Vice President of Merchandising and Category Management

Continental Services • Sterling Heights, MI

60d • Onsite

About The Position

The Vice President of Merchandising and Category Management is the enterprise leader responsible for building and executing the merchandising, category, assortment, and pricing strategies that drive same store sales, protect gross margin, and strengthen the guest experience across Refreshment Services Group channels. This role owns the operating model that connects category strategy to field execution, ensuring the right products are offered, placed, priced, promoted, replenished, and measured consistently across regions and lines of business.
This leader will establish category-specific margin and performance targets, create clear decision rights, and lead disciplined performance rhythms with Finance, Procurement, Operations, Sales, and Marketing. The role requires a commercially minded operator who can translate market, cost, customer, and item-level performance insights into timely decisions that improve revenue, product mix, front-end margin, waste, rebate value, and long-term profitability.

Requirements

• Progressive executive leadership experience in merchandising, category management, pricing, retail, foodservice, convenience, consumer products, or a related multi-site operating environment.
• Demonstrated success building category strategies and converting them into measurable sales, margin, mix, and customer outcomes.
• Deep understanding of pricing architecture, category economics, cost and margin drivers, assortment optimization, vendor programs, and promotional effectiveness.
• Experience leading cross-functional initiatives across Operations, Finance, Procurement, Sales, Marketing, and technology or analytics teams.
• Ability to lead a distributed team and influence field execution across multiple regions, business units, or channels.
• Strong financial and analytical acumen, including the ability to interpret item, category, regional, and enterprise performance and make sound commercial decisions.
• Experience establishing governance, operating rhythms, scorecards, and accountability for complex enterprise initiatives.
• Bachelor’s degree in business, merchandising, marketing, finance, supply chain, analytics, or a related discipline; advanced degree is a plus.

Nice To Haves

• Commercially strategic and operationally practical; connects enterprise strategy to field execution.
• Decisive and accountable; moves quickly when performance indicates a need for action.
• Guest- and client-centered while maintaining disciplined stewardship of margin and profitability.
• Highly collaborative, with the credibility to align executives, functional leaders, regional operators, and field teams.
• Data-informed, not data-dependent; combines analytics, market insight, and sound judgment.
• Clear communicator who can simplify complex issues, articulate tradeoffs, and secure decisions.
• Builder of talent, process, and organizational capability in a changing environment.

Responsibilities

• Develop and lead the enterprise merchandising strategy across vending, markets, office coffee, and adjacent RSG channels
• Create a consistent approach to assortment, menu architecture, product placement, planograms, resets, seasonal programs, and local market relevance.
• Balance consumer demand, client needs, operational practicality, vendor programs, and financial performance when setting the product strategy.
• Build an annual merchandising and promotional calendar that supports traffic, basket growth, product discovery, loyalty engagement, and same store sales.
• Develop and evaluate promotion and loyalty strategies that drive repeat engagement, customer retention, larger basket size, and profitable same store sales growth.
• Ensure merchandising standards are translated into clear field processes, tools, training, and measures of compliance.
• Own category strategy, architecture, and performance standards, including category roles, product mix, SKU productivity, space allocation, and lifecycle decisions.
• Lead category managers in developing item-level and category-level plans based on sales velocity, margin, cost trends, waste, stockouts, customer preferences, and market dynamics.
• Establish disciplined processes for new item introduction, product rationalization, substitutions, discontinuations, and regional exceptions.
• Expand formal category management practices beyond core categories and ensure category-specific targets are maintained across the full assortment.
• Partner with Procurement to align vendor selection, costs, terms, rebates, growth programs, and innovation with category and guest strategies.
• Own the enterprise pricing strategy and governance model, category price architecture, price tiers, market basket alignment, and promotional pricing.
• Establish category-specific front-end gross margin targets and ensure pricing, assortment, mix, and cost actions are sufficient to deliver divisional financial commitments.
• Move the organization from reactive, supplier-cost-driven price changes to a proactive, recurring pricing and margin review process.
• Lead timely decisions on price gaps, margin erosion, mix shifts, cost changes, and regional or line-of-business exceptions.
• Partner with Finance and Procurement to evaluate vendor cost changes, rebates, accruals, and purchasing programs so category economics are transparent and margin leakage is not concealed.
• Influence waste and spoilage performance through assortment, shelf-life strategy, forecast and replenishment settings, order guides, and product lifecycle decisions.
• Provide pricing and category input into acquisition diligence, integration planning, and future-state pricing alignment.
• Establish weekly, period, and quarterly category and gross margin performance rhythms with clear inputs, decisions, owners, and follow-through.
• Define and monitor a practical scorecard spanning sales, same store sales, front-end gross margin, price and cost movement, mix, item productivity, waste, shrink visibility, rebates, stockouts, fill rate, and merchandising compliance.
• Use performance insights to identify root causes, prioritize corrective actions, and hold the organization accountable for execution.
• Create executive-ready reporting that clearly communicates performance, risks, opportunities, expected financial impact, and decisions required.
• Champion data quality, common definitions, and consistent reporting so leaders can trust category and margin information.
• Lead a closely integrated operating model across Merchandising, Category Management, Procurement, Finance, Operations, Sales, Marketing, and technology partners.
• Clarify enterprise, regional, and field decision rights while enabling appropriate local flexibility based on customer and market needs.
• Partner with Operations to ensure pricing, resets, planograms, ordering parameters, and assortment changes are implemented accurately and sustained.
• Represent merchandising, category, pricing, and margin strategy in executive forums, annual planning, budgeting, and strategic initiatives.
• Lead change management for new standards, systems, reporting, and ways of working, with a strong focus on adoption and measurable business outcomes.
• Build, lead, and develop a high-performing merchandising and category management organization with clear roles, goals, decision rights, and accountability.
• Set expectations for commercial judgment, analytical rigor, field partnership, speed of decision-making, and execution discipline.
• Develop succession plans and scalable capabilities in category strategy, pricing, assortment planning, merchandising execution, and performance management.
• Create a culture that is guest-focused, financially accountable, collaborative, curious, and committed to continuous improvement.

Benefits

• Health Coverage – Medical, Dental and Vision
• Voluntary Life/AD&D, Short-Term and Long-Term Disability, Critical Illness, Parental Leave
• 401(k) with company match
• Paid Time Off
• Wellness Programs
• Referral bonus

What This Job Offers

• Job Type: Full-time
• Career Level: Executive