Senior Manager, Business Development & Digital Wholesale

Pendleton has been woven in the West since 1863. Built on a legacy of craft, quality, and authenticity, our products are known for their timeless design and enduring stories.

The Senior Manager, Business Development & Digital Wholesale role is a unique opportunity to shape the future of Pendleton's digital wholesale and emerging business channels. This leader will leverage their expertise in digital marketplaces, business development, and strategic partnerships to drive profitable growth, expand distribution, and build scalable revenue channels while protecting the integrity of an iconic American brand.

This position requires a strategic and hands-on leader who can manage established digital businesses, build new revenue streams from the ground up, and develop scalable channel strategies that support long-term growth.

What You'll Do

• Lead, optimize, and own Pendleton's Amazon 1P business to deliver revenue growth, profitability, and operational excellence.
• Manage the day-to-day relationship with agency partners, holding media investments accountable to revenue, ROAS, and efficiency goals.
• Develop and execute Amazon assortment strategies, including:
  • Product selection and lifecycle management
  • Catalog optimization and content accuracy
  • A+ content development and enhancement
  • Seasonal assortment architecture
• Identify, pursue, and secure new growth opportunities with strategic digital and omnichannel retail partners.
• Develop relationship maps and account pursuit strategies to accelerate partnership development.
• Structure and execute tests, pilots, and launch programs that demonstrate commercial viability.
• Lead contract and commercial negotiations through first shipment and account activation.
• Create compelling account-specific presentations and business cases, including:
  • Brand storytelling and positioning
  • Merchandise and assortment recommendations
  • Retail economics and growth opportunities
• Collaborate with Marketing, Merchandising, and Leadership teams to align growth strategies and ensure operational readiness and customer satisfaction as the channel grows.
• Develop structured account transition and ownership plans following successful launch, typically within 12-18 months.
• Build and scale Pendleton's corporate and B2B business into a meaningful revenue channel by leading the development of the corporate sales strategy, foundational operating frameworks, and go-to-market approach.
• Define channel KPIs and revenue goals; build reporting and performance measurement tools to assess channel scalability and profitability.
• Drive cross-functional workstreams to maximize platform value and support wholesale growth objectives.
• Identify and implement process improvements that increase productivity and digital selling effectiveness.

Core Expectations

• Deliver revenue, margin, and growth objectives through disciplined planning and execution.
• Drive consistent improvements in sales, in-stock performance, forecast accuracy, and net PPM.
• Hold agency partners accountable for media performance, execution quality, and ROI.
• Deliver profitable growth across digital wholesale, corporate, and B2B channels.
• Partner effectively with Marketing, Merchandising, Operations, Finance, IT, Legal, and Sales teams.
• Think strategically, identify growth opportunities, and make decisions that balance revenue, profitability, and long-term brand health.
• Demonstrate accountability, execute with urgency, and consistently deliver against sales, profit, and business development objectives.
• Leverage customer insights, competitive intelligence, and market trends to drive business growth and enhance customer experiences.

What You Bring

• Bachelor's degree in Business, Marketing, Sales, or related field.
• 7+ years of experience in sales, business development, digital commerce, wholesale management, or related disciplines.
• Demonstrated experience managing Amazon 1P businesses and marketplace operations.
• Proven success developing and closing new business opportunities with retail or strategic partners.
• Experience building sales channels, programs, or business units from concept through execution.
• Strong financial acumen, including forecasting, profitability analysis, and retail economics.
• Experience leading cross-functional initiatives and influencing stakeholders across multiple functions.
• Excellent presentation, negotiation, and relationship management skills.
• Proficiency in Microsoft Excel, PowerPoint, CRM systems, and wholesale selling platforms.
• Familiarity with Amazon Vendor Central, retail media, digital marketplace management, and wholesale technologies.
• Experience with NuOrder or similar B2B commerce platforms.
• Knowledge of pricing, MAP policies, channel management, and distribution strategy.
• Ability to quickly learn and adapt to new design and project management tools.