Director, Merchandise

Roc Nation • Los Angeles, CA

8d • $120,000 - $150,000 • Onsite

About The Position

Roc Nation is seeking a strategic, trend-driven Director of Merchandise to lead our product and merchandise division. In this role, you will own end-to-end merchandise operations across Roc Nation’s artist roster — from demand forecasting, financial modeling, and product development through vendor and partner management, D2C e-commerce, tour logistics, event and VIP retail, and post-campaign reconciliation. The role is the single point of ownership for merch strategy and execution, spanning flagship stadium-scale campaigns and developing-artist e-commerce launches simultaneously. It requires an operator who forecasts and models the business, makes decisions under pressure, manages senior external partners directly, and maintains books to an audit-ready, executive-facing standard.

Requirements

• 5+ years of direct experience in a leadership merchandising role specifically within the music entertainment, artist management or streetwear/apparel industries
• Deep understanding of music fan culture, streetwear trends, and the operational mechanics of both print-on-demand/quick-turn manufacturing and traditional cut-and-sew apparel development
• Proven experience managing a matrixed P&L, budget forecasting, open-to-buy (OTB) planning, and analyzing complex royalty frameworks
• Strong background in negotiating manufacturing terms, vendor service level agreements (SLAs), and licensing/IP guardrails
• Ability to thrive in a fast-paced environment where priorities shift rapidly based on tour schedules, viral cultural moments, and album release timelines
• Applicants for employment in the U.S. must possess work authorization which does not require sponsorship by the employer for a visa.

Responsibilities

• Own demand forecasting and financial modeling across the full roster — from flagship stadium campaigns to developing-artist launches
• Model buys, sizing curves, sell-through, and reorder scenarios; set quantities against sales history and projections
• Build the analytical basis for revenue projections, margin targets, and inventory decisions
• Own product assortment across apparel, music (vinyl / CD / cassette), accessories, and specialty items
• Develop production-ready designs and files with creative teams; manage sampling, approvals, and production timelines
• Build and own PNLs on all product; drive margin and cost decisions
• Own every external partner relationship end-to-end — apparel manufacturers, music pressing/distribution, licensed-goods and fashion collaborators, fulfillment partners, venues, leagues, and promoters
• Negotiate terms, manage POs, and hold partners to delivery, quality, and compliance standards
• Serve as the direct point of contact for senior external stakeholders across all campaigns
• Own D2C storefront strategy and execution on Shopify — builds, drops, pre-orders, and launch coordination
• Partner with digital marketing on fan communications, launch timing, and CS handoff
• Track and report sales performance; drive reorder and inventory decisions
• Own tour merch logistics end-to-end — routing, freight, cross-border movement, and venue coordination to and through shows
• Plan and execute merch for tours, pop-ups, and stadium/arena activations, including VIP merch programs
• Manage on-site retail operations via Atvenu and POS — staffing coordination, comps, and settlement
• Own post-event inventory reconciliation and variance reporting
• Produce sales recaps and performance reporting for leadership
• Maintain reconciliation and inventory documentation to an audit-ready standard for finance and executive review
• Run weekly merch meetings; maintain agendas and action tracking
• Partner across legal, finance, communications, artist teams, and external partners (venues, leagues, promoters)
• Other duties, as assigned

Benefits

• Medical, vision, dental and mental health benefits for you and your family with access to a health care concierge and Flexible or Health Savings Accounts (FSA or HSA)
• Free concert tickets
• Paid time off including paid holidays, sick time and floating days
• Career and skill development programs with School of Live
• 401(k) program with company match

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed