Director, National Retail

Girl Scout Merchandise (GSM) at GSUSA is seeking a Director, National Retail to lead and strengthen the wholesale and retail business across our Council retail partners. This role focuses on building Council business capability and driving growth through insight, coaching, and partnership — with success measured not only by wholesale sales but by Councils’ improved in-store and digital retail performance, customer engagement, and profitability.

The Director will establish a national retail performance framework that supports data-driven decision-making, consistent KPIs, and scalable tools that enable Councils to optimize their local retail businesses. This leader will build strong, long-term partnerships across the Council network and GSUSA to drive alignment, influence strategic decisions, and support sustainable growth.  The ideal candidate has deep experience in multi-unit or franchise retail environments and performance analytics, with demonstrated success influencing business outcomes through data-driven insights, relationship building, coaching, and cross-functional collaboration.

• Lead national strategy for the wholesale and Council retail channel, influencing sales, margin, and retail KPI performance through partnership, planning, and performance management.
• Develop and execute growth plans aligned with GSM product, marketing, and ecommerce strategies.
• Oversee Council ordering cycles, assortment planning, and demand forecasting to optimize wholesale and sell-through performance.
• Partner with the GSM buyers and planners to ensure product mix and inventory alignment with Council needs and national campaigns.
• Serve as the voice of the Council retail network within GSUSA, identifying emerging trends, opportunities, challenges, and innovations that inform GSM strategy, product planning, and initiatives to drive Council participation and revenue growth.
• Lead quarterly wholesale planning meetings, leveraging Council performance insights and business trends to inform budget development, merchandising strategies, and ecommerce priorities while ensuring product assortments, tools, and resources align with Council needs and key business objectives.

• Create and maintain a Council Retail Performance and Segmentation Framework with clear KPIs across sales, customer experience, digital engagement, and operational excellence.
• Lead quarterly and annual business reviews with Councils to assess performance, share insights, and co-develop improvement plans.
• Develop dashboards, reporting, and performance management tools, partnering with Analytics & Insights, Technology, and Finance to provide actionable Council performance insights and support business management and data-driven decision making.
• Provide coaching and consultation to Council retail leaders, helping them strengthen financial management, inventory efficiency, and customer engagement strategies.
• Develop and deliver scalable training, webinars, and best-practice toolkits for Council retail teams.

• Advocate for Council retail needs within GSUSA, ensuring Council perspectives are incorporated into key business decisions and strategic initiatives.
• Foster a collaborative Council retail community by facilitating regular forums, sharing best practices, and creating opportunities for peer-to-peer learning across the movement.
• Partner closely with GSM ecommerce team as well as GSUSA Marketing and Brand teams to align national promotions and ensure a consistent omnichannel customer experience.
• Lead cross-functional change management for key GSUSA initiatives, developing communication and training plans that drive successful Council adoption while serving as the retail subject matter expert to internal Council Partnerships, Program, and Membership teams.
• Engage and influence senior Council leadership (CEO/COO/CFO level) to build alignment around retail strategies and secure support for key business initiatives.
• Build and maintain long-term relationships across Council retail teams and GSUSA, leveraging trusted partnerships to advance strategic initiatives, influence business outcomes, and support organizational growth.
• Collaborate with the Girl Scout Central store manager to pilot innovative retail concepts and identify retail best practices that can inform broader Council retail strategies.

Other Duties:Pleasenotethis job description is not designed to cover orcontaina comprehensive list of activities, duties or responsibilities that arerequired ofthe employee for this job.

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Experience in coaching, training, or consultative account management
• Proven success in building performance frameworks and coaching partners to improve sales and operational results.
• Strong financial and analytical skills; ability to interpret data and convert insights into action.
• Excellent communication and relationship-building skills; trusted partner and advisor to field and executive teams.
• Strategic thinker with a hands-on, results-driven mindset.
• Demonstrated ability to manage complex relationships across a federated model.
• Experience with omnichannel retail operations and customer engagement strategies.

Office 365 or similar suites

Fluency in PowerPoint or similar presentation software

Fluency in Microsoft Excel or similar software

Fluency in BI tools (Looker, Power BI, or similar data analytics software)

Experience with Salesforce or NetSuite a plus.

• Bachelors degree in Business, Marketing, or related field (MBA preferred).
• 10+ years of experience in retail or wholesale leadership, including multi-store or franchise environments.

SALARY RANGE: $88,000 - $165,000

This represents the present low and high end of the pay range for this position. This pay range is only applicable to NYC metro or similarly situated employees.  Actual pay will vary based on various factors, including but not limited to experience.

FEATURED BENEFITS:

What We Offer:

Girl Scouts is powered by people, and we encourage our teammembersto be their best selves in and out of the office.We place a high priority on flexibility and offer a competitive employee salary and benefits package that includes:

Paid Time Off:

GSUSA offers 20 days of paid time off, 2 floating holidays, as well as 9 workplace holidays per year. GSUSA staff also enjoy a paid holiday year-end office closure between Christmas and New Years.

OtherBenefits:

• Medical and BehavioralHealth Coverage

• Plan options with individual and family coverage which includes wellness, hospitalization, andfertility assistance.
• Both plans include GSUSA partial subsidy of premium costs
• Dental and vision coverage

• Health Savings Accounts (HSAs) and Flexible Spending Accounts (FSAs) including Health, Dependent Care, and Limited FSA for those with Health Savings Accounts
• Company-paid life insurance
• Flexible work arrangements
• 12 weeksof paid parental leave
• 401(K) with company match
• Short- and Long-Term Disability for salary continuation
• Health and Wellness Classes and Activities throughout the year

WORK ENVIRONMENT:This job operates in a professional office environment.

Position Type:This is a full-time, hybrid position with 2 days on site required.GSUSA is based in New York City.

Travel Requirements0-10%