Director, Global & Emerging Channels

Pendleton Woolen Mills (retail); Portland (OR); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Health & Wellness

401(k) with match

Paid holidays

Life insurance

Disability insurance

Employee discounts

Job summary

Pendleton Woolen Mills is seeking a Director, Global & Emerging Channels to own and scale our multi-channel business outside Pendleton's domestic field network. You will drive Amazon leadership, build the corporate B2B channel, oversee licensing and international partnerships, and lead cross-functional teams to sustain brand integrity and profitable growth.

Ideal candidates have 8+ years in wholesale/intl/licensing with P&L ownership, strong contract negotiation, and ERP experience.

Qualifications

• Bachelor's degree in Business, Marketing, Sales, International Business, or related field.
• 8+ years of progressive experience across wholesale, international, licensing, digital commerce, or related disciplines in Apparel or Home.
• Demonstrated ownership of a multi-million-dollar P&L or channel portfolio.
• Experience leading Amazon 1P or 3P businesses, including agency management.
• Experience managing international or licensees, with a track record of growing partnerships.
• People leadership experience with developing direct reports and operating cadence.
• Proven contract negotiation experience with legal counsel.
• Working knowledge of ERP and order management systems and of licensing or royalty tracking tools.
• Strong knowledge of channel management, distribution strategy, and international trade practices.
• Strategic thinker who balances revenue, profitability, and long-term brand health.
• Accountability and urgency in achieving revenue and channel development objectives.

Responsibilities

• Own the Amazon 1P/3P business end-to-end, including agency partner leadership and reviews.
• Build and scale Pendleton's corporate and B2B channel from prospecting through close.
• Create the corporate B2B operating playbook: pricing, minimums, customization, margins.
• Identify and evaluate new international market opportunities with the VP of Sales.
• Manage licensee businesses spanning home textiles, pet, rugs, and spirits, with royalties and brand standards.
• Lead licensee business reviews, renewals, and new licensing opportunities.
• Manage off-price and closeout channels balancing liquidation with full-price channels and brand protection.
• Lead quarterly forecasting with Demand Planning and Finance.
• Partner with Merchandising on channel-specific line planning and assortment strategy.
• Own MAP policy across marketplaces and cross-channel consistency.
• Lead drop-ship analysis and expansion risk assessment with legal and senior leadership.

Job description

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 Director, Global & Emerging Channels owns every route to market that operates outside Pendleton's domestic field sales network.

What You'll Do

Channel Leadership & Commercial Growth

• Own the Amazon 1P business end-to-end, including directional leadership of the retained agency partner, weekly and monthly business reviews, and accountability for revenue and profitability.
• Build and scale Pendleton's corporate and B2B channel and own the full new-business cycle from prospecting through close.
• Create the corporate B2B operating playbook: pricing structure, account minimums, customization and decoration guidelines, service model, and margin framework.
• Identify and evaluate new international market opportunities in partnership with VP of sales.
• Manage the licensee businesses spanning home textiles, pet, rugs, and spirits, driving performance against royalty, revenue, and brand standards.
• Lead licensee business reviews, renewal strategy, new licensing opportunities.
• Manage the off-price and closeout channel against annual plan, balancing inventory liquidation objectives against full-price channel and brand protection.

Planning, Forecasting & Channel Strategy

• Lead quarterly forecasting for all owned channels, partnering with Demand Planning and Finance to align forecast, inventory, and buy plans.
• Partner with Merchandising on channel-specific line planning and assortment strategy, translating marketplace insights into future product direction.
• Own the company MAP policy as it applies to marketplace including monitoring, enforcement, and cross-channel consistency.
• Lead drop-ship analysis and strategy, evaluating unit economics, operational readiness, and channel-conflict risk before recommending expansion.
• Lead contract negotiation across distributor, licensee, and corporate channels in partnership with internal and outside legal counsel and VP of Sales.

Team Leadership & Cross-Functional Partnership

• Lead, coach, and develop a team of two, setting clear channel ownership, establishing operating cadence, and building commercial capability as the channels scale.
• Identify and implement process improvements that increase efficiency and commercial effectiveness across the channel portfolio.
• Deliver revenue, margin, and growth objectives across all owned channels through disciplined planning and execution.
• Protect brand positioning, pricing integrity, and channel health.
• Hold agency, licensee, and partners accountable for performance, execution quality, and compliance with brand standards.
• Build the corporate and B2B business into a repeatable, scalable, and profitable revenue.
• Identify new international and licensing partnerships that extend the brand without diluting it.
• Develop direct reports through clear ownership and regular coaching.
• Partner effectively with Marketing, Merchandising, Operations, Finance, IT, Legal, and Sales teams.

What You Bring

• Bachelor's degree in Business, Marketing, Sales, International Business, or related field.
• 8+ years of progressive experience across wholesale, international, licensing, digital commerce, or related disciplines in Apparel or Home, with demonstrated depth in at least two of these areas.
• Demonstrated ownership of a multi-million-dollar P&L or channel portfolio.
• Experience leading Amazon 1P or 3P businesses, including agency management.
• Experience managing international or licensees, with a track record of growing existing partnerships and securing new ones.
• People leadership experience, including developing direct reports and establishing an effective operating cadence.
• Proven contract negotiation experience and comfort working alongside legal counsel.
• Working knowledge of ERP and order management systems, and of licensing or royalty tracking tools.
• Strong knowledge of channel management, distribution strategy, and international trade practices.
• Thinks strategically, identifies growth opportunities, and makes decisions that balance revenue, profitability, and long-term brand health.
• Demonstrates accountability, executes with urgency, and consistently delivers against revenue, profit, and channel development objectives.
• Operates effectively across cultures, time zones, and business practices, adapting approach without compromising standards.
• Leverages customer insights, competitive intelligence, and market trends to drive business growth.
• Uses data and business insights to solve problems, make informed decisions, and navigate changing priorities and market conditions.

Benefits & Perks

At Pendleton, we believe taking care of our people is just as important as taking care of our business. We offer a thoughtful benefits package designed to support your health, well-being, and financial future including:

• Health & Wellness: Medical, dental and vision coverage, with Pendleton covering the majority of employee premiums.
• Your Future: 401(k) with a company match of up to 3.5%.
• Time to Recharge: PTO from your first day, plus eleven paid holidays for eligible corporate employees.
• Peace of Mind: Company-paid life and long-term disability insurance.
• Support for Life: Flexible spending accounts, confidential employee assistance resources, and access to applicable paid family and medical leave programs.
• The Pendleton Perk: Enjoy employee discounts on the products and timeless styles that have been part of Pendleton for generations.