Director, Business Development - International, Licensing & Wholesale

Director, Business Development - International, Licensing & Wholesale

Join the Pacsun Community Co-created in Los Angeles, Pacsun inspires the next generation of youth, building community at the intersection of fashion, music, art and sport. Pacsun is a leading lifestyle brand offering an exclusive collection of the most relevant brands and styles such as adidas, Brandy Melville, Essentials Fear of God, our own brands, and many more. Our Pacsun community believes in and understands the importance of using our voice, platform, and resources to inspire and bring about positive development. Through our PacCares program, we are committed to our responsibility in using our platform to drive change and take action on the issues important to our community. Join the Pacsun Community.

The Director Business Development - International, Licensing and Wholesale is responsible for defining and executing the growth strategy across global markets, wholesale partnerships, and licensing channels. This role owns the development of scalable distribution models that expand brand reach, drive profitable revenue growth, and protect brand integrity across all external partnerships.

This leader will operate as both strategist and operator, balancing long-term market expansion with disciplined execution, partner performance management, and operational rigor. The role requires strong commercial instincts, global market awareness, and the ability to build trusted partnerships that deliver sustainable growth.

A day in the life, what you'll be doing:

International Strategy & Market Expansion

• Develop and lead the international growth strategy, including market entry, expansion, and optimization across priority regions.
• Identify and evaluate new market opportunities, including franchise, distributor, and joint venture models.
• Partner with cross-functional leaders to ensure international operations align with brand, merchandising, supply chain, and financial strategies.
• Monitor geopolitical, regulatory, and competitive dynamics to inform expansion decisions and risk management.
• Establish scalable infrastructure and governance to support long-term international growth.

Wholesale Business Leadership

• Lead the wholesale strategy, including account development, channel expansion, and performance optimization.
• Build and maintain strong relationships with key wholesale partners to drive sell-through, margin health, and brand consistency.
• Negotiate commercial terms, seasonal assortments, and distribution strategies to support profitable growth.
• Partner closely with merchandising and planning teams to align inventory strategies with wholesale demand.
• Evaluate performance metrics and drive actions to improve partner productivity and channel profitability.

Licensing Strategy & Brand Partnerships

• Develop and execute the global licensing strategy to expand brand presence into new categories and markets.
• Identify, negotiate, and manage licensing partnerships that enhance brand equity while delivering incremental revenue streams.
• Ensure all licensing programs maintain strict brand standards and align with long-term brand positioning.
• Partner with legal and brand teams to manage licensing agreements, compliance, and royalty structures.
• Monitor licensing performance and identify opportunities for expansion, renewal, or repositioning.

Partnership & Relationship Management

• Serve as the primary executive contact for international distributors, wholesale partners, and licensees.
• Build trusted, long-term relationships that support collaboration, innovation, and mutual success.
• Lead regular business reviews with partners to assess performance, address challenges, and identify growth opportunities.
• Drive accountability across partners to ensure operational excellence and brand consistency.

Financial & Operational Accountability

• Own revenue, margin, and profitability targets across international, wholesale, and licensing channels.
• Develop annual budgets, forecasts, and long-range plans aligned with overall company growth objectives.
• Establish KPIs to measure performance across markets, partners, and channels.
• Ensure disciplined execution of pricing, margin, and distribution strategies.
• Partner with Finance to monitor financial health and optimize investment decisions.

Cross-Functional Leadership

• Collaborate with Merchandising, Planning, Supply Chain, Marketing, Legal, and Finance to support channel success.
• Ensure consistent brand execution across all international, wholesale, and licensed touchpoints.
• Influence internal stakeholders to align priorities and support global growth initiatives.
• Lead and develop team members responsible for day-to-day partner and channel management.

What it takes to Join:

• Bachelor's degree in Business, Merchandising, International Business, or related field.
• 8–12+ years of progressive leadership experience across international business, wholesale, and/or licensing within retail, fashion, or consumer brands.
• Proven track record of expanding global markets and driving revenue growth through third-party distribution channels.
• Deep understanding of global retail, wholesale dynamics, and licensing business models.
• Strong commercial acumen with demonstrated experience negotiating complex agreements.
• Experience working with distributors, franchise partners, and licensed product categories.
• Ability to balance strategic planning with operational execution.
• Strong financial literacy, including forecasting, margin management, and performance analytics.
• Exceptional relationship-building and stakeholder management skills.

Developing the Community/ Leadership Qualities:

• Operate with the highest level of conduct, integrity, and confidentiality; setting the example for leaders and associates.
• Develop and nurture strong cross functional partnerships; driving business results and inspiring a culture of transparency, collaboration, and accountability.
• Serve as a Pacsun advocate in the industry and marketplace.
• Recruit, identify, develop, and retain talent that delivers performance excellence.
• As a manager, serve as a leader of company culture, norms, and conduct.
• Ability to balance a strong management presence with a high level of approachability, encouraging and eliciting associate feedback and interaction.

Salary Range: $183,000 - $210,000

Pac Perks:

• Competitive long-term and short-term incentive program
• Immediate 100% vested 401K contributions and employer match
• On-site Cafe
• On-site Gym
• $1,000 referral incentive program
• Dog friendly office environment
• Generous associate discount of 30-50% off merchandise online and in-stores
• Calm Premium access for all employees
• Employee perks throughout the year

Physical Requirements:

The physical demands described here are representative of those that are required by an associate to successfully perform the essential functions of this job.

• While performing the duties of this job, the associate is regularly required to talk or hear. The associate is frequently required to sit; stand; walk; use hands to finger, handle or feel; as well as reach with hands and arms.
• Specific vision abilities required by this job include close vision, distance vision, depth perception and ability to adjust focus.
• Ability to work in open environment with fluctuating temperatures and standard lighting.
• Ability to work on computer and mobile phone for multiple hours; with frequent interruptions.
• Required to travel in elevator or stairwells to attend meetings and engage with associates on multiple floors throughout building.
• Hotel, Airplane, and Car Travel may be required.

Position Type/Expected Hours of Work:

This is a full-time position. As a National Retailer, occasional evening and/or weekend work may be required during periods of high volume. This role operates in a professional office environment and routinely uses standard office equipment.

Other Considerations:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the associate for this job. Duties, responsibilities and activities may change at any time with or without notice. Reasonable accommodations may be made to qualified individuals with disabilities to enable them to perform the essential functions of the role.

Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.