Director, Global & Emerging Channels

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Director, Global & Emerging Channels

Portland, OR, US

3 days ago Requisition ID: 1403

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

• 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.

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.