Director of Retail –

About the Role

You as the "Director of Retail – RangeMe" will lead strategic retailer relationships and drive adoption of RangeMe and ECRM across national and regional retail partners. Your role engages senior leaders, category decision makers, and cross-functional retail teams to champion platform usage, streamline supplier discovery, and strengthen the merchandising and sourcing workflow.

As a leader, you will bring a go-to attitude, strong ownership mentality, and proactive approach to identifying opportunities within complex retail organizations. You will play a critical role in fueling company revenue, increasing platform usage, and driving retailer adoption of sourcing campaigns, ECRM category sessions, and RangeMe's suite of tools.

Key Responsibilities

Strategic Retail Account Leadership

• Serve as the senior relationship lead for strategic retailers, engaging executives, directors, and category managers to align on goals and long-term sourcing strategies.
• Develop tailored account plans that expand RangeMe and ECRM adoption across merchant teams, driving platform usage and revenue growth.
• Engage and influence retail decision makers to implement new programs, refine workflows, and adopt tools that improve product discovery and supplier evaluation.
• Proactively identify whitespace opportunities, category gaps, supplier trends, and private label needs to design new initiatives that benefit both retailers and the RangeMe ecosystem.

Selling and Implementing RangeMe

• Own the enterprise sales process for strategic retail accounts, from alignment and positioning through contracting and onboarding.
• Lead implementation and platform rollout across senior leadership and merchant teams, ensuring adoption of discovery tools, review workflows, and notification structures.
• Monitor usage patterns and identify opportunities to expand adoption across additional categories, departments, and retail divisions.
• Drive long-term usage and value through proactive training, insights, and strategic engagement with leadership.

Driving Adoption of ECRM Sessions

• Partner with category leaders and merchants to identify opportunities for ECRM category sessions aligned with retailer buying cycles.
• Position ECRM as a key solution for accelerating category reviews, identifying emerging brands, and building more efficient supplier meetings.
• Work with internal teams to ensure ECRM sessions are tailored to retailer needs and integrated into their broader sourcing strategy.
• Drive strong retailer participation and engagement in sessions to support revenue goals and value creation.

Sourcing Campaign & Program Management

• Design and execute high-quality sourcing campaigns, long-term category programs, private label initiatives, and exclusive brand opportunities tailored to retailer needs.
• Improve campaign performance and reduce zero-approval outcomes by refining criteria, aligning expectations, and enhancing supplier targeting.
• Coordinate campaign timelines, alignment meetings, messaging, and cross-functional execution across Retail Success, Marketing, and Product teams.
• Present campaign insights and recommendations to retailer leaders to guide future program design.

Cross-Functional Collaboration

• Partner with Product to advocate for retailer needs, influence roadmap decisions, test new features, and improve review workflows.
• Work with Marketing to create retail-focused content to drive retailer engagement and product adoption.
• Collaborate with Data & Analytics to deliver insights tied to retailer usage, campaign performance, and industry trends.

Operational & Strategic Excellence

• Act as an escalation point for complex retailer challenges, resolving issues with urgency and ownership to protect revenue and experience.
• Track and report KPIs, including platform adoption, ECRM participation, campaign performance, supplier submissions, and retailer engagement.
• Continuously refine and standardize workflows to increase merchant efficiency and platform value.

Qualifications

• 7+ years in CPG, retail buying, merchandising, enterprise account management, or SaaS-enabled marketplaces.
• Proven experience selling, implementing, and expanding enterprise platforms within retail organizations.
• Strong ability to engage senior leaders and influence decision makers.
• Demonstrated track record of driving platform adoption, increasing usage, and contributing directly to company revenue.
• Excellent executive communication, strategic thinking, and relationship-building skills.
• Highly proactive, organized, and comfortable managing multiple high-impact accounts.
• Experience partnering across Product, Marketing, Support, and Analytics.

What Success Looks Like

• Strong adoption of RangeMe and expanded participation in ECRM sessions across retailer leadership and merchant teams.
• Increased platform usage, higher engagement, and meaningful contribution to revenue growth.
• Strategic, trusted relationships with category leaders and retail executives.
• Sourcing campaigns that generate approvals, reduce zero-approval outcomes, and deliver measurable value for retailers.
• A clear playbook for retailers onboarding, adoption, and opportunity expansion.
• Continuous discovery of new opportunities that support retailer goals and fuel company growth.