Business Unit Manager

Job description

JOB SUMMARY: The Business Unit Manager (Internally known as an International Merchant II ) develops and executes regional merchandising, sourcing, supplier-development, and category-growth strategies for the LATAM & Caribbean region. The position drives sales growth, gross profit improvement, sourcing savings, private-label penetration, and retailer profitability by identifying market opportunities and delivering differentiated, scalable factory-direct programs. The role leads collaboration across retailers, Regional Sales Managers, AGD Sourcing, Supply Chain, Customer Service, and vendor partners to develop global, regional, and retailer-specific assortments. The Merchant II serves as a senior subject-matter expert, translates market needs into actionable business plans, and provides functional leadership from opportunity identification through commercialization and post-sale support. PRINCIPAL ACTIVITIES: Regional Business Growth and Category Strategy Develop and execute multi-year category and business-growth strategies for assigned MENA markets, retailers, and FDM opportunities. Analyze consumer behavior, competitive activity, market trends, prior program performance, retailer needs, and financial potential to identify growth opportunities. Create category roadmaps, business cases, and action plans; present recommendations to leadership and adjust strategies as business conditions change. Factory Direct Program Development Lead the development and implementation of scalable global, regional, and retailer-specific FDM programs that increase sales, margin, and differentiation. Identify categories with multi-retailer potential, gather input across cultures and customer types, and translate requirements into commercially viable product proposals. Develop and coordinate catalogs, sales materials, convention programs, special events, and other commercialization tools required to drive retailer adoption and replenishment. Private Label Strategy and Product Developmen t Lead the identification, sourcing, development, commercialization, and retailer adoption of Ace-controlled and private-label products. Partner with retailers, Sales, Sourcing, Branding, Product Development, and vendors to define specifications, positioning, packaging, target costs, and launch requirements. Identify opportunities to replace lower-margin bill-through suppliers with Ace-controlled supply alternatives where commercially appropriate and compliant with company standards. Global Sourcing and Supplier Strategy Develop supplier strategies that support product innovation, availability, margin improvement, and long-term business growth. Identify, evaluate, qualify, and develop factories and suppliers in coordination with AGD Sourcing and other required functions. Lead commercial negotiations for product cost, terms, funding, exclusivity, distribution opportunities, and strategic partnerships within approved authority levels. Conduct supplier, showroom, trade-show, and factory visits to assess capabilities and identify regional and global opportunities. Financial Performance Management Develop and manage annual sales, gross profit, margin expansion, sourcing-savings, and private-label growth plans for assigned programs. Monitor business performance, vendor productivity, program adoption, and commercial results; identify risks and implement corrective actions. Prepare financial analyses and business cases for new programs, supplier changes, product development, and retailer opportunities. Retailer and Market Development Leadership Build trusted relationships with retailers and Regional Sales Managers and serve as a senior resource for category, product, sourcing, and FDM opportunities. Lead retailer opportunity discussions, translate market needs into actionable product programs, and support sales conversion and replenishment planning. Coordinate post-sale support with Sales, Customer Service, Sourcing, and vendors to address execution issues and protect long-term relationships. Cross-Functional Leadership and Talent Development Lead cross-functional initiatives involving Merchandising Specialists, Sales, Branding, Sourcing, Product Development, Finance, Supply Chain, Inventory, Customer Service, Compliance, and other partners. Establish roles, milestones, and accountability; communicate progress, risks, decisions, and order status to leadership and stakeholders. Provide functional guidance, coaching, and knowledge transfer to Merchandising Specialists and junior merchandising team members. Vendor, Brand, and Industry Development Build strategic relationships with key vendors and brands and establish joint plans to grow the assigned markets. Monitor product, brand, packaging, merchandising, and sourcing trends and convert relevant insights into business opportunities. Represent Ace International at appropriate trade shows, supplier meetings, showrooms, and industry events KNOWLEDGE, EXPERIENCE, AND COMPETENCIES Minimum education and experience Bachelor's degree in business administration, merchandising, marketing, supply chain, engineering, or a related field; equivalent relevant experience may be considered. 7+ years of business experience, including 5+ years in merchandising, category management, buying, or product development and 5+ years in sourcing or supplier development. Demonstrated experience developing products, assortments, suppliers, and commercial programs for international markets. Experience working with retailers, distributors, vendors, and cross-functional teams across cultures and geographies. Regional and global brand awareness within home improvement, hardware, or related consumer-product industries. Fluent written and spoken English; additional language capability relevant to assigned markets is preferred. Ability to travel internationally approximately 20-30% of the time. Technical knowledge and skills Advanced knowledge of category strategy, assortment planning, global sourcing, product development, commercialization, private label, and factory-direct business models. Strong financial and analytical capability, including sales, gross profit, margin rate, cost, sourcing savings, pricing, inventory, program productivity, and business-case evaluation. Demonstrated negotiation capability across product cost, terms, funding, exclusivity, distribution, and strategic supplier partnerships. Ability to evaluate factories, suppliers, product quality, packaging, market relevance, capacity, compliance, and commercial risk in partnership with the appropriate functional teams. Proficiency in Microsoft Outlook, Word, Excel, Access, and PowerPoint; working knowledge of SAP and business reporting tools preferred. Strong project leadership, prioritization, and follow-through while managing multiple complex initiatives and deadlines. Core and merchandising competencies Strategic Thinking: Translate consumer, retailer, market, supplier, and financial insights into multi-year growth strategies. Financial Acumen: Understand the financial drivers of the business and make recommendations that improve profitable growth. Communication: Deliver clear, concise, audience-appropriate communication and executive-ready recommendations. Accountability: Own commitments, milestones, business results, and corrective action. Problem Solving and Decision Making: Define complex problems, evaluate alternatives, manage risk, and make sound, timely decisions. Planning and Execution: Convert strategy into structured plans, align resources, and drive execution across multiple stakeholders. Influence and Cross-Functional Leadership: Build commitment and lead outcomes without relying on direct authority. Negotiation: Use preparation, data, scale, and business drivers to achieve competitive commercial outcomes. Innovation and Product Passion: Demonstrate curiosity and identify differentiated products, programs, suppliers, and business models. Coaching and Mentoring: Share expertise and provide functional guidance to junior merchandising team members and project partners. WORK AUTHORIZATION: This position is not eligible for employment visa sponsorship now or in the future. #LI-JK1 Want to be notified when new jobs are posted? 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