Channel Merchandising Manager

Join the Fun at Arrow International!

Arrow International is the world’s #1 maker of charitable gaming products, from pull tabs and bingo paper to cutting-edge electronic gaming systems. Our products power entertainment in social and gaming venues around the globe, and we’re growing fast!

We're building a winning culture that’s all about teamwork, passion, and innovation. At Arrow, you’re not just another employee, you’re part of a high-performing team that’s redefining fun and giving back to communities. We believe in rewarding your hard work with profit-sharing, 401(k) matching, great benefits, and paid time off, including a bonus week every July!

If you're looking for a career that’s exciting, meaningful, and full of opportunity, Arrow is the place to be.

Arrow International is seeking a commercially-driven and operationally-focused Channel Merchandising Manager to own the performance of consumables products and supporting point-of-purchase (POP) marketing materials within a dedicated retail or on-premise channel.

The Channel Merchandising Manager serves as the primary business owner for the assigned channel, with accountability for driving sell-thru rate by translating product placement into genuine consumer demand through strategic planning, field execution, customer relationship management, and cross-functional collaboration.

This role will report to the Director, Channel Management and Product Marketing.

Primary Responsibilities

Channel Strategy & Business Planning

• Build and maintain a fundamental understanding of the channel’s operators and consumers, their needs, and their purchase drivers in order to develop channel strategies and operational plans.
• Develop and own the annual channel business plan, including volume targets, sell-thru goals, promotional calendars, and trade spend budgets.
• Identify growth opportunities through analysis of sell-thru data, category trends, competitive activity, and white-space account mapping.
• Establish channel-specific go-to-market strategies for new product introductions, assortment mix optimization, merchandising solutions, and related equipment.
• Collaborate with Sales Leadership and Product Management to set channel pricing, promotional guardrails, and distribution targets consistent with brand positioning.

Account & Customer Management

• Partner with Sales Reps and Account Managers to address the needs of key accounts, distributors, and channel partners within the assigned channel.
• Build and maintain productive relationships with distributor sales reps and charitable operators.
• Conduct regular business reviews with key partners, presenting performance scorecards, trend analyses, and joint growth plans.
• Develop and maintain a meaningful segmentation framework for managing the business.

Merchandising & POP Execution

• Define channel-appropriate POP marketing standards and planogram recommendations to maximize in-location product visibility and consumer conversion.
• Partner with the Marketing team to develop and deploy POP assets tailored to each channel environment.
• Monitor in-location compliance for merchandising standards through field visits, distributor reporting, and other relevant audits.
• Evaluate POP program effectiveness via sell-thru lift analysis and continuously optimize the materials mix.

Sell-Thru Performance Management

• Own the channel sell-thru KPI; monitor weekly and monthly performance against plan and initiate corrective actions as needed.
• Analyze shipment, depletions, and point-of-sale data to identify inventory imbalances, velocity issues, and promotional effectiveness.
• Collaborate with Demand Planning and Supply Chain to align shipment phasing with anticipated channel sell-thru velocity.
• Prepare and present regular channel performance reports, highlighting risks, opportunities, and recommended actions.

Distributor & Field Sales Enablement

• Educate distributor sales teams and direct account sales reps on assortment optimization, POP placement standards, and other merchandising best practices.
• Develop sales tools, channel sell sheets, and objection-handling guides to support field execution.
• Ride with distributor reps and conduct account blitzes to model best practices and maintain direct market intelligence.
• Set and track distributor performance metrics through structured KPI reviews.

Cross-Functional Collaboration

• Partner with Trade Marketing and Brand teams to ensure channel programs are aligned with brand standards and campaign calendars.
• Provide the voice of the channel to Product Management/Development, sharing consumer insights, competitive intelligence, and unmet needs.
• Coordinate with Finance and Trade Marketing on trade spend accruals, deductions management, and ROI analysis for promotional investments.
• Work with Customer Service and Logistics to resolve service issues that could impair sell-thru velocity.