Director, Global & Emerging Channels

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Portland, OR, US

4 days ago Requisition

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…