Merchandise Category Growth Director

Morgan Street Holdings•Seattle, WA

8d•$180,000 - $200,000•Hybrid

About The Position

The world’s most beloved brands don’t just have customers, they have fans – communities of loyal advocates willing to show and share their brand love. At tms, our Global Merchandise Services (GMS) team helps brands supply their fan communities with covetable merchandise that unleashes their badge-wearing potential. We are seeking a strategic and dynamic Merchandise Category Growth Director to drive revenue growth opportunities and enhance business success for GMS. In this role, you will leverage industry expertise, market insights, and brand retail knowledge to unlock new growth channels. You’ll work closely with our product development, merchandising, and sourcing teams to identify high-impact trends, develop data-driven strategies, and strengthen business partnerships. We’re looking for a results-driven leader with a strong background in business development, brand partnerships and retail merchandising. The ideal candidate has experience growing new business, scaling current business, analyzing customer insights, and fostering collaborative relationships across teams.

Requirements

Proven experience developing and working prospect qualification funnels with strong ability to convert leads to long term profitable business
Experience in scaling merchandise business and driving revenue growth
Strong track record of developing and executing business development strategies aligned with customer needs
Integrity, interpersonal skills, and a strong sense of humor to foster a positive team environment
Experience with wholesale and retail product pricing, product margin and revenue models
Strong presentation development and delivery skills, with experience engaging C-level executives
Deep interest in collaborating with cross-functional teams across Product Development, Product Merchandising & Creative Studio, Product Sourcing and Supply Chain
Exceptional project management skills, with a proactive and detail-oriented approach
Curiosity to identify new opportunities and trends with product brands and retail
Energy and excitement to work with consumer product brands where product design, merchandising and attention to detail is paramount.
Curiosity for leveraging technology to enhance customer experience and operational efficiency
Bachelor’s degree or equivalent experience in business development, merchandising, or a related field
8 - 10 years of proven experience across business development and customer relationship management within the consumer product industry

Responsibilities

Develop and execute lead generation strategies, both independently and in partnership with third-party firms
Manage relationships with third-party lead generation providers, ensuring efficiency and alignment with business goals
Prospect qualification planning and execution
Develop and refine pitch strategy for impactful execution and cross-functional alignment
Provide regular business development status reports to internal stakeholders, ensuring transparency and informed decision-making
Partner with the MarComm team to develop compelling and effective marketing materials that support business development effort
Lead trade show and exhibit planning, coordinating across cross-functional teams for seamless execution
Legal document execution externally and internally
Act as the communication lead for cross-functional stakeholders to align new customer objectives and expectations
Identify emerging trends, market opportunities, and revenue growth strategies for new and existing customers
Develop and implement strategic initiatives that align with evolving customer demands and industry landscapes
Lead cross-functional efforts to communicate and execute growth strategies across product development, merchandising, sourcing, and supply chain teams