Director, National Retail

Girl Scouts of the USA•New York, NY

4d•$140,000 - $160,000•Hybrid

About The Position

Girl Scout Merchandise (GSM) at GSUSA is seeking a Director, National Retail to lead and strengthen the wholesale and retail business across our Council retail partners. This role focuses on building Council business capability and driving growth through insight, coaching, and partnership — with success measured not only by wholesale sales but by Councils’ improved in-store and digital retail performance, customer engagement, and profitability. The Director will establish a national retail performance framework that supports data-driven decision-making, consistent KPIs, and scalable tools that enable Councils to optimize their local retail businesses. The ideal candidate has deep experience in multi-unit or franchise retail management, performance analytics, and collaborative leadership across complex federated organizations.

Requirements

Experience in coaching, training, or consultative account management
Proven success in building performance frameworks and coaching partners to improve sales and operational results.
Strong financial and analytical skills; ability to interpret data and convert insights into action.
Excellent communication and relationship-building skills; trusted partner and advisor to field and executive teams.
Strategic thinker with a hands-on, results-driven mindset.
Demonstrated ability to manage complex relationships across a federated model.
Experience with omnichannel retail operations and customer engagement strategies.
Office 365 or similar suites
Fluency in PowerPoint or similar presentation software
Fluency in Microsoft Excel or similar software
Fluency in BI tools (Looker, Power BI, or similar data analytics software)
Bachelor’s degree in Business, Marketing, or related field (MBA preferred).
10+ years of experience in retail or wholesale leadership, including multi-store or franchise environments.

Nice To Haves

Experience with Salesforce or NetSuite a plus.

Responsibilities

Lead national strategy for the wholesale and Council retail channel, including sales, margin, and retail KPI performance.
Develop and execute growth plans aligned with GSM product, marketing, and ecommerce strategies.
Oversee Council ordering cycles, assortment planning, and demand forecasting to optimize wholesale and sell-through performance.
Partner with the GSM Buying and Planning teams to ensure product mix and inventory alignment with Council needs and national campaigns.
Identify emerging trends and opportunities to expand Council participation and revenue through new programs, assortments, or omnichannel initiatives.
Create and maintain a Council Retail Performance Framework with clear KPIs across sales, customer experience, digital engagement, and operational excellence.
Lead quarterly and annual business reviews with Councils to assess performance, share insights, and co-develop improvement plans.
Build dashboards and reporting tools (in collaboration with Analytics & Insights) to make Council performance data accessible and actionable.
Provide coaching and consultation to Council retail leaders, helping them strengthen financial management, inventory efficiency, and customer engagement strategies.
Develop and deliver scalable training, webinars, and best-practice toolkits for Council retail teams.
Partner closely with Ecommerce, Marketing, and Brand teams to align national promotions and ensure a consistent omnichannel customer experience.
Engage and influence senior Council leadership (COO/CFO level) to ensure retail strategies are clearly understood and supported at the decision-making level.
Serve as the voice of the Council retail network within GSUSA, surfacing insights, challenges, and innovations that inform GSM strategy and product planning.
Partner with the Council Partnerships team as the retail subject matter expert, supporting councils’ participation in the Product Line Optimization strategic initiative and aligning retail insights to financial and product mix analysis.
Collaborate with Technology, Analytics, and Finance to refine tools, reporting, and systems that support Council business management.
Work cross-functionally to identify and implement initiatives that drive membership engagement, brand experience, and retail growth.
Serve as a role model for GSM’s values and culture of collaboration, inclusion, and customer focus.

Benefits

Paid Time Off: GSUSA offers 20 days of paid time off, 2 floating holidays, as well as 9 workplace holidays per year. GSUSA staff also enjoy a paid holiday year-end office closure between Christmas and New Year's.
Medical and Behavioral Health Coverage Plan options with individual and family coverage which includes wellness, hospitalization, and fertility assistance. Both plans include GSUSA partial subsidy of premium costs
Dental and vision coverage
Health Savings Accounts (HSAs) and Flexible Spending Accounts (FSAs) including Health, Dependent Care, and Limited FSA for those with Health Savings Accounts
Company-paid life insurance
Flexible work arrangements
12 weeks of paid parental leave
401(K) with company match
Short- and Long-Term Disability for salary continuation
Health and Wellness Classes and Activities throughout the year