Vice President Wholesale Sales

Pendleton Woolen Mills Inc•Portland, OR

1d•Hybrid

About The Position

The Vice President of Wholesale Sales defines how Pendleton shows up across the global wholesale marketplace and is accountable for driving sustainable revenue growth, strategic partner development, and brand integrity across domestic and international wholesale channels. This role leads the strategic direction and execution of Pendleton’s wholesale business, translating the brand’s heritage of quality, craftsmanship, and authenticity into profitable growth, modern commercial discipline, and scalable capabilities. The VP of Wholesale Sales is a key contributor to enterprise strategy and long-range planning. Partnering closely with Product, Merchandising, Marketing, Planning, Finance, Supply Chain, and DTC leadership, this role ensures wholesale distribution supports long-term growth, complements the DTC ecosystem, and protects the brand equity that has defined Pendleton for more than 160 years.

Requirements

Bachelor’s degree required; MBA or advanced degree preferred
10+ years of progressive leadership in wholesale sales or commercial strategy
Proven success leading domestic and international wholesale businesses
Experience managing key accounts and distributor relationships
Demonstrated ownership of revenue, margin, and inventory performance
Experience with ERP and wholesale order management platforms
Familiarity with forecasting and Integrated Business Planning tools
Proficiency with analytics and reporting platforms (Power BI, Tableau, Looker)
Understanding of merchandising, supply chain, and financial planning systems
Strategic, commercially driven leader with sound business judgment
Confident executive communicator and influencer
Highly collaborative and relationship-oriented
Strong negotiation, storytelling, and decision-making skills
Adaptable leader comfortable leading through change
Ability to engage in extended meetings and strategic planning sessions
Ability to communicate effectively in person and virtually
Travel required for account meetings, markets, and leadership engagement

Nice To Haves

Background in premium apparel, footwear, lifestyle, or consumer goods preferred

Responsibilities

Lead the end-to-end wholesale strategy across domestic and international markets.
Define growth objectives, account segmentation, distribution guardrails, and long-range channel strategy.
Represent wholesale performance and market insights at the executive level to inform enterprise decision-making.
Act as a change leader, modernizing wholesale processes, tools, and capabilities to support scale and growth.
Ensure wholesale channels reflect Pendleton’s premium positioning, heritage, and brand storytelling.
Own the wholesale go-to-market process, including seasonal sell-in strategy and market execution.
Lead market calendar planning, line reviews, showroom strategy, and key selling moments.
Partner with Product, Merchandising, and Marketing to align assortments, pricing architecture, and seasonal storytelling.
Ensure sales teams and partners are equipped with effective sell-in tools, narratives, and training.
Own revenue targets, account planning, and execution across all wholesale partners.
Lead relationships with national accounts, specialty retailers, department stores, and international distributors.
Define international market prioritization and distributor strategy to balance growth, control, and profitability.
Identify and develop new wholesale opportunities aligned with brand and margin objectives.
Ensure wholesale channels complement and strengthen Pendleton’s DTC business.
Establish and enforce distribution standards, pricing discipline, and brand presentation guidelines.
Partner with DTC leadership to manage channel overlap, pricing parity, promotions, and product exclusivity.
Serve as a steward of brand integrity across all consumer touchpoints.
Own wholesale financial plans, including revenue, margin, and profitability targets.
Lead demand forecasting, sell-in planning, and style-level estimates with Planning and Finance.
Oversee pricing strategy, partner terms, and commercial agreements to optimize wholesale economics.
Drive financial rigor, accountability, and performance transparency.
Build and maintain senior-level relationships with key wholesale and distributor partners.
Develop joint business plans and hold partners accountable to financial and brand standards.
Lead negotiations for pricing, terms, seasonal commitments, and long-term partnerships.
Ensure consistent execution of brand standards across wholesale environments.
Drive wholesale reporting, dashboards, and performance analytics.
Leverage sell-in, sell-through, and market insights to guide strategy and decisions.
Champion Integrated Business Planning (IBP) across Product, Merchandising, Planning, Finance, and Supply Chain.
Improve forecasting accuracy, inventory productivity, and operational discipline.
Build and lead a high-performing wholesale sales organization.
Set clear goals, accountability, and performance expectations.
Develop capabilities in account leadership, analytics, and strategic planning.
Foster a collaborative, inclusive, and performance-driven culture.