Business Unit Manager

The Business Unit Manager (Internally known as an International Merchant) is responsible for all aspects of Ace International assortment strategy, development, and execution through to retail for a respective category.  This responsibility spans both B2C and B2B customer types.  The position provides leadership within the organization via a thorough understanding of the competitive marketplace and trends, opportunities for the different Ace International retailers and greenfield franchisees to grow via differentiated assortment and ability to articulate and drive an action plan to execute. 

The International Merchant role is the core of driving the company’s promise of delivering consumer relevant, high quality, differentiated, localized assortments to Ace International retailers and greenfield franchisees at the lowest cost.

The International Merchant:

• provides leadership within the organization by applying a thorough understanding of his/her product, the competitive landscape, consumer demands, and industry trends.

• controls the omni channel inbound product strategy and works cross-functionally (RDC, RSC, USDS, FDM) to deliver outbound results.

• is accountable for all aspects of the assortment strategy, from ideation to development through to retail execution.

• articulates a clear strategic plan and drives it to execution.

• creates opportunities for Ace International retailers and greenfield franchisees to grow bottom-line profits by lowering cost of goods, driving top line sales, and delivering consumer-relevant differentiated assortments.

PRINCIPAL ACTIVITIES

Strategy and Business Planning

• Communicate a clear enterprise vision and identify opportunities to grow category sales and gross profit through strategic planning.

• Develop and deliver strategic plans that earn leadership approval, with regular progress updates and execution adjustments.

• Manage category growth plans across international retailers, leveraging supply channels and achieving SKU productivity goals.

• Oversee complex category execution (Level 3 POG) requiring cross-functional collaboration.

• Pursue bold, calculated initiatives that drive transformational business improvements.

Category Reviews

• Integrate regional category needs into ongoing deliverables.

• Define category selection and goals for international assortments.

• Lead the private label strategy within the category.

• Collaborate with domestic merchants and AGD Sourcing to achieve cost savings and scale benefits.

• Select vendors and lead all negotiations, including unlocking brand distribution rights for Ace International.

• Lead wholesale and retail assortment planning and the development of merchandising and marketing tools.

• Maximize wholesale margin for the category.

Promotional Planning

• Plan and negotiate all vendor marketing assessments.

• Develop promotional events across all media to boost awareness and wholesale sales.

• Identify promotional items, negotiate pricing and terms, and create retail execution strategies.

• Oversee all promotional documentation, including submission forms, pricing targets, correction notices, and ad proofing.

Retailer Communication

• Conduct visits to international retailers and stores to strengthen relationships.

• Communicate new programs, changes, and issue resolutions effectively.

• Coordinate with sales and customer service teams on category-related communications.

• Foster positive relationships with internal and external stakeholders.

Convention Planning

• Select vendors for semi-annual conventions and plan all related programs, including drop ship forms, Power Buys, Savings Showcase, and New Arrivals.

• Design and execute the merchant area theme for the respective category.

Inventory/Supply Chain Support

• Assist in diagnosing and resolving vendor service issues.

• Support inventory planning for promotional items.

Financial Management

• Manage and grow the wholesale product gross profit rate.

• Negotiate, maintain, and manage marketing allowances.

Team Management

• Lead hiring, training, and development of team members.

• Define roles and responsibilities, set goals, delegate tasks, conduct performance reviews, and support professional development.

• Demonstrate leadership through chemistry, competence, and character.

KNOWLEDGE

• Demonstrates a strong passion for products and a deep curiosity about the retail marketplace.

• Understands strategic planning and can develop and present strategies to drive category growth.

• Possesses a solid understanding of financial metrics and their impact on corporate performance.

• Proficient in Microsoft Outlook, Word, Excel, Access, and PowerPoint.

• Knowledgeable in SAP, SAP B1, and guided ad-hoc reporting tools.

EXPERIENCE

• Holds a Bachelor’s degree (preferably in Merchandising or Business) or has equivalent work experience.

• Brings over 7 years of business experience, including at least 2 years managing product categories.

• Bilingual in English and Spanish.

• Experienced in problem-solving, decision-making, and managing multiple projects under tight deadlines.

• Comfortable with category transitions and adapting to new responsibilities.

• Willing and able to travel up to 25%.

COMPETENCIES

• Demonstrates strong leadership by guiding others and building credibility across teams, vendors, and retailers.

• Possesses excellent negotiation skills, leveraging business drivers and company scale to achieve results.

• Communicates effectively through well-structured presentations and clear verbal and written communication.

• Solves problems by identifying issues clearly and encouraging innovative solutions.

• Thinks strategically and adjusts efforts proactively based on changing trends and business needs.

• Highly creative, adaptable, and follows through on initiatives with minimal supervision.

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