Sales and Merchandising ManagerDepartment: Retail FLSA Status: Exempt
Reports To: Jon KoontzJob Category: 4 (Management)PurposeThe
Sales & MerchandisingManager is responsible for driving profitable sales growth through effective merchandising, purchasing, advertising, vendor management, and commercial strategy. This position has
P&L ownership and is accountable for sales, gross profit, margin, inventory, and operating profit performance.
The Director serves as the primary commercial leader connecting
Store Operations, vendors, distribution centers, Finance, Marketing, and company leadership. The role requires a hands-on grocery retail leader who can identify opportunities, negotiate effectively, develop compelling sales and merchandising programs, and translate strategy into measurable store-level results.
Key ResponsibilitiesP&L, Sales & Merchandising Leadership- Own the P&L and develop strategies to achieve sales, gross profit, margin, inventory, and operating profit objectives.
- Develop sales, merchandising, pricing, promotional, and assortment strategies based on customer demand, competitive activity, seasonality, and financial objectives.
- Monitor results against budget, forecast, and prior year; identify performance gaps and implement corrective actions.
- Identify opportunities by store, department, category, and item to increase customer count, sales, gross profit dollars, and profitability.
- Regularly evaluate market and competitive conditions and adjust strategies accordingly.
Deal Buying & Purchasing- Serve as the company's primary deal buyer, actively identifying opportunistic purchases that can generate incremental sales and gross profit.
- Develop sourcing relationships with manufacturers, brokers, distributors, wholesalers, and other suppliers.
- Evaluate opportunities based on landed cost, retail pricing, margin, expected movement, inventory requirements, distribution capabilities, and overall financial return.
- Negotiate pricing, quantities, freight, payment terms, allowances, markdown protection, and other financial considerations.
- Coordinate product allocation and merchandising to maximize sell-through and profitability.
- Measure deal performance and apply results to future buying decisions.
Vendor Management & Negotiation- Own relationships and negotiations with key vendors.
- Negotiate product costs, promotional allowances, rebates, incentives, payment terms, freight, advertising support, and other vendor funding.
- Conduct vendor business reviews focused on sales, pricing, service levels, financial support, and growth opportunities.
- Hold vendors accountable for agreed-upon pricing, service levels, promotional commitments, and financial terms.
- Evaluate new vendors and products based on customer relevance, financial potential, operational requirements, and strategic fit.
Rebates, Allowances & Reimbursements- Maintain a disciplined process for tracking rebates, promotional allowances, bill-backs, reimbursements, credits, incentives, and other vendor funding.
- Ensure vendor agreements and financial commitments are documented and communicated to Finance.
- Partner with Finance to reconcile expected versus received funding, resolve discrepancies, and ensure claims and reimbursements are collected timely.
- Incorporate vendor funding appropriately into financial reporting, forecasting, and merchandising decisions.
Distribution & Inventory Collaboration- Work closely with internal and third-party distribution centers to align purchasing, inventory, product availability, promotions, and merchandising plans.
- Coordinate inventory requirements, allocations, deal purchases, promotional quantities, and seasonal needs.
- Proactively address shortages, overstocks, discontinued items, service-level issues, and other inventory risks.
- Consider distribution costs and operational constraints when making purchasing and merchandising decisions.
Store Merchandising & Assortment- Develop and manage store merchandising programs, promotional features, displays, seasonal programs, and other sales-driving initiatives.
- Translate purchasing opportunities and vendor programs into clear store-level plans, including featured products, pricing, tie-in items, inventory requirements, and display expectations.
- Partner with Operations to ensure consistent execution and regularly visit stores to evaluate results and identify opportunities.
- Manage product assortment based on sales, margin, movement, customer demand, competitive positioning, and local market needs.
- Measure merchandising initiatives based on sales, gross profit, sell-through, customer response, and overall P&L contribution.
Advertising & Marketing Strategy- Own the advertising and promotional strategy for the market, ensuring marketing activity supports customer-count, sales, and profitability objectives.
- Develop the promotional calendar and determine key advertised items, pricing, themes, and events in coordination with merchandising and Operations.
- Partner with Marketing to execute print, digital, social media, loyalty, and in-store advertising that communicates value and drives customer traffic.
- Align advertising with merchandising plans, product availability, vendor programs, seasonal opportunities, and competitive market conditions.
- Maximize the use of vendor advertising funds, co-op opportunities, and promotional support.
- Monitor competitor advertising and promotional activity and adjust strategies as appropriate.
- Evaluate advertising effectiveness based on customer count, sales lift, gross profit, engagement, and return on marketing investment.
Cross-Functional Leadership- Serve as the key commercial link between Operations, Finance, Marketing, Distribution, vendors, and store leadership.
- Ensure merchandising, advertising, purchasing, and operational strategies are aligned with total market P&L objectives.
- Communicate priorities, plans, and performance expectations clearly throughout the organization.
- Participate as a member of the company leadership team and contribute to broader business planning and strategy.
Key Performance IndicatorsPerformance will be measured primarily through:
- Total market P&L and operating profit performance
- Sales and comparable-store sales growth
- Customer/transaction count growth
- Gross profit dollar and margin performance
- Performance to budget and forecast
- Inventory turns, sell-through, shrink, and markdowns
- Deal-buy and promotional performance
- Vendor cost improvements and funding captured
- Advertising and promotional effectiveness
- Distribution service levels and product availability
- Store merchandising execution
Qualifications- 7+ years of progressive experience in grocery retail merchandising, buying, category management, sales, or related retail leadership.
- Strong grocery buying and merchandising experience preferred.
- Demonstrated experience managing P&L performance and driving sales and gross profit growth.
- Proven success negotiating with manufacturers, brokers, distributors, and suppliers.
- Strong understanding of retail pricing, promotions, advertising, margin, inventory management, and category performance.
- Experience with opportunistic/deal buying strongly preferred.
- Strong financial, analytical, negotiation, and decision-making skills.
- Experience working with distribution centers and retail supply-chain partners.
- Strong leadership and communication skills with the ability to work effectively across stores, vendors, distribution partners, and company leadership.
- Willingness to spend meaningful time in stores and in the market, maintaining a hands-on understanding of customers, competition, merchandising execution, and sales opportunities.
