Job title: Business Head - Merchandise
Job type: Permanent
Emp type: Full-time
Expertise: Commercial Leadership
Location: California, United States
Job published: 2020-01-23
Job ID: 32189

Job Description

For a leading game industry service provider we are recruiting a Business Head - Merchandise.

The Head of Merchandise defines, creates, and leads product development, strategy, and P&L for our client's Physical Goods offering. This role is responsible for all aspects of purchasing, licensing, production planning and scheduling, inventory, shipping, and receiving. This position will also design and execute strategies, and plan to meet developers’ short-term and long-term supply chain management/production control needs. This individual will examine existing procedures and look for opportunities to streamline activities in order to meet product distribution requirements. Moreover, this individual will direct the movement, storage, or processing of inventory on behalf of our client's partners. As the Business Head of Merchandise, you: 1) have an entrepreneurial spirit; 2) are a strategic innovator; and 3) must have previous merchandising experience from creation to fulfillment.


  • Create and design offerings and solutions that target physical good providers
  • As the Business Head of a new Business Unit, you will work with Product, Integrations, Business Development, and Marketing teams to build products and help to create the marketing materials which will enable our client to deliver merchandise solutions needed by clients and prospects
  • Develop long-lasting relationships with new target audience, and apply and hone business skills in an entrepreneurial environment
  • Work on complex agreements with partners, as well as work cross-functionally with colleagues in multiple disciplines, to ensure our partners are positioned for success using our client's tools and services
  • Develop, execute, and maintain merchandising financials and inventory plans, while driving strategies to support the marketing and financial objectives of partners
  • Develop and execute strategies that achieve an optimal balance of supply vs. demand, including both forecast validation and replenishment strategies to achieve superior sales and inventory goals
  • Monitor, analyze, forecast, and guide all pre-season and in-season buys/sales
  • Own pre-season forecast, in-season management of planning forecasts, and receipt flow — all on order — to ensure that available inventory meets open-to-buy strategy and maximizes cash flow
  • Achieve and maintain desired inventory levels across all product categories, while refining the receipt flow process to improve inventory turnover
  • Drive seasonal hindsight process and guide the application of learnings to future deliveries; react to current business trends for all product categories
  • Drive, analyze, and manage markdown process, promotional, and exit strategy to effectively mitigate aged inventory
  • Ensure excess inventories are reviewed with merchandising teams
  • Initiate analysis of historic and current trends, providing analytical support to our client's partners
  • Communicate financial results, forecasts, and action plans to the business on a weekly basis
  • Provide innovative, best-in-class merchandising management methodologies in particular strategic categories, including: business planning, product assortment, pricing, production, and licensing
  • Develop and maintain relationships with vendors, suppliers, and industry influencers
  • Manage and develop a team of leaders, supporting the growth of associates within the department
  • Define and direct the Company’s online shopping presence and strategy to ensure a customer-focused, well-merchandised site resulting in a positive customer experience focused on building repeat
  • Lead the annual budgeting process for the department, working closely with Finance. Monitor spending, ensure adherence to annual budgets, and alert team of any impending issues that might affect overall business



  • Bachelor’s Degree in Finance, Marketing, Communications, or a related field
  • 8+ years of progressive experience with partner/business development in any of the following industries: merchandising
  • 6+ years of experience within the video game industry
  • Prior management experience
  • Ability to successfully participate and lead projects involving cross-functional teams
  • Ability to problem solve
  • Ability to build successful client relationships
  • Established track record of driving revenue
  • Must have a passion for games and/or prior experience in the video game industry
  • Ability to travel up to 30%
  • Deep expertise and relationships with physical goods vendors, fulfillment centers, etc.
  • Clear written and verbal communication skills
  • Strong customer service/interpersonal skills
  • Strong negotiation skills
  • Must be able to immediately handle a significant workload and effectively prioritize projects with a high degree of autonomy
  • Effective time management skills and excellent attention to detail
  • Responsible for closing business, while overseeing a team that closes business as well
  • Ability to motivate and influence teams to meet deadlines
  • Foresee obstacles and plan against them


  • Master’s degree
  • Experience with an entrepreneurial organization
  • Robust network of game developers and publishers