Wholesale Manager

City:  São Paulo
Country/Region:  BR
Application Deadline:  31/6/2023

We are looking for a motivated leader, with extensive knowledge of the Jewelers and Watches channel to be responsible for the management and results of Pandora's partner channels in Brazil. If you see yourself identified, then this may be the opportunity you’ve been looking for!  


As Wholesale Manager you will report directly to the brand's Commercial Directorate in the country, and work with Pandora's corporate leadership to execute a strategy focused on increasing the brand's presence in the Brazilian market through new non-proprietary channels.


Drive the Wholesales function for Pandora Brazil:

Will work in partnership with the Pandora Brasil Commercial Director to develop and execute a new and profitable business channel, including but not limited to delivery of the channel's commercial result, recruitment of an outsourced team of sales representatives, opening of new channels and partners, definition of business development goals (sell in and sell out), partner management, in addition to executing marketing, merchandising, and visual merchandising initiatives at the partner's point of sale.


The Wholesale manager must also:


Lead Opening of New Channels:

  • You should take advantage of your network of contacts to prospect new points of sale for the brand in the country.
  • Must approve the pre-selection of new points of sale sent by the team of sales representatives, so that they are officially approved by Pandora's Commercial Board.
  • Maintain a frequent schedule of visits to the main cluster partner customers


Lead a high-performance team:

  • Recruit and build a team of sales representatives who will be responsible for opening and managing new partner stores in the wholesale channel, incorporating regional and category nuances into the sales strategy
  • Lead and manage a team of representatives that has high customer portfolio management, with capillarity throughout the national territory
  • Set weekly goals for the team of representatives, monitor prospecting for new customers through sales representatives, define mapping of regions, and follow up of weekly visits to sales partners
  • Lead the creation, development, and monitoring of reports that measure frequent business performance results, including sales KPIs, product budgets and forecasts, marketing materials, store design, and/or visual merchandising


Ensure brand standard and execution at the point of sale:

  • Ensure protocols and practices are in place to prepare partners to perform in accordance with the terms and standards of their contracts.
  • Work together with the Pandora Marketing team to align possible brand marketing actions among partners; ensure that the most up-to-date brand information is transmitted and adopted by the wholesale channel
  • Monitor partner performance, proactively resolve and correct challenges related to key contractual and operational issues


Ensure internal alignment with Pandora teams:

  • Alignment with Pandora's regional Merchandising team to define the correct and assertive mix of products offered to partners, as well as price alignment and internal markup
  • Alignment with Pandora's Visual Merchandising and Properties regional team to ensure the correct definition of Visual Merchandising materials and sales equipment, as well as requesting orders from partners, monitoring imports and delivery to destination
  • Alignment with Pandora's Retail Excellence regional team to ensure training for partner stores in addition to the correct execution of campaigns, promotions, and brand activations
  • Alignment with Pandora's regional Finance team to monitor the issuance of invoices and make payments


Mandatory requirements:

  • Have 10 or more years of experience in the jewelry channel
  • Possess an extensive network of contacts in the jewelry sector in the country
  • Have established knowledge of the Brazilian retail scene
  • Be a motivated professional with executive-level leadership qualities
  • Be a problem solver, with high decision-making capacity and quick assessment of scenarios
  • Have experience working independently and autonomously, with good communication skills
  • Have obtained a bachelor's degree
  • Language Skills: English fluency required


Deliverables and expected metrics:

  • Sell-In and Sell Out deliveries
  • # of Opening New points of sale
  • # of Sales Representatives recruited
  • Margin
  • Return index
  • % of successful implementation of new points of sale
  • % success in deploying marketing and visual merchandising campaigns and activations at partner points of sale


Did we get your attention?  


We hope you got all your questions answered and feel confident applying for this position, however, if you have more questions regarding the position, please contact:  


Jesus Gonzalez 

Talent Acquisition Manager 



If you see yourself in the position and would like to become a part of Pandora’s future, please do not hesitate to apply. We look forward to hearing from you! 


We process applications on a continuous basis, which is why we encourage you to send your application as soon as possible. You can also read more about Pandora on our corporate site www.pandoragroup.com.  


At Pandora, we believe that creating an inclusive and diverse workplace and reflecting societal diversity in our customer engagement is essential to delivering on our company purpose: to give a voice to people’s love. We dedicate ourselves to fostering, cultivating, and preserving a culture of inclusion and diversity where everyone feels respected and valued.