Director of Merchandising, Softlines

Director of Merchandising, Softlines

JOB PURPOSE: TO DELIVER ON THE MISSION OF WILCO, DRIVING MERCHANDISING SALES, MARGIN, AND INVENTORY PERFORMANCE.

JOB SUMMARY: The Director of Merchandising, Softlines provides strategic leadership and hands-on execution across merchandise planning, product development, sourcing, pricing, promotions, and vendor partnerships. Reporting to the VP of Merchandising, this role is accountable for sales, margin, and inventory performance across Wilco’s Clothing, Seasonal & Holiday, Footwear, Impulse, Closeout, and Lawn & Garden categories in stores and eCommerce. The Director builds and develops a high-performing team and partners closely with the Director of Merchandising, Hardlines, and cross-functional leaders to deliver business results.

Reports To: VP of Merchandising

Supervises: Product Merchants, Merchandising Assistants

RESPONSIBILITIES

Strategy & Planning

• Lead development of merchandise plans by category, for stores and for eCommerce, covering sales and every component of margin: IMU, freight, markdowns, and shrink.
• Partner with the VP of Merchandising to develop strategic merchandising plans, including a sourcing strategy for each SKU and seasonal buy windows.
• Deliver annual sales, margin, and inventory plans through categories purchased directly and through product merchants.

Product Development & Assortment

• Develop, manage, and collaborate on product strategies for in-store and eCommerce products in a high-SKU-count environment.
• Apply trend forecasts and influence product strategy during development, using both market information and brand filtering, across Clothing, Seasonal & Holiday, Footwear, Impulse, Closeout, and Lawn and Garden categories.
• Lead size, color, and style assortment strategy, including SKU optimization and rationalization during regular business cycles.
• Plan seasonal and holiday product flow, from lead-time and import timelines through in-season chase, end-of-season clearance, and carryover.
• Manage slow-moving product reviews and strategies, including the discontinuation process and discounted pricing, with markdown timing set to the season.

Vendor Partnerships

• Lead and support Product Merchants in building effective vendor partnerships.
• Participate directly in vendor strategy sessions and meetings with key vendors, including private-label and import programs.
• Set vendor plans that include revenue, margin, and inventory targets and advertising and co-op funds.

Promotions & Pricing

• Lead pricing strategy to maximize sales and margin targets by department.
• Own the end-to-end promotional strategy for softlines categories, from selection and sourcing through direction to store operations, including post-promotion analysis and reporting.
• Monitor and oversee competitor pricing strategies for softlines, including response execution and price elasticity review.

Inventory & Supply Chain

• Support inventory management for softlines in partnership with the Director of Inventory and Planning, with attention to seasonal receipt flow and sell-through.
• Support supply chain departments on strategies that deliver service and working capital targets.

Reporting & Analysis

• Deliver weekly business reports and forecasts that give fact-based summaries of past performance and profitability to support decision-making.
• Evaluate and analyze sales and profitability performance across all softlines categories.

Team Leadership

• Manage and develop the softlines merchandising team, using relevant metrics to ensure performance, productivity, and growth.

ADDITIONAL RESPONSIBILITIES

• Build organizational capacity through improved programs, policies, and systems.
• Apply strong process discipline and technology systems to drive efficiency.
• Ensure plans align with company-wide goals, and reconcile them regularly.
• Perform other duties and tasks as assigned by the VP of Merchandising.

SPECIAL SKILLS/TRAINING

• Retail Finance: strong financial retail background, with a solid grasp of the components of gross margin, advanced retail math, and a competency in making data-based decisions.
• Sourcing: expert in product sourcing in a dynamic retail environment, including import and long-lead-time programs.
• Business Acumen: effective business planning, project management, problem solving, negotiation, and financial analysis.
• Trend & Seasonal Planning: ability to read trends and plan seasonal flow, size and color assortments, and markdown timing.
• Leadership: proven ability to influence and inspire team members.
• Communication: excellent communication and collaboration skills, including partnering with the Hardlines Director and Director of Merchandise Planning and Allocation.
• Work Style: extreme attention to detail, deadline focus, and high motivation.

EXPERIENCE/EDUCATION

• 10+ years in senior retail merchandising roles of increasing scope, complexity, and leadership responsibility.
• 10+ years of direct product sourcing experience, including apparel, footwear, and seasonal categories, with import and private-label vendors.
• 5+ years in a leadership role at a retail company with 10+ locations and $100M+ in sales.
• Experience planning seasonal and holiday products, including lead-time management and markdown timing, is preferred.
• Proven record of delivering all budgeted metrics in a high-SKU-count environment.
• Bachelor's degree in business or a related field.

SUCCESS AT 12 MONTHS

• Success in this role means applying prior knowledge, learning the Wilco softlines and seasonal business quickly, earning the team's and vendors' trust, and owning the merchandise plan with measurable results.
• Annual sales, margin, and inventory plans are delivered across all softlines categories.
• Seasonal and holiday flow is on time, with strong sell-through and disciplined clearance.
• Vendor partnerships are strong, and merchandising teams are performing against clear metrics.
• The merchandising team is developed, engaged, and accountable.
• Plans are aligned with company-wide goals and with the Hardlines Director's plans.

WORKING CONDITIONS

• To be eligible for remote work, the successful candidate must have an ergonomic workspace, free from distractions.
• This position requires the ability to work on-site at our headquarters in Mt. Angel, OR, 2-3 days per week.
• Occasional travel to Wilco Retail stores and meetings with vendors.
• Must be willing and able to attend trade shows (overnight travel is expected ~1x per quarter)

BENEFITS

• STIP Eligible
• Medical, dental, and vision health insurance
• Profit Sharing Program - up to 3% of your annual wages
• 401 (k) Retirement Plan with up to 6% Employer Match
• Advancement Opportunities
• Employee Assistance Program
• Referral Bonus - refer a friend or family member
• Long-term disability and Life/AD & D Insurance
• Generous Employee Discount
• Tuition Reimbursement
• On-Demand Pay
• Holidays and paid time off.

*Employment is contingent upon the successful completion of a drug screen and criminal background check, consistent with applicable law.

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