Head of Business Development - Wholesale

Head of Business Development

Contract: Permanent

Location: Flexible hybrid working style with three days in the London office

The role

The Head of Business Development – is responsible for driving brand expansion, unlocking new revenue opportunities, and strengthening the company’s presence across key accounts in retail, wholesale, mono-brand, and concession channels. This executive will lead strategic partnerships, accelerate growth across the wholesale ecosystem, and architect market strategies that maximize brand penetration, customer value, and category performance. The role combines commercial acumen, strategic leadership, and deep industry expertise, particularly with major retailers, prestige distributors, and luxury points of sale. This leader will play a pivotal role in shaping the markets multi-channel growth blueprint and building high-value, future-ready wholesale capabilities.

About Pandora

Pandora is the world's largest jewellery brand, specialising in the design, crafting and marketing of accessible luxury jewellery made from high-quality materials. Each piece is created to inspire self-expression, allowing people to share their stories and passions through meaningful jewellery. 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 37,000 people worldwide and crafts its jewellery using only recycled silver and gold. Pandora is committed to leadership in sustainability and has set out to halve greenhouse gas emissions across its value chain by 2030. Pandora is listed on the Nasdaq Copenhagen stock exchange and generated revenue of DKK 31.7 billion (EUR 4.2 billion) in 2024. 

Our people

Our global team of over 33,000 passionate individuals helped Pandora achieve record earnings in 2023, driven by a new long-term growth strategy. This rapid progress has fostered an ambitious and empowering culture.

As we grow, we continue to invest in our talent. We're seeking people who share our values and can help us realise our ambitions.

What to expect from the role

Strategic Focus Strategic Partnerships, Brand Growth & New Channel Development:

• Identify, negotiate, and secure high-impact partnerships with major retailers, luxury distributors, department stores, specialty boutiques, and emerging premium channels. 
• Expand the brand’s reach by developing new wholesale channels, global market entries, and strategic alliances. 
• Build long-term joint business plans (JBPs) with wholesale partners to enhance visibility, elevate brand equity, and maximize in-store and online presence.
•  Build operating blueprint for the market inclusive of contract structures, discount and margin architecture, and other foundations of the operating model.
• Serve as a senior relationship owner for top accounts, ensuring strategic alignment and operational excellence. 

 Growth Acceleration:

• Own and drive the wholesale revenue strategy, delivering targets for sell-in, sell[1]through, profitability, and category penetration.
• Lead commercial planning across assortment, pricing, promotions, trade investment, and retail media programs. 
• Partner with Finance and Sales Operations to optimize demand planning, forecast accuracy, and account profitability. 
• Unlock incremental growth opportunities through distribution expansion, strategic exclusives, and tailored retail initiatives.

 Innovation Leadership:

• Champion innovative wholesale models, partnerships, and go-to-market strategies that differentiate the brand in premium and luxury retail environments.
• Introduce new merchandising concepts, elevated retail experiences, and next generation wholesale capabilities. 
• Evaluate and pilot emerging opportunities such as experiential retail, digital wholesale hybrids, data-driven assortments, and tech-enabled partner programs.
•  Foster a culture of creative commercial thinking and continuous improvement across the business development team.

Customer-Centric Strategy:

• Drive a partner- and shopper-centric approach to wholesale growth by leveraging customer insights, retailer data, loyalty behaviors, and market analytics.
•  Ensure that the brand experience is consistent, premium, and tailored across all wholesale touchpoints—both in-store and digital.
•  Collaborate with Marketing, CX, and Product teams to enhance customer engagement through curated assortments, personalized programs, and premium retail activations.
• Strengthen relationships with key accounts by anticipating partner needs and delivering differentiated value propositions. 

Portfolio & Market Strategy Optimisation:

• Develop and manage the wholesale portfolio strategy across categories, geographies, and channel tiers to maximize long-term brand and revenue impact. 
• Oversee market segmentation, competitive benchmarking, and channel prioritization to guide distribution decisions. 
• Align product strategy with retail partners to ensure the right products, at the right depth, for each market and retail environment.
• Lead annual business planning—including strategic forecasts, sell-in objectives, and market development roadmaps.

Ideal candidates will have

• 10–15+ years of progressive commercial leadership in wholesale, business development, key account management, or channel strategy. 
• Proven track record of building and scaling partnerships with major retailers, prestige distributors, and other points of sale. Experience in luxury is a benefit. 
• Strong commercial profile with deep negotiation experience, financial acumen, and business planning expertise. Strong presentation skills, a compelling and influential presence that can act as a brand ambassador. 
• Ability to operate at both strategic and operational levels, driving long-term value while delivering near-term results. Very hands on today and building foundations for future tomorrow. - Experience in premium consumer goods, Jewellery, beauty, fashion, lifestyle, or adjacent industries strongly preferred. Product assortment and merchandising experience are also desired. 
• Exceptional relationship-building, communication, and organizational influence skills.
•  Demonstrated ability to lead teams, manage cross-functional partners, and thrive in a fast-paced, growth-oriented environment

Craft Your Future with Pandora: A Career Built Around You

At Pandora, your career is a journey of growth, development, and limitless potential. We believe in empowering you to shape your own path and craft your own incredible.

What We Offer

Our focus is on offering you a career that’s as unique as you are. We provide the tools, opportunities, and support you need to thrive:

• Career Development & Growth: Be at the forefront of an inspiring journey with tailored development plans, mentorship, and regular reviews to ensure you’re on track to achieving your goals.
• Competitive Salary & Regular Reviews: We make sure your efforts are rewarded fairly, with regular opportunities to review your progress and success.
• Generous Bonus Scheme: Your hard work doesn’t go unnoticed, with opportunities to earn performance-related bonuses.
• Hybrid Working Flexibility: Strike the perfect balance between collaboration and focus, with three office days and two work-from-home days between Monday and Thursday.
• Early Finish Fridays: Start your weekends early by finishing work at 3 PM every Friday.
• Private Healthcare: Your wellbeing is our priority, with access to private healthcare that keeps you covered.
• Employee Discounts & Perks: Enjoy 55% off Pandora products and exclusive access to discounted brands, cinema tickets, gym memberships, holidays, and more.
• Annual Leave & Flexibility: 25 days annual leave plus bank holidays, with the option to buy or sell leave, and your birthday off to celebrate YOU!
• Wellness Hub & Support: Access to wellness resources and a dedicated Employee Assistance Programme offering free, confidential support 24/7.
• Recognition & Celebrations: Your achievements are our success. With a recognition programme and regular celebrations, we ensure every success is shared and appreciated.

At Pandora, we believe in creating not just a job, but a journey of fulfillment, growth, and success. If you’re ready to take the next step in crafting your incredible career, join us and let’s build something extraordinary together.

Your future is waiting – craft the incredible with Pandora!

Please understand that due to the large number of applications, we regret that only online applications can be considered. Please click apply to submit your application.

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.

*If you require reasonable adjustments in place during your interview(s), please make us aware as soon as possible*