HEAD OF MERCHANDISING

Star Grocer Sdn Bhd; Kuala Lumpur; On-site; MYR 180,000 - 300,000; Full time

Job summary

Star Grocer Sdn Bhd in Malaysia seeks a Head of Merchandising to develop and implement the company’s merchandising and commercial strategy across all stores.

You will lead category management, supplier partnerships, promotional planning, and future planning to drive revenue growth, margin expansion, and market share.

Responsibilities

• Develop and implement the company’s overall merchandising and commercial strategy in alignment with corporate objectives.
• Translate business strategy into clear commercial priorities covering product assortment, pricing architecture, supplier strategy, promotional calendar, and category growth plans.
• Drive sustainable revenue growth, margin expansion, and market share improvement across all stores.
• Continuously analyze market trends, consumer behavior, and competitor activities to identify new opportunities and respond proactively.
• Ensure all commercial initiatives are realistic, operationally executable, and aligned with store operations.
• Lead the Category Management function across all merchandise categories including fresh produce, grocery, chilled, frozen, and household products and general merchandise (GMS).
• Supervise Senior Category Managers and Category Managers in developing annual category strategies and financial targets.
• Oversee assortment planning, product listing and delisting decisions, range optimization, and category performance reviews.
• Ensure each category has clear sales, margin, and buying income targets and is accountable for achieving them.
• Use sales data, market insights, and customer behavior analysis to drive category growth and profitability.
• Develop a strong team starting from the lead of trainee right up till general manager of merchandising.
• Lead the sourcing and supplier selection process to ensure competitive pricing, reliable supply, and strong long‑term partnerships.
• Negotiate all key commercial terms with suppliers including: Gross margins, Buying income, Trade rebates, Promotional support, Listing fees, Marketing support, Payment terms, New Listing, All Merchandising and supplier related programs.
• Develop strategic partnerships with key FMCG and fresh suppliers through Joint Business Plans (JBP).
• Align suppliers with the company’s promotional strategy, innovation pipeline, and sales growth targets.
• Monitor supplier performance and ensure contractual compliance.
• Own the merchandising and commercial P&L performance of the business.
• Set and manage annual budgets for: Gross margins, Buying income, Promotional investments, Promotional /investment buyer, Indent Program, Central ordering program, Inventory control of DC.
• Monitor financial performance at category and store level and take corrective action where necessary.
• Work closely with Finance to track margin performance, cost structures, and income streams.
• Ensure all negotiated income and rebates are properly documented and recovered.
• Develop and execute the company’s annual promotional calendar in collaboration with Marketing and Operations.
• Ensure strong promotional programs that drive store traffic, sales volume, and customer value perception.
• Manage promotional item selection and ensure effective in-store execution including: Block displays, Seasonal campaigns, Coordinate with Operations to ensure stores execute promotional plans effectively.
• Lead the development and expansion of the company’s private label product range.
• Identify opportunities to introduce private label products that improve margin and differentiate the business.
• Work with suppliers to develop quality products that meet customer expectations and brand positioning.
• Collaborate with Marketing on branding, packaging, and customer communication.
• Ensure efficient inventory management across all categories.
• Work closely with Supply Chain and Operations to optimize stock levels, reduce wastage, and improve inventory turnover.
• Monitor stock availability to maintain strong on‑shelf availability while controlling working capital.
• Ensure category teams maintain proper forecasting and replenishment planning.
• Work closely with other departments to ensure alignment and effective execution of commercial plans: Operations, Marketing, Finance, HR, IT.
• Lead, mentor, and develop the merchandising team including Senior Category Managers and Category Managers.
• Build a high-performance culture focused on accountability, innovation, and commercial excellence.
• Set clear KPIs and performance targets for the team.
• Ensure strong succession planning and talent development within the department.
• The General Manager of Merchandising has authority to: Approve supplier listings and delistings, Negotiate and finalize supplier commercial agreements, Approve category pricing strategies, Determine product assortment and range decisions, Set category sales and margin targets, Approve promotional plans within agreed budgets, Major commercial decisions may require CEO approval depending on financial impact and strategic significance.

Job description

Develop and implement the company’s overall merchandising and commercial strategy in alignment with corporate objectives.

Translate business strategy into clear commercial priorities covering product assortment, pricing architecture, supplier strategy, promotional calendar, and category growth plans.

Drive sustainable revenue growth, margin expansion, and market share improvement across all stores.

Continuously analyze market trends, consumer behavior, and competitor activities to identify new opportunities and respond proactively.

Ensure all commercial initiatives are realistic, operationally executable, and aligned with store operations.

2.2 Category Management Leadership

Lead the Category Management function across all merchandise categories including fresh produce, grocery, chilled, frozen, and household products and general merchandise (GMS).

Supervise Senior Category Managers and Category Managers in developing annual category strategies and financial targets.

Oversee assortment planning, product listing and delisting decisions, range optimization, and category performance reviews.

Ensure each category has clear sales, margin, and buying income targets and is accountable for achieving them.

Use sales data, market insights, and customer behavior analysis to drive category growth and profitability.

Develop a strong team starting from the lead of trainee right up till general manager of merchandising.

2.3 Supplier Management & Strategic Partnerships

Lead the sourcing and supplier selection process to ensure competitive pricing, reliable supply, and strong long‑term partnerships.

Negotiate all key commercial terms with suppliers including:

Gross margins

Buying income

Trade rebates

Promotional support

Listing fees

Marketing support

Payment terms

New Listing

All Merchandising and supplier related programs

Develop strategic partnerships with key FMCG and fresh suppliers through Joint Business Plans (JBP).

Align suppliers with the company’s promotional strategy, innovation pipeline, and sales growth targets.

Monitor supplier performance and ensure contractual compliance.

Own the merchandising and commercial P&L performance of the business.

Set and manage annual budgets for:

Gross margins

Buying income

Promotional investments

Promotional /investment buyer

Indent Program

Central ordering program

Inventory control of DC

Monitor financial performance at category and store level and take corrective action where necessary.

Work closely with Finance to track margin performance, cost structures, and income streams.

Ensure all negotiated income and rebates are properly documented and recovered.

2.5 Promotional Planning & In-Store Merchandising

Develop and execute the company’s annual promotional calendar in collaboration with Marketing and Operations.

Ensure strong promotional programs that drive store traffic, sales volume, and customer value perception.

Manage promotional item selection and ensure effective in-store execution including:

Block displays

Seasonal campaigns

Coordinate with Operations to ensure stores execute promotional plans effectively.

2.6 Future Planning

Lead the development and expansion of the company’s private label product range.

Identify opportunities to introduce private label products that improve margin and differentiate the business.

Work with suppliers to develop quality products that meet customer expectations and brand positioning.

Collaborate with Marketing on branding, packaging, and customer communication.

Ensure efficient inventory management across all categories.

Work closely with Supply Chain and Operations to optimize stock levels, reduce wastage, and improve inventory turnover.

Monitor stock availability to maintain strong on‑shelf availability while controlling working capital.

Ensure category teams maintain proper forecasting and replenishment planning.

2.8 Cross-Functional Collaboration

Work closely with other departments to ensure alignment and effective execution of commercial plans:

Operations

Ensure merchandising strategies are operationally executable in all stores.

Coordinate planogram implementation and display standards.

Marketing

Align promotional campaigns, customer engagement initiatives, and advertising activities.

Finance

Monitor financial performance, buying income, and margin tracking.

HR

Support recruitment, training, and development of the merchandising team.

IT

Ensure systems support merchandising analytics, inventory visibility, and pricing management.

Lead, mentor, and develop the merchandising team including Senior Category Managers and Category Managers.

Build a high-performance culture focused on accountability, innovation, and commercial excellence.

Set clear KPIs and performance targets for the team.

Ensure strong succession planning and talent development within the department.

3. Key Performance Indicators (KPIs)

The performance of the Head of Merchandising will be measured against the following key indicators:

Total company sales growth

Buying income achievement

Category profitability

Promotional effectiveness

Inventory turnover and stock efficiency

Supplier performance and partnerships

Market share growth

Successful execution of commercial strategies in stores

4. Authority & Decision-Making

The General Manager of Merchandising has authority to:

Approve supplier listings and delistings

Negotiate and finalize supplier commercial agreements

Approve category pricing strategies

Determine product assortment and range decisions

Set category sales and margin targets

Approve promotional plans within agreed budgets

Major commercial decisions may require CEO approval depending on financial impact and strategic significance.

Unlock job insights

Hirer responsiveness Salary match Number of applicants

Your application will include the following questions:

• Which of the following statements best describes your right to work in Malaysia?
• What's your expected monthly basic salary?
• How many years' experience do you have as a Head of Merchandising?
• Which of the following types of qualifications do you have?

Supermarkets, Grocery & Petrol Retailing 51-100 employees

Star Grocer is an established Company since Year 2016. We have the mission to create a good value supermarket grocer to provide best services and quality to our customers with comfortable environment under one roof. From that idea, we are now growing with more than 20 stores. We are Malaysian-based supermarket grocer with a wide range of imported and local fresh produce and household goods on shelf, serving mid- to high-end consumers. We are striving and dedicate towards building a strong team that is aligned with our goals. We are passionate and work as a team.

Star Grocer is an established Company since Year 2016. We have the mission to create a good value supermarket grocer to provide best services and quality to our customers with comfortable environment under one roof. From that idea, we are now growing with more than 20 stores. We are Malaysian-based supermarket grocer with a wide range of imported and local fresh produce and household goods on shelf, serving mid- to high-end consumers. We are striving and dedicate towards building a strong team that is aligned with our goals. We are passionate and work as a team.