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Pendleton Woolen Mills · 1 day ago

Vice President Wholesale Sales

Portland, OR

Full-time

Hybrid

Director/Executive

10+ years exp

Pendleton Woolen Mills is seeking a Vice President of Wholesale Sales to define their presence in the global wholesale marketplace. This role is responsible for driving sustainable revenue growth, strategic partner development, and brand integrity across domestic and international wholesale channels.

ApparelConsumer GoodsManufacturing

Responsibilities

Lead the end-to-end wholesale strategy across domestic and international markets

Define growth objectives, account segmentation, distribution guardrails, and long-range channel strategy

Represent wholesale performance and market insights at the executive level to inform enterprise decision-making

Act as a change leader, modernizing wholesale processes, tools, and capabilities to support scale and growth

Ensure wholesale channels reflect Pendleton’s premium positioning, heritage, and brand storytelling

Own the wholesale go-to-market process, including seasonal sell-in strategy and market execution

Lead market calendar planning, line reviews, showroom strategy, and key selling moments

Partner with Product, Merchandising, and Marketing to align assortments, pricing architecture, and seasonal storytelling

Ensure sales teams and partners are equipped with effective sell-in tools, narratives, and training

Own revenue targets, account planning, and execution across all wholesale partners

Lead relationships with national accounts, specialty retailers, department stores, and international distributors

Define international market prioritization and distributor strategy to balance growth, control, and profitability

Identify and develop new wholesale opportunities aligned with brand and margin objectives

Ensure wholesale channels complement and strengthen Pendleton’s DTC business

Establish and enforce distribution standards, pricing discipline, and brand presentation guidelines

Partner with DTC leadership to manage channel overlap, pricing parity, promotions, and product exclusivity

Serve as a steward of brand integrity across all consumer touchpoints

Own wholesale financial plans, including revenue, margin, and profitability targets

Lead demand forecasting, sell-in planning, and style-level estimates with Planning and Finance

Oversee pricing strategy, partner terms, and commercial agreements to optimize wholesale economics

Drive financial rigor, accountability, and performance transparency

Build and maintain senior-level relationships with key wholesale and distributor partners

Develop joint business plans and hold partners accountable to financial and brand standards

Lead negotiations for pricing, terms, seasonal commitments, and long-term partnerships

Ensure consistent execution of brand standards across wholesale environments

Drive wholesale reporting, dashboards, and performance analytics

Leverage sell-in, sell-through, and market insights to guide strategy and decisions

Champion Integrated Business Planning (IBP) across Product, Merchandising, Planning, Finance, and Supply Chain

Improve forecasting accuracy, inventory productivity, and operational discipline

Build and lead a high-performing wholesale sales organization

Set clear goals, accountability, and performance expectations

Develop capabilities in account leadership, analytics, and strategic planning

Foster a collaborative, inclusive, and performance-driven culture

Qualification

Wholesale strategy leadershipRevenue growth managementIntegrated Business PlanningKey account managementERP systems experienceForecasting tools familiarityAnalytics platforms proficiencyStrategic communicationNegotiation skillsTeam leadership