Purpose:   

Responsible for organizing and articulating the near and long-term strategic plans for merchandising team and communicate the vision across the merchandising and marketing organization. Provide leadership and direction to create sales driving strategies, programs and events that lead to strong Retailer sales and profit with corresponding strong sales and profit for UNFIs. Ensure the integrity and execution of merchandising initiatives and business development plans for categories.

Job Responsibilities: 

Core Responsibilities

• Analyze the changing retail environment related to specific market areas; Provide leadership direction and create plans to provide sales and profitability for region customers.

• Leverage buying power across regions to realize cost savings and efficiencies.

• Maintain written goals and objectives for all categories which support the overall budget and strategic plans of the department.  Assist direct reports in the strategic planning process.

• Partner with Marketing to build strategies to support new or existing Marketing areas to provide solutions to customers; i.e. sales or customer building initiatives, competitive intrusions.

• Maintain an on-going scheduled category review process with the merchandising staff to include the following:

  • Review of sales from the previous year and next year's goals

  • Analysis of all the vendors in the category

  • Updates on plan-o-grams to support SKU rationalization and  item changes

  • Analysis of current year pricing strategy and pricing strategy for the next year

  • Review of promotional program and planning for the next year

  • Analysis of consumer purchase behavior and trends

  • Ensure product freshness, proper rotation and proper quality control procedures

• Maintain knowledge of shelf management. This includes overseeing establishment of procedures which maintain shelf management principles followed by the Shelf Management staff and the vendor/broker community.

• Maintain understanding of the region, cluster, and retail format pricing strategies to assist the Retail Pricing department.  This includes recommending procedures to the Retail Pricing and assuring that the merchandising staff are guided by established procedures.

• Evaluate forward buy results and current opportunities which remain within the established parameters for the distribution center to generate gross profit.  Communicate with the Procurement staff to maintain budgeted inventory levels and optimum service level.

• Coordinate with the Retail Marketing staff to provide a communication link with assigned clusters of retailers; be a resource for these retailers; and be the regional expert and a resource for other Directors of Merchandising on assigned formats (i.e., EDLP, High/Low, Food & Drug, etc.).

• Develop promotional programs with the merchandising staff and vendors/brokers to increase retail sales and retail gross profits.

• Periodically review category assignments with the merchandising staff.  Review category definitions and adjust items within categories to fit with the changing product mix and consumer purchase habits.

• Continuously work with the management of the vendor/broker community and category managers to develop methods to reduce logistic and administrative expenses.

• Review and sign off the P&L; including income and expenses and have the ability to diagnose and research issues across functions to find and correct errors in the sales and gross for the departments. Ensure SOX compliance.

• Assist the merchandising staff to negotiate actively and aggressively with vendors to ensure the lowest cost-of-goods available and provide the most competitive promotional programs to supplied retailers.

• Work with the Finance Department to adjust wholesale fees on particular items and/or categories to allow retailers to remain competitive on these items despite cost-to-serve issues.

• Communicate and work cooperatively with Enterprise Merchandising on promotions, sales events, etc. to drive sales at retail and generate profit for UNFI

• Set clear goals and provide direction; build good teams and be innovative and creative.

• Ensure the best talent is recruited for the department, insure pro-active training and development is implemented and enhanced for all staff associates.

• Manage the performance of the merchandising staff and where applicable the procurement staff to increase department and supplied retailers sales and profitability while carrying out region overall strategic category management vision, inventory levels and service levels.

• Assign responsibilities to direct reports in a way which will most effectively use their merchandising skills and previous experience.

• Establish and maintain cross-functional relationships with Procurement, Logistics, Marketing, Home Office, Finance, Advertising, Company retail banner merchandising team and across regions.

• Respond to and meet customer needs, both internally and externally.

• Monitor the changing retail environment to be sensitive to marketing and retailer needs.  Ensure that the merchandising staff selects new items, promoted items, and discontinued items which best fit the current retail environment.  Includes maintaining a working relationship with division retailers.

Scope

• Responsible to manage $260- $400 million in annual gross sales. Categories include Bakery/ Deli or GM/HBC categories

• Direct Reports: 3-4 Indirect Reports: 13-26

• P&Ls: 7-18

• Performs other duties as assigned.

Job Requirements: 

Education:

• Four year degree or equivalent experience essential.

Experience:

• Seven to ten years retail management and/or wholesale merchandising management experience are essential

• Strong strategic planning leadership skills essential

Knowledge/Skills/Abilities:

• Strong strategic planning leadership skills essential

• Possess good leadership skills and the ability to supervise the work of others.  Must be able to motivate and work with and through others to achieve desires results.

• Possess excellent communication skills, both verbal and written.  Deals effectively with a wide variety of people both in person and over the telephone.

• Requires basic computer skills and personal computer experience, with word processing and spreadsheet applications preferred.

• Requires the analytical ability to handle administrative duties and mental alertness to ensure accurate, safe, and thorough completion of work activities.  Possess ability to concentrate and deal with frequent interruptions.

• Good judgment is required for this position as there may be times when direct supervision may not be immediately available.

• Travel is required up to 30% for this position.

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