Senior Director of Retail

Key Responsibilities & Qualifications

Product Strategy, R&D & Design Direction

- Own JETSET's retail product strategy: define the multi-year product roadmap, category roles (core, seasonal, recognition, accessories, new categories), and pricing and margin architecture

- Lead retail R&D: identify new product and category opportunities from sell-through data, franchisee and client feedback, and market trends; run small-batch tests and pilots in select studios before committing to network-wide buys

- Set the design direction for all retail products: seasonal concepts and brand standards, approve designs and samples, and give final sign-off before production in line with the JETSET brand.

- Own go/no-go decisions on new products, using defined test criteria (sell-through, margin, reorder rate) to decide what scales, what gets reworked, and what gets dropped

- Track competitive and category trends in boutique fitness and athleisure to keep the assortment relevant and differentiated

Demand Forecasting & Inventory Planning

- Own the SKU-level demand forecast, built from sell-through data and updated monthly, that accounts for run-rate sales, seasonality, new studio openings, product launches, pre-orders, and milestone programs

- Own the inventory plan and open-to-buy budget, set target months-on-hand and reorder points by product class, and partner with Finance & Accounting to approve capital allocation before any purchase order is placed

- Own reorder quantities and size curves for every style, based on actual size-level sales rather than estimates

- Own inventory health: track months on hand, turns, aged and dead stock, and capital above target coverage, and act before excess becomes a write-down

- Own clearance plans for aged and excess inventory and partnering with Marketing on how these plans are communicated

Retail Growth, Launches & Franchisee Sell-Through

- Own retail revenue and margin growth across the network, including per-studio retail sales, attach rate, and franchisee adoption of core programs

- Own the launch plan for every new product and drop: timing, allocation, franchisee pre-orders, launch communication, and post-launch performance review

- Own the retail promotions calendar and franchisee sell-through initiatives, such as studio merchandising guidance, in-studio selling programs, bundles, incentives, and seasonal campaigns. Partner with the Marketing team, which leads creative and channel execution

- Equip franchisees and studio teams to sell: merchandising standards, product training, selling tools, and best practices from top-performing studios, in collaboration with Franchise Operations

- Identify and develop new retail revenue streams as the network grows, such as client-facing e-commerce, partnerships, and collaborations

Supply Chain, Warehouse & Vendor Management

- Own the day-to-day relationship with JETSET's 3PL warehouse partner: receiving, stock accuracy, fulfillment performance, SLAs, and monthly reconciliations

- Own the relationship with JETSET's retail suppliers and manufacturers: lead times, minimum order quantities, production schedules, quality, and landed cost

- Own purchasing: place and track every purchase order from PO through receipt in a single order tracker

- Partner with Finance and the CAO's office on vendor contracts, renewals, pricing, and payment terms

- Lead a consistent rhythm of vendor reviews and performance scorecards

Retail Calendar & Assortment

- Own the annual retail calendar: core style replenishment, seasonal and limited drops, milestone and recognition products, and key selling moments for the network

- Own the core styles program and the grip socks program, including colorways, size mix, replenishment cadence, and stock levels

- Direct product development through the Director of Merchandise, ensuring design, sampling, production, and launch dates align with the product roadmap, retail calendar, and inventory plan

- Own final assortment decisions and SKU rationalization: approve the product line with the Director of Merchandise, retire slow sellers, and keep the assortment focused on what franchisees and clients buy

Franchisee Programs

- Own opening inventory packs for new studios, with quantities and ship dates tied to the New Studio Openings schedule

- Own franchisee-facing ordering rhythms and communication about stock availability, launches, and lead times, in collaboration with Franchise Operations

- Maintain a feedback loop with franchisees and field teams so studio-level demand informs what we buy

Systems, Reporting & Team Leadership

- Own Shopify inventory setup, data accuracy, and retail reporting, and partner with outside developers on system improvements

- Lead a monthly inventory review with Finance, Marketing, and key vendors, with reconciliations complete before each meeting

- Own retail performance reporting to leadership: revenue, margin, sell-through, per-studio retail sales, new product performance, inventory position, and capital at risk

- Lead and develop the retail team, including the Director of Merchandise and the Marketing & Retail Associate, and document repeatable planning and purchasing processes as the network scales

What You Need to Be Successful

- You have a strong product eye and a commercial instinct for what clients will buy, and you back those instincts with tests and data before you scale.

- You have grown a retail or wholesale business, not just managed its inventory, and you can point to the revenue and margin results you drove.

- You think in sell-through, weeks of supply, and open-to-buy. You'd rather test small and scale what works than sit on two years of a slow seller.

- You have built a forecast from messy or incomplete data, and you know how to make a good call when the history is thin.

- You know how to get product sold through a channel you don't directly control. You see franchisees as partners to equip, not just accounts to ship to.

- You are as comfortable in a spreadsheet model as you are on a call with a factory or warehouse. You hold vendors accountable and keep the relationship strong.

- You bring structure: a calendar, a cadence, and a tracker that others can follow, not a process that lives in your head.

- You can explain product and inventory decisions in dollars to Finance, in brand terms to creative partners, and in plain language to franchisees.

- You thrive in a fast-scaling environment where you are trusted to build the function, not just run it.

Key Attributes

- Analytical Planner – Builds and owns forecasts and inventory plans grounded in sales data, not instinct

- Capital-Minded – Treats inventory as cash and manages every purchase against coverage targets and budget

- Relationship Builder – Skilled in supplier and 3PL management, negotiation, and performance accountability

- Structured & Organized – Able to track hundreds of SKUs, multiple factories, and concurrent launches with accuracy

- Collaborative – Works well across Marketing, Finance, New Studio Openings, and Franchise Operations, and with external partners

- Proactive Communicator – Flags stock risks, delays, and overbuys early, before they reach franchisees or the balance sheet

- Decisive & Resourceful – Makes quantity and timing calls with incomplete information and adjusts quickly as data comes in

- Startup Experience (Desired) – Not required, but experience building a function inside a fast-growing brand is a strong plus

- Product & Commercial Leader: Shapes the product line and owns revenue and margin outcomes, not just stock levels

- Test-and-Learn Mindset: Pilots new products and programs, measures results, and scales what works

Requirements

- Bachelor's degree in Business, Supply Chain, Retail Merchandising, or a related field (or equivalent professional experience)

- 8+ years in retail or wholesale merchandising, product management, merchandise planning, or supply chain, including 3+ years leading teams, with P&L or category ownership for a product line

- Proven track record growing retail or wholesale revenue and margin, with measurable results

- Experience identifying, testing, and launching new products, and running promotions and sell-through programs through a channel you don't directly control (franchise, wholesale, or multi-location)

- Experience managing overseas and domestic manufacturers and a 3PL warehouse partner, including purchase orders, lead times, and MOQs

- Advanced Excel or Google Sheets skills (pivot tables, lookups, forecasting models)

- Experience with Shopify or a comparable e-commerce/inventory platform

- Experience setting product and design direction and leading product development and merchandising teams

- Strong financial acumen, with comfort discussing inventory capital, margin, and reserves with Finance

- Exceptional organization and communication skills; ability to manage many priorities in a high-growth environment