Sales Account Manager

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 Account Manager is an opportunity to grow wholesale business across Pendleton’s Home, Custom Blanket, and Accessory categories, building strong customer partnerships and driving account growth through thoughtful account strategy, seasonal selling, assortment development, and commercial execution. This role brings together strong relationship-building, business acumen, and cross-functional collaboration to grow the business while representing the Pendleton brand with key wholesale partners.

What You'll Do:

Account & Business Management

• Own and grow a portfolio of assigned national accounts across the Home, Custom Blanket, Accessory, and related businesses.
• Serve as a primary business contact for assigned accounts, developing strong relationships with buyers, planners, merchants, and other key customer stakeholders.
• Develop and execute account-specific business plans designed to achieve sales, margin, distribution, and profitability objectives.
• Identify opportunities to increase sales, expand distribution, strengthen assortments, introduce new products, and grow share of business within existing accounts.
• Develop new account opportunities aligned with brand strategy, channel objectives, and product positioning.
• Prospect new Custom Blanket and Home & Accessory business opportunities.
• Represent customer needs internally and ensure account priorities are effectively communicated across Sales, Merchandising, Marketing, Planning, Order Services, Sales Operations, and other relevant teams.

Seasonal Sales & Account Strategy

• Lead the seasonal sales process for assigned accounts, including account planning, assortment development, product presentations, sell-in, order placement, and post-season business review.
• Partner with Merchandising and Sales Management to develop account-specific assortments that balance customer needs, brand positioning, product strategy, and commercial objectives.
• Prepare and deliver compelling product and business presentations to customers and internal stakeholders.
• Develop seasonal estimates, sales projections, and account forecasts; monitor performance against plan and proactively identify risks and opportunities.
• Analyze account performance, including sales, orders, product performance, inventory, and other relevant business metrics, and translate findings into actionable recommendations.
• Provide market, customer, competitive, and product insights to Sales Management, Merchandising, and Marketing to inform business and product decisions.

Order & Business Management

• Own the commercial aspects of the account order process, including order placement, order changes, delivery requirements, cancellations, and customer-specific needs.
• Partner with Order Services, Planning, Supply Chain, and Sales Operations to support product availability, fulfillment, delivery execution, and resolution of account issues.
• Monitor order and inventory conditions and proactively communicate potential risks, opportunities, and customer impacts.
• Support resolution of customer issues and escalations, balancing customer needs with company policies, inventory availability, margin objectives, and operational requirements.

Key Account & Channel Management

• Support account-specific in-store and digital wholesale opportunities, including online assortment, brand landing pages, and in-store point of purchase.
• Work with Merchandising to manage and grow Custom Blanket sales.
• Provide input to Merchandising and Marketing on product, assortment, style, and market opportunities, with particular focus on the Home & Accessory Division.

Customer & Cross-Functional Collaboration

• Attend and lead trade shows, sales meetings, customer appointments, and market activities as needed to support account growth and customer relationships.
• Coordinate account-specific sample and presentation requirements with Sales Operations and other internal partners.
• Collaborate with cross-functional teams to ensure effective customer service, commercial execution, and follow-through on account priorities.
• Manage special Sales Division projects as assigned.

What You Bring

• Bachelor's Degree or equivalent.
• 3–5 years of wholesale sales experience.
• Experience managing wholesale, e-commerce, or national accounts preferred.
• Experience with seasonal selling, account planning, forecasting, order management, marketing, and customer presentations.
• Demonstrated ability to build customer relationships and contribute to account growth.
• Strong commercial and customer-management orientation with demonstrated ability to build and grow wholesale relationships.
• Strong written, verbal, presentation, and negotiation skills.
• Strong business judgment with the ability to balance customer needs, brand objectives, sales goals, margin, and operational considerations.
• Strong analytical, organizational, time-management, and problem-solving skills.
• Ability to interpret sales and account performance data and translate insights into business recommendations.
• Ability to manage multiple accounts, priorities, deadlines, and projects in a high-volume environment.
• Ability to work effectively both independently and as part of a team.
• High attention to detail and accountability for follow-through.
• Knowledge of wholesale, retail, market, brand, and consumer trends.
• Growth mindset with enthusiasm for continuous learning and process improvement.
• Passion for quality products and appreciation for Pendleton's history, values, and commitment to craftsmanship.
• Proficiency with Microsoft Office Suite, particularly Excel, PowerPoint, and Outlook.
• Experience working with B2B wholesale platforms such as NuOrder or Elastic preferred.

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.