Senior Manager, Business Development

Job Description

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 Senior Manager, Business Development is a newly created business development role responsible for identifying, pursuing, and closing net-new revenue opportunities for Pendleton. This role is focused on building a strong pipeline, converting prospects, and developing new revenue channels that support the company's long-term growth.

This position requires an entrepreneurial, commercially minded business developer who is energized by building new revenue streams. The ideal candidate can manage an established digital business with discipline while using it as a springboard for channel expansion, moving seamlessly between executive-level strategy and hands-on deal execution. Success is measured by new accounts opened and new revenue delivered.

What You'll Do

Drive New Business Development

• Own the full new-business acquisition cycle across digital, B2B, and emerging channels—from target identification and relationship mapping through pursuit strategy, negotiation, pilot programs, and first shipment.
• Build and actively manage a robust prospect pipeline by identifying new opportunities through proactive outreach, industry networks, trade events, and marketplace intelligence.
• Develop account-specific pursuit materials that communicate Pendleton's brand story, assortment strategy, and retail economics.
• Structure tests, pilot programs, and launch initiatives that demonstrate commercial viability.
• Develop structured account transition and ownership plans following successful launch, typically within 12–18 months, allowing continued focus on new business development.

Lead the Digital Wholesale Growth Pillar

• Provide strategic leadership for Pendleton's established Amazon 1P business through weekly business reviews, forecasting, profitability management, and partnership with the company's retained agency and internal teams.
• Translate Amazon marketplace insights into broader digital wholesale strategies and partner with Merchandising to help define future assortment opportunities.
• Lead NuOrder as a strategic wholesale growth platform by driving digital order capture, retailer adoption, analytics, and B2B reorder growth.
• Lead the NuOrder content framework and partner with Marketing, Merchandising, and Sales Operations to ensure catalog readiness and content accuracy.
• Identify and implement process improvements that increase productivity and digital selling effectiveness across the wholesale organization.

Build the Corporate B2B Business

• Build Pendleton's Corporate B2B channel from the ground up by identifying, prospecting, pitching, structuring, and closing new business opportunities.
• Develop the Corporate B2B operating playbook, including pricing structure, account minimums, customization guidelines, and service model.
• Establish revenue targets and performance measures that support the channel's growth into a meaningful and profitable business.

Core Expectations

• Deliver new business revenue, margin, and growth objectives through disciplined pipeline management and execution.
• Relentlessly identify, pursue, and secure new accounts and strategic partnerships across digital, B2B, and emerging channels.
• Lead Amazon as the anchor of the Digital Wholesale growth pillar while guiding internal resources and agency partners and applying marketplace learnings to broader channel development.
• Hold agency partners accountable for media performance, execution quality, and return on investment.
• Position NuOrder as a strategic wholesale growth engine that drives retailer adoption and digital order capture.
• Build the Corporate B2B business into a meaningful and profitable revenue stream.
• Partner effectively with Marketing, Merchandising, Operations, Finance, IT, Legal, and Sales to execute growth initiatives.

What You Bring

• Bachelor's degree in Business, Marketing, Sales, or a related field.
• Seven or more years of experience in business development, sales, digital commerce, wholesale management, or related disciplines within the apparel or home industries.
• Demonstrated success sourcing, developing, and closing net-new business with a proven track record of opening new accounts—not simply managing existing business.
• Experience building sales channels, programs, or business units from concept through execution.
• Experience leading Amazon 1P businesses, including agency management.
• 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 with Microsoft Office Suite, Amazon Vendor Central, digital marketplace management tools, and wholesale technologies.
• Experience with NuOrder or similar B2B commerce platforms.
• Strong knowledge of channel management and distribution strategy.
• Ability to quickly learn and adapt to new systems and technologies.