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Director of Retail Operations


Job Title: Director of Retail Operations

Reports to: Chief Customer Officer

Number of Direct Reports: 0

Project Management: Yes 

Location: New York, NY

Job Summary:

The Director of Retail Operations is responsible for elevating and driving overall in-store execution and brand presence across the entire Materne North America portfolio in the US with focus on Mass and Grocery.  This role will be responsible to ensure best in-class execution, setting the right strategic KPI’s rooted in strong operational insights and experience. The Director of Retail Operations will manage and lead the broker partnership on the retail execution side of the business, vertically connecting company/customer plans in support and alignment to the MNA Sales Organization.  He/she ensures our distribution, display, and POG compliance is executed and measured throughout the retail organization/broker where applicable.

Job Responsibilities & Tasks:

  • Deliver assigned objectives on core drivers – display, distribution and new items.
  • Provide ongoing analytics and reports on retail results, market conditions, as well as recommendations to improve retail results specific to the assigned customer
  • Measure, monitor and ensure call coverage, inclusive of frequency and service are maximized based on contractual obligations of broker partners
  • Partner with Materne customer management team to identify opportunities and resources for in-store related activities
  • Allocate responsibilities to the broker team to achieve key retailer drivers, distribution, selling displays, and speed to marketing.
  • Measure, evaluate and enforce expectations for retail conditions and overall Broker performance
  • Execute retail programs designed to achieve profitable sales volume, merchandising impact, and optimize distribution.
  • Identify and analyze business within market using syndicated data and account data information to capitalize on potential opportunities
  • Work with sales to optimize broker spend – where are we better served, investments in retail platform, different coverage/frequency – to maximize return on investment
  • Create pilots to evaluate retail model choices and engage broker accordingly
  • Allocate retail resources/budget that is associated with given customers/stores (evaluate when this exercise needs to be done and how)
  • Make final strategic decision regarding deployment of retail resources to maximize effectiveness for business plan delivery (e.g., coverage model, threshold for store volume, time in store, etc.)
  • Define monthly and quarterly retail execution metrics for broker responsibilities (e.g., merchandising, broker-managed stores, etc.)
  • Annually re-visit and re-define retail KPIs (e.g., on-shelf availability) and define the audit process
  • Determine a layout of store merchandise that is visually appealing to consumers. You should then be able to instruct on how to maintain the design with the arrival of new merchandise. Optimize space for special events, such as in-store discount sales.
  • Implement and drive Standard Operating Procedure for retail store visits and call procedure
  • All other duties as assigned

Key Performance Indicator (KPI):

  • POG (Plan O Gram) Compliance / Core Distribution Authorizations on shelf
  • Assurance of total distribution point Increases across Mass / Grocery
  • Speed to shelf regarding Innovation launch and placement
  • Increased merchandising and display performance consistent with objectives
  • Call Frequency measurement and compliance
  • Training and development

Position Requirements:


  • Bachelor’s degree


  • 7+ years sales experience, broker management a plus
  • Merchandising, Leading a Team; Retail Execution and or Direct Store Delivery (DSD)


  • Strong analytical skills to recognize opportunities
  • Demonstrate ability to influence and motivate others
  • Ability to work independently, leverage cross functional resources and broker partner
  • Demonstrate ability to build relationships
  • Excellent communication and presentation skills, the ability to establish rapport and long term relationships.
  • Negotiation skills that rely on understanding both parties needs and seeking to find a mutually beneficial solution.
  • Strong organizational skills with the ability to be detailed, accurate, concise and thorough.


  • Must be able to work a minimum of 8 hours per day
  • Must be able to travel via airplane within the U.S. and Internationally (travel 40%-50%)
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