Key Responsibilities of a Retail Sales Merchandiser:

Ratherthanworkingforoneparticularretailcompany,aRetailSalesMerchandiseris
employedbyamanufacturerofproductstointerfacewithanumberofdifferentretail
outletsthatcarrythemanufacturersmerchandise.

Afterasalescontracthasbeencreated,itistheresponsibilityoftheRetailSales
Merchandisertouseservicebestpracticestomaintainagoodworkingrelationshipwith
individualretailers.

Thegoalofretailsalesmerchandisersistohelpboththeretailerandthemanufacturer
maximizesalesandincreasesalesvolume.Thisgoalisaccomplishedthroughretail
execution,employeetraining,marketingpromotion,andsalesreporting.

HowaSalesMerchandiserisdifferentfromaVisualMerchandiser>>

Retail Execution Responsibilities of a Retail Sales Merchander:

AsaRetailSalesMerchandiser,youwillbeensuringthataproperlevelofstockis
maintained,andthatthemerchandiseofyouremployerisdisplayedappropriatelywith
propersignageandfavorableshelfplacement.Thisincludessetup,plano
gramexecution,aswellasthestocking.fronting,facing,androtatingoftheproducts
you'rerepresenting.

Auditswillbeperformedregularly,anditistheresponsibilityoftheretailsales
merchandisertoresolveissuesthatmayariseasaresultoftheseaudits,andsolve
problemsatthestorelevelinordertomaintainthestandardsestablishedintheinitial
salesagreement.

Employee Training Responsibilities of a Retail Sales Merchandiser:

Trainingiskeytothesuccessofthispositionbecausestoreemployeeswhohavean
awarenessandappreciationofcertainproductsaremorelikelytorecommendthose
productstocustomers.

Maintainingagoodrapportwithemployeesatalllevelsisessential,andhavingeffective
communicationwithbothemployeesandcustomersiscriticaltosuccess.
SEEALSO:AllRetailMerchandisingCareerPathJobDescriptions>>

Marketing Promotions Responsibilities for a Retail Sales Merchandiser:

RetailSalesMerchandiserwilloftenberesponsibleforexecutingandoverseeingspecial
promotionalcampaignscreatedtoboostsalesvolume.TheRetailSalesMerchandiser
willintroducethepromotion,gainagreementandsupportfromtheretailstoremanagers,
securepreferredproductplacement,remerchandise,placesignage,andgenerate
awarenessandenthusiasmwithemployeespriortothelaunchofthepromotion.

Monitoringsalesvolume,inspectinginventorylevels,andmaintaininginstore
promotionalmaterialsarekeytasksthataRetailSalesMerchandiserwillcompleteand
monitorthroughoutthepromotionalperiod.

Sales Reporting Responsibilities of a Retail Sales Merchandiser:

Retailormerchandisingexperienceatthestorelevelispreferred,butnotalwaysrequired
toobtainapositionasaRetailSalesMerchandiser.

Manypositionswheretheabilitytoworkindependently,managetimeeffectively,multi
task,andproblemsolveareconsideredtobeacceptableexperience.

Priorexperiencewithmaintainingcustomerrelationshipsorclientaccountsisusually
required.Ademonstratedabilitytoinfluencedecisionmakersisconsideredaplus.The
reportingmethodswillvaryforeachemployer,butbasiccomputerproficiencyand
knowledgeofsoftwareprogramsisusuallynecessary.

Physical Requirements for Retail Sales Merchandisers:

Becausethispositionrequirestheconstanthandlinganddistributionofmerchandise,
RetailSalesMerchandisersmustbepreparedtotravel,drive,andengageinconsiderable
physicalactivity.Youwillhavetobewillingandabletoliftandmoveproductsinthis
job,andtheuseofpropersafetypracticesandequipmentwillbeessential.

Advanced Education Suggested or Required for Retail Sales

Merchandisers:
Acollegedegreeisoftendesired,butnotrequiredforRetailSalesMerchandisers.
Retailing,marketing,orbusinessdegreesarepreferred,butotherdegreesorevenahigh
schooldiplomaareoftenacceptableaswell.

Merchandisers:

Fashion and business skills

An understanding of the target demographic, and how to arrange products to encourage sales

The marketing skills, and physical ability (at least in the lower rungs), to set up merchandise in the
store

collaborate closely with design, production, and sales teams

track and analyze market trends and forecasts
understand customer preference (what the buyers want)
study past sales and interpret data for new product direction
work with product development on pre- and post-production processes
Skills:
grasp of marketplace and sales history
understanding of garment construction, costing, and fabric sourcing
customer awareness
research skills
analytical skills
teamwork skills

retail sales merchandiser, also referred to as a manufacturing sales representative, works for a
product manufacturer and must sell the manufacturer's product to retail stores. Merchandisers draft
sales contracts and review the demographics of the retail store to ensure that the correct amount of
stock is ordered and provided. Furthermore, retail sales merchandisers are responsible for the
marketing of their particular products within the store. This includes providing signs and determining
where and how the product will be displayed on the shelf or rack. Proper product displays maximize
sales and thus increases revenue for both the store and the manufacturer.
Retail sales managers must also carefully monitor inventory levels versus sales to determine how
much more product needs to be ordered. They also run promotional events to help sales by drafting
an advertising campaign and providing the necessary materials needed to generate public interest.
Retail sales merchandisers must be prepared to work in a competitive environment that is driven by
sales quotas.

So, what will I actually be doing?

A merchandiser needs to know whats new on the market, what the customers will like and
which products will make a profit.

It's not all glamour and shopping as a merchandiser and no two days are ever
the same. Your typical daily tasks are likely to include:

Visiting suppliers and manufacturers

Analysing sales information

Negotiating prices with suppliers

Ordering goods

Talking to other departments

Helping with promotions and advertising campaigns

Producing sales projections

 Merchandiser Job Description

What does the role of merchandiser involve?

Merchandising is about planning and developing a strategy to enable a company to sell a range of
products that delivers sales and profit targets. A Merchandiser will work closely with a Buyer to
ensure the product that's bought will enable them to achieve the sales plan.

It's often explained as getting the right merchandise, in the right place, at the right time, in the right
quantities at the right price. Never just say this in response when someone asks you what
merchandising is, as this doesn't take into consideration all the planning and strategy that goes on
prior to getting the stock into stores. You need to give a more considered answer and this will really
pay off at interview.

Right Merchandise - Styles, brands, colours, sizes etc

Right Place - Which store, depending on their budget and location

Right Time - Having merchandise in stores at the right time in the season i.e. ready for
Christmas or 'Back to School'

Right Quantities - Enough for the stores to make their budgets but not have to markdown
stock at the end of the season

The Right Price - Those that will attract customers in spite of competition yet generate a
reasonable return on investment for the retailer i.e. profit

The objective of the merchandising management team is to get the correct balance between the
expectations of the customer and the objectives of the company's financial strategy.

A merchandising role involves the following processes:

Analysing past sales figures/trends to anticipate future product needs.

Devising a merchandise plan using the above techniques.

Relaying the merchandise plan to the buyer who, in turn, can decide on what products,
styles, colours etc to purchase and from which suppliers, at what price.
 Devising a contract for the suppliers including quality control, accuracy and flexibility. This is
done throughout the season.

Allocating certain amounts of stock, to each outlet, throughout the season. Retailers are now
trying to minimise stock holdings and commitment to allow for maximum flexibility.

Once the products are all distributed and put on sale, the Merchandiser can monitor stock
movement, consider markdowns, inter-branch transfers, promotions or clear outs etc.

The Merchandiser is instrumental in all commercial decisions such as how much money should be
spent, how many different lines should be bought and in what quantity, involvement in setting selling
prices to regulate profit and decisions on when the stocks should be delivered into the business.

To get this responsibility into perspective it is important to realise that the Merchandiser could be
dealing with between 5 million and 50 million turnover across hundreds of shops. Each mistake or
miscalculation has a "multiplier effect" resulting in potentially huge losses. A Merchandiser is
effectively running an area of the business and will be responsible for a greater turnover than many
Managing Directors of small public companies.

Where do I start?
Graduates will start their careers at Allocator or Merchandise (Admin) Assistant level where you
learn ground rules of the business and all the merchandising principles. Starting salaries are around
the 15,000 mark, with rapid promotion prospects for the best performers.

What will I be doing?

The your main responsibility will be to analyse data for weekly reviews of sales and assist the
Merchandiser in following the merchandise plans by allocating stock to the stores. You will also be
given responsibility for chasing suppliers for delivery of stock to the right place, on time. As the stock
will come from several suppliers, sending out thousands of units at different times this is a complex,
logistical role.

Have I got what it takes?

It is essential that you have the following:

- A numerate degree i.e. Maths, Statistics, Finance, Business Studies, Geography, etc.
- Some solid retail experience
The aim of the Merchandiser is to Maximize Profits. You therefore need the following essential
attributes.

Analytical Skills
You need to enjoy analysing data and using this to identify trends and potential risks and
opportunities. You should be comfortable with basic Statistics.

Communication Skills
You will need excellent communication skills, as you will be dealing with your teams, other teams
internally, possibly right up to your MD, with suppliers and stores. You must be confident.

Resilience under Pressure

You need to be strong enough to keep calm when under pressure. This role can require quick
thinking to spot trends, evaluate large amounts of data and make sound decisions. Things can
change very quickly and there are always deadlines to meet.

Computer Literacy

Is vital as all data, trends and figure analysis will be done using EPOS information, a system most
commonly used within merchandising to report on customer spending. Full training is supplied by all
retail companies on joining, but each company will have its own unique reporting system.

Commercial Awareness
You need to understand what is going on in the market place, not just yours, but that of your
competitors too! Knowing about your customers' needs, and economic trends in general will enable
you to make sound and rational decisions.

Where do I go from here?

Opportunities exist within fashion and non-fashion retail companies and in both high street and mail
order operations. Merchandising is a generic term, and you may be called a Stock Controller,
Distributor or Allocator. However, the role is the same and you will require the same attributes and
skills in each.

There are clear paths for progression within all large retail organizations, often with possibilities for
rapid promotion prospects for the best performers. You will be able to move up to more senior
management level roles and increase your responsibilities.
You could be responsible for sales and budgetary control of a multi-million pound department and
managing a team of people all within four years of joining.

If you would like to speak to someone about applying for an merchandising job or for a complete list
of our nationwide merchandising jobs, please get in contact

Retail merchandisers are responsible for ensuring that the right amount of goods are
available in store being sold at the right price. Merchandisers play a key role within a
company as profitability can be affected by how successfully they undertake their work:
through shrewd planning, careful purchasing and sensible promotions profits can be
enhanced.

Typical responsibilities of the job include:

working closely with buyers and other merchandisers to plan product

ranges
meeting suppliers, distributors and analysts
managing budgets
predicting sales and profits
using specialist computer software including databases
visiting manufacturers, stores and suppliers
negotiating prices, quantities and delivery time-scales
supervising and training junior staf
managing levels and distribution of stock
handling supply/production problems as they arise
setting stock promotions/price reductions as appropriate
promoting best selling items in order to maximise profits
making financial presentations to senior managers
assessing sales performance of ranges
 Merchandisers play a key role within a company as profitability can be affected by how
successfully they undertake their work: through shrewd planning, careful purchasing
and sensible promotions profits can be enhanced.

Typical employers of retail merchandisers

Retail merchandisers will usually work for the fashion industry and in national and
independent stores.

Vacancies are advertised by TARGETjobs, careers services, specialist recruitment

agencies, online, in national newspapers and publications such as Retail
Careers, Retail Week, Draper's Record (for fashion buying vacancies), Retail
Moves and The Appointment and their online equivalents. Speculative applications
should be sent to the merchandising department of major employers.

Qualifications and training required

A qualification in a relevant subject such as business, marketing, mathematics,

statistics, accountancy, economics, operational research, IT, computer studies or
management can be advantageous.

Relevant retail or office work experience is often necessary. This can be gained via
vacation placements, sales assistant jobs or general graduate store management
training programmes.

Key skills for merchandisers

Commercial awareness
Confidence
Able to cope with pressure
Good teamworking skills
Communication skills
Interpersonal skills
Analytical skills
Numerical skills
IT skills
 Decision making skills
Organisational skills

Merchandisers play a key role within retail, as profits can be affected by how
successfully they undertake their work. Merchandisers set prices to maximise profits
and manage the performance of ranges, planning promotions and markdowns as
necessary.

They also oversee delivery and distribution of stock and deal with suppliers.

Responsibilites

Duties vary depending on the company and the particular retail sector, but will typically
include:

planning product ranges and preparing sales and stock plans in conjunction with buyers;

liaising with buyers, analysts, stores, suppliers and distributors;

maintaining a comprehensive library of appropriate data;

working closely with visual-display staff and department heads to decide how goods
should be displayed to maximise sales;

producing layout plans for stores, sometimes called 'statements';

forecasting profits and sales, and optimising the sales volume and profitability of
designated product areas;

planning budgets and presenting sales forecasts and figures for new ranges;

controlling stock levels based on forecasts for the season;

 using specialist computer software, for example to handle sales statistics, produce sales
projections and present spreadsheets and graphs;

analysing every aspect of bestsellers (for example, the bestselling price points, colours
or styles) and ensuring that they reach their full potential;

maintaining awareness of competitors' performance;

monitoring slow sellers and taking action to reduce prices or set promotions as
necessary;

gathering information on customers' reactions to products;

analysing the previous season's sales and reporting on the current season's lines;

making financial presentations to senior managers;

accompanying buyers on visits to manufacturers to appreciate production processes;

meeting with suppliers and managing the distribution of stock, by negotiating cost prices,
ordering stock, agreeing timescales and delivery dates and completing the necessary
paperwork;

identifying production and supply difficulties and dealing with any problems or delays as
they arise;

managing, training and supervising junior staff.