Head of Business Development

Head of Business Development, Pandora NAM

As the largest jewellery brand in the world, we give a voice to millions of people’s loves every day. Our beautiful products empower people all around the world to express themselves. We are proud to be part of their stories and the most important moments in their lives.

Where original thinking is welcomed and can turn into positive impact in a heartbeat, we can dream big, dare to act, and deliver with care and passion. At Pandora, you can craft far more than just an incredible career.

About the Team:

The Head of Business Development reports to the Vice President of Sales and is responsible for driving growth and development by establishing new revenue channels with national, regional, and smaller multi-brand retailers for the NAM customer portfolio. This role involves leading and executing the sales strategy to achieve sustainable growth in North America through wholesale relationships. Additionally, the position will contribute to shaping the global wholesale strategy, growth initiatives, and brand penetration.

As part of the Pandora sales organization, which includes both owned and wholesale channels, the Head of Business Development will collaborate with Sales Directors to identify and capitalize on national growth opportunities, creating an omnichannel presence. This role includes sourcing, contact negotiation, and overseeing new account relationships, including managing the onboarding processes, ensuring successful operations, commercial terms, logistics, and sales performance. The Head of Business Development will also oversee the national partnership with Disney across all channels—parks, consumer products, e-commerce, and owned operations.

Leading a team of Business Development Managers and Key Account Managers, the Head of Business Development will support North America and the Caribbean. This leader will be the key advocate for the wholesale strategy, overseeing all technical and procedural aspects, including sales policies, visual merchandise planning, strategic assortment planning, account and territory planning, store design, category management, and sales training. As a member of the Sales leadership team, this role is accountable for achieving wholesale and retail sales goals, including revenue, account penetration, KPIs, and profit margins.

Your Role as Head of Business Development:

• Identify white space distribution opportunities nationally to generate incremental gains for the NAM sales organization.
• Understand the wholesale industry and create programs that appeal to new desirable channels of distribution.
• Develop commercial terms that are mutually beneficial for sustainable growth.
• Lead negotiations and the implementation of new partners into the Pandora organization.
• Understand and socialize the Pandora NAM distribution roadmap, identifying opportunities to grow the total channel.
• Contribute to global wholesale initiatives by analyzing trends, market data, and staying updated on industry and customer developments. Communicate insights on growth opportunities and trends to management, using a fact-based approach to drive performance.
• Lead communication efforts to onboard new channels, advocate for new partners, and collaborate with internal and external stakeholders. Drive best practices, define solutions, and build consensus with Sales, Marketing, Product Management, and Merchandising to achieve goals and ensure alignment with sales objectives and channel profitability.
• Develop and implement sales strategies by creating forecasts and plans based on customer needs.
• Establish operational and financial strategies by evaluating trends, setting metrics, designing processes, and resolving issues. Prepare an annual Sales Plan with quarterly updates, continuously measuring and refining strategies to meet goals.
• Service and develop existing accounts through effective sales presentations, support services, and business consultation.
• Build and maintain customer partnerships to foster brand synergy.
• Meet revenue targets and provide consulting to cross-functional departments for plan validation.
• Develop sales organizational strategies by contributing information, analysis, and recommendations, and aligning objectives with organizational goals.
• Formulate and support senior management presentations and interact with global peers.
• Collaborate with the leadership team to ensure financial objectives are met and coordinate Sales Plan objectives with Finance, Marketing, and Merchandising departments.
• Stay informed on market and industry trends, competitors, and customer strategies.
• Address skills and talent needs by developing internal talent.
• Identify and quantify new distribution channels to add growth to the NAM wholesale channel, exploring all retail possibilities.
• Drive strategy for existing and new distribution channels, considering brand relevance, synergy, revenue opportunities, and consumer engagement.
• Assist in negotiating partnership agreements to ensure the longevity and success of the partnerships.
• Protect and grow national partnerships with Disney across all channels: parks, consumer products, e-commerce, and owned operations.
• Protect and enhance the department store strategy and support the regional multi-brand network, including new local and larger regional wholesale partners.
• Lead a team of Business Development Managers, Key Account Managers, and wholesale support, coaching and developing them to meet revenue expectations and operational excellence.
• Foster a culture of inclusion, accountability, and excellence.

Craft your career with us if you have:

• Bachelor’s degree in business, Marketing, or a related field; MBA preferred.
• 10-15 years of experience in wholesale or retail sales, preferably with Department Stores or National Accounts.
• Experience in global matrix organizations and contributing to globally networked projects.
• Proven leadership through teams and cross-functional relationships.
• Expertise in contract negotiation and supply chain management.
• Hybrid of sales and strategy experience is ideal.
• Track record of leading sales teams, strategic planning, and growth initiatives.
• Strong strategic, analytical, and implementation skills.
• Tenacity and urgency in delivering growth and change plans.
• Broad-based business thinker with effective collaboration skills across peers and senior leaders.
• Exposure to global operations and experience developing global business strategies.
• Experience in growth, new business development, and market penetration initiatives.
• Demonstrated business acumen and ability to develop and communicate creative strategies.
• Exceptional leadership with the ability to inspire, motivate, and rally teams.
• Development and management of sales strategies to expand sales, acquire new customers, and increase market share.
• Thorough understanding of the selling process and strategies for consumer goods.
• Outstanding interpersonal skills for influencing and collaborating effectively.
• Proactive problem solver addressing strategic challenges.
• Experience in customer management, new account onboarding, wholesale management, and retail sales.
• Fluent in English with strong writing skills.
• Travel required, up to 75%.

Our Benefits:

• We Dare! We offer a robust compensation package including base and bonus, a 401K plan to help you secure your financial future.
• We Care! Pandora offers extensive benefits including Medical, Dental, Vision, Short/Long Term Disability, Basic Life and AD&D, anniversary gift cards, recognition program, and product discounts!
• We Dream! Pandora is fostering growth and crafting opportunities to support business needs with learning and development programs, continuous feedback, LinkedIn learning, tuition reimbursement, and more.
• We Deliver! PTO Package including Vacation, Personal, Sick, Birthday, Celebration days, and Paid Holidays.

NYC Salary: $240,000-250,000 commensurate with experience.

About Pandora:

Pandora designs, manufactures, and markets hand-finished jewellery made from high-quality materials at affordable prices. Pandora jewellery is sold in more than 100 countries through 6,800 points of sale, including more than 2,700 concept stores.

Headquartered in Copenhagen, Denmark, Pandora employs 27,000 people worldwide and crafts its jewellery at two LEED certified facilities in Thailand using mainly recycled silver and gold. The company plans to be carbon neutral by 2025 and has joined the Science Based Targets initiative to reduce emissions across its full value chain. Pandora is listed on the Nasdaq Copenhagen stock exchange and generated a revenue of DKK 23.4 billion in 2021.

Pandora’s recruitment procedures are designed to be transparent and clear for all candidates. This helps us ensure that applicants are provided with a fair and equal opportunity to demonstrate their competencies and skills by removing blocking factors, possible biases, and risks of discrimination. We encourage everyone applying to our vacancies to refrain from adding identity-related elements such as a photo, marital status, and age.

About Pandora NAM:

The Pandora North America team in the USA & Canada consists of more than 120 employees working at our offices in New York & Baltimore, more than 80 in our Logistics Center in Columbia, Maryland, an additional 100 in field positions, and more than 4,000 in our owned and operated stores.

Today, the USA is Pandora’s single largest market. The Pandora North American region as a whole encompasses over 1,400 points of sale, including over 550 concept stores, with more than 400.