Wholesale Key Account Manager

Who we are

PANGAIA exists to design a future where people and planet reconnect, through every product we create, the stories we tell, and every action we take. We fuse innovation, design, and purpose to responsibly deliver products and experiences that nurture well-being while ensuring minimal collective environmental footprint.

We are a global collective: one heart, many creative minds. From designers to scientists, from storytellers to retailers, we unite to build a platform that brings meaningful innovation to life. We don’t just sell products — we redefine their role: shifting from symbols of consumption to instruments for wellness, consciousness, and lasting positive impact.

Our vision is simple: empower people to live more intelligently, beautifully, and responsibly through purposeful design, cutting-edge innovation, uncompromising quality, and a deeply connected community.

The Role

We are seeking a Wholesale Key Account Manager to nurture and grow our relationships with strategic wholesale partners. This role will be pivotal in driving sales growth, strengthening our brand presence in key markets, and ensuring that our partners are inspired, engaged, and equipped to represent PANGAIA in the best possible way.

Based in Milan, you will manage day-to-day business with our wholesale accounts, from seasonal sell-in to in-season performance management, ensuring we deliver on both our commercial goals and our brand values. You will also be responsible for setting up and managing the PANGAIA showroom at least twice a year during fashion weeks, creating an exceptional environment that inspires partners and showcases our collections at their best.

A critical part of this role is managing internal collaboration, working closely with logistics, finance, merchandising, and marketing to ensure smooth execution from order placement to delivery, guaranteeing customer success. You will need to be a confident and persuasive negotiator, ensuring mutually beneficial agreements while protecting brand value and driving profitability. This role requires international travel to visit accounts, and oversee events.

Key Responsibilities

• Strategy and account building – Define an expansion strategy in line with the PANGAIA’s general strategy, develop a pipeline of accounts and acquire them.
• Account Relationship Management – Serve as the main point of contact for key wholesale partners, building strong, trust-based relationships.
• Sales Growth – Drive seasonal sell-in and optimize in-season sell-through, ensuring accounts meet agreed revenue and margin targets.
• Seasonal Planning & Execution – Lead the full seasonal wholesale cycle: pre-line presentations, line reviews, order negotiations, and post-market follow-ups.
• Showroom Management – Plan, set up, and oversee the PANGAIA showroom during fashion weeks (minimum twice per year), ensuring a premium and brand-consistent experience for buyers and press.
• In-Season Trading – In collaboration with commercial team analyze sales data, stock levels, and sell-through performance; recommend actions to maximize results.
• Negotiation Leadership – Secure commercially sound agreements on pricing, terms, and marketing investments with accounts, balancing growth with brand positioning.
• Brand Presentation – Ensure that our partners’ stores and digital platforms reflect PANGAIA’s brand guidelines and storytelling standards.
• Market Intelligence – Monitor competitor activity, market trends, and partner feedback to inform assortment planning, pricing strategies, and commercial decisions.
• Internal Collaboration – Partner with logistics, finance, merchandising, marketing, and other internal teams to ensure timely deliveries, accurate invoicing, and resolution of any issues to guarantee customer success.
• Travel – Attend international fashion weeks, visit key accounts, and represent PANGAIA at industry events.
• Reporting & Forecasting – Prepare and maintain accurate sales forecasts, weekly reports, and account performance reviews.

• Proven track record in wholesale account management within the fashion, sportswear, or lifestyle sectors.
• Exceptional negotiation skills with a proven ability to close high-value deals and secure favorable terms.
• Strong commercial acumen with experience in driving sales growth.
• Experience managing showroom operations during fashion weeks or equivalent industry events.
• Excellent relationship management and stakeholder communication skills.
• Strong analytical and problem-solving abilities, with a data-driven approach to decision-making.
• Ability to work in a fast-paced, entrepreneurial environment.
• Proficiency in Microsoft Office (especially Excel) and experience with wholesale order management systems.
• Passion for sustainability, innovation, and design.
• Willingness to travel internationally on a regular basis.

Why Join Us?

At PANGAIA, you will play a pivotal role in building a globally recognized responsible fashion brand at scale. You’ll have the chance to work at the intersection of innovation, design, and purpose, creating impact beyond commerce while delivering meaningful returns to shareholders.

If you are ready to shape the future of responsible fashion and lead one of our most important growth engines, we would love to hear from you.