The question behind the brief

A larger wholesale presence can create new demands on a home-and-lifestyle brand. The commercial brief needs to explain how channel development will sit alongside direct customer relationships, product priorities and operating capacity.

Define the scope

Clarify the commercial remit, the balance between channel development and existing accounts, and the working relationship with product and operations.

Questions worth asking

Surface the channel decisions the founder expects the role to make.

Identify the operational constraints candidates need to understand.

Frame assessment around evidence of judgement across product, account and customer priorities.

What a useful brief makes clear

A clear commercial proposition names the decisions behind the title. It explains the balance between new channels and existing accounts, the limits within which the role will work and the relationships needed to put a plan into practice.