Director of Merchandising, EU

Job Summary:

The Director of Merchandising, EU is responsible for leading and scaling the product assortment strategy for the European region. This senior leadership role drives the identification of high-potential brands, develops strategic vendor partnerships, secures best-in-class commercial terms, and leverages data-driven insights to accelerate category growth and regional revenue performance.

This is a high-impact, builder role. The Director leads and grows the EU Merchandising team, drives cross-functional collaboration with Supply Chain, Commercial, Compliance, and Finance, and ensures the European business is set up to win commercially, operationally, and strategically.

Job Expectations:

• Own the EU Merchandising strategy — assortment, category priorities, vendor portfolio, and commercial performance across the European market
• Build, lead, and develop the EU Merchandising team, creating a data-driven, results-oriented culture aligned with iHerb’s growth ambitions
• Report to the EU General Manager and contribute actively to the EU Leadership Team, driving cross-functional alignment on business priorities
• Partner closely with the VP of Merchandising (dotted line) and Directors to ensure EU strategy operates within the global framework and leverages global capabilities
• Drive category growth through assortment optimization, competitive pricing, promotions, and vendor negotiations that deliver strong margin outcomes
• Lead regional vendor partnerships — identifying high-potential brands, securing best-in-class commercial terms, and building long-term supplier relationships
• Collaborate with Supply Chain and Inventory Management on forecasting, vendor performance, order cycles, and in-stock execution
• Work closely with Commercial and Finance teams to ensure EU merchandising decisions are commercially sound and support revenue and profitability targets
• Partner with Compliance and Regulatory teams to manage catalog additions, documentation, and approvals in line with EU requirements
• Adapt global merchandising strategies to EU customer needs, market trends, and regulatory standards
• Use analytics and category insights to identify growth opportunities, guide decisions, and drive continuous improvement

The duties and responsibilities described above may provide only a partial description of this position. This is not an exhaustive list of all aspects of the job. Other duties and responsibilities not outlined in this document may be added as necessary or desirable, with or without notice.

Knowledge, Skills and abilities:

• Proven leadership and team-building capability, with experience managing and developing merchandising or buying teams
• Strong commercial acumen with a track record of delivering category growth and margin performance in an eCommerce environment
• Skilled negotiator with the ability to secure strong vendor terms and build lasting supplier partnerships
• Executive presence and the ability to influence at all levels — from vendors to senior leadership and cross-functional peers
• Deep understanding of EU market dynamics, regulatory requirements, and consumer needs
• Advanced analytical skills and data-driven mindset to guide decisions and spot opportunities
• Strong cross-functional collaborator, especially with Supply Chain, Finance, Commercial, and Compliance

Equipment Knowledge:

• Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint)
• Experience with Google Workspace (Gmail, Drive, Docs, Sheets, Forms) preferred
• Experience with EDI, WMS, SAP, Asana, or Tableau is a plus

Experience Requirements:

12+ years of progressive experience in merchandising, category management, or buying, with a strong eCommerce background. Proven experience leading teams and operating in a regional or international environment is required.

Pan-European experience strongly preferred.

Education Requirements:

Bachelor’s Degree in Business, Merchandising or related field preferred, or a combination of education and equivalent work experience.