EquipmentShare is seeking a Director of Consumables to lead the strategic growth, operational performance, and financial success of our industrial supplies and consumables business. This role combines strategic leadership, financial management, inventory optimization, and operational excellence to ensure profitable growth while delivering an exceptional customer experience.
This role will be based in Houston, TX and requires frequent travel nationwide. Primary ResponsibilitiesStrategic Leadership & P&L Management- Total Category Ownership: Hold full P&L responsibility for the Consumables division, driving top-line revenue growth and expanding gross margins.
- Strategic Planning: Develop and execute multi-year strategic plans for the consumables category, aligning product assortment with macroeconomic trends, customer demand, and enterprise goals.
- Pricing & Profitability: Architect dynamic pricing strategies, discount structures, and promotional calendars to maximize margin while maintaining market competitiveness.
Vendor Strategy & Sourcing- Supplier Relations: Serve as the primary executive sponsor for top-tier suppliers. Lead high-stakes negotiations covering cost of goods, volume rebates, co-op marketing funds, and payment terms.
- Supply Chain Resilience: Partner with Supply Chain and Procurement to ensure optimal inventory levels, mitigate supply chain disruptions, and improve inventory turns without sacrificing fill rates.
- Private Label Expansion: Identify opportunities to develop, launch, and scale high-margin private-label consumable products alongside branded offerings.
Go-to-Market & Cross-Functional Alignment- Sales Enablement: Collaborate with the VP of Sales to equip national and regional sales teams with the product training, competitive intelligence, and incentive structures needed to win enterprise contracts.
- Omnichannel Merchandising: Work with digital, print, and marketing teams to ensure optimal product placement, search visibility, and merchandising across B2B e-commerce platforms and catalogs.
- Market Intelligence: Monitor the competitive landscape, tracking competitor pricing, emerging product technologies, and shifts in industrial, construction, and manufacturing sectors.
Team Building & Management- Leadership: Lead, mentor, and scale a team of Category Managers, Sourcing Specialists, and Pricing Analysts.
- Performance Management: Establish rigorous KPI tracking for the team, fostering a culture of data-driven decision-making, continuous improvement, and cross-functional partnership.
Perks & Benefits- Competitive compensation
- Full medical, dental, and vision coverage for full-time employees
- Generous PTO + paid holidays
- 401(k) + company match
- Tool and boot reimbursements (role dependent)
- Gym membership stipend + wellness programs (earn PTO and prizes!)
- Company events, food truck nights, and monthly team dinners
- 16 hours of paid volunteer time per year - give back to the community you call home
- Career advancement, leadership training, and professional development opportunities
About YouYou want to be part of a team that's not just changing an industry for the sake of change - we're transforming it to make it safer, more secure, and more productive. You bring grit, heart, and humility to your work, and you're excited about the opportunity to grow within a fast-paced, mission-driven environment.
We're looking for people who:
- See challenges as opportunities
- Embrace change and continuous improvement
- Bring energy, effort, and optimism every day
Skills & Qualifications Qualifications & Requirements
- 10+ years of progressive leadership experience in category management, merchandising, or strategic sourcing, with a minimum of 5 years managing a consumables or MRO portfolio at a major B2B distributor (e.g., industrial, construction, or facility supplies).
- Proven track record of managing a P&L exceeding $100M+ in revenue.
- Advanced negotiation capabilities with a history of structuring complex, multi-million-dollar supplier agreements and rebate programs.
- Expert ability to synthesize complex sales data, supply chain metrics, and financial reports into actionable strategic initiatives.
- Multi-site leadership experience managing regional or national operations.
- Experience leading and developing high-performing teams.
- Advanced analytical and problem-solving skills with the ability to translate data into business decisions.
- Experience with inventory optimization, forecasting, purchasing, and vendor management.
- Excellent communication, presentation, and executive leadership skills.
