L, pricing, and discounts with margin calculation
• Understanding of fashion: collections, seasonality, assortment matrix, sell-through
• Strong analytical skills: unit economics, cohorts, LTV, BI
• Team leadership experience with a team of 10+ people

• Responsibility for the brand's revenue and a mandate for change
• Base salary and variable compensation based on margin plan performance. Discussed with the successful candidate
• Direct reporting to the Executive Director and owners
• Moscow, office near Polezhaevskaya metro station, on-site format