Merchandising & GTM Lead - ANZ

Compendium Group; Auckland; On-site; NZD 100,000 - 130,000; Full time

Job summary

A leading company in the outdoor and active lifestyle sectors is seeking a Merchandising & GTM Lead to manage product-to-market processes and drive sales strategies. This role involves analyzing market trends, guiding GTM efforts, and collaborating across departments, making it essential for revenue growth and brand alignment in the region.

Qualifications

• 7+ years in product merchandising, assortment planning, or category management.
• Proven success in building GTM calendars and leading cross-functional teams.
• Deep knowledge of outdoor, surf, sport, or active lifestyle retail.

Responsibilities

• Oversee end-to-end product-to-market process for a brand portfolio.
• Create pre-buy forecasts and collaborate with Finance & Operations.
• Develop and manage the master GTM calendar.

Skills

Analytical

Commercial Acumen

Collaboration

Presentation Skills

Curiosity

Tools

Advanced Excel

ERP/PLM

BI Tools

Job description

Who is the Compendium Group?

The Compendium Group is comprised of a Distribution Company based in New Zealand and Australia, and an International Consultancy with an office in the UK. We collaborate with innovative, ethical, and global brands across the Outdoor, Surf, Sport, Active Lifestyle, and Boutique categories. Currently, we distribute Hydro Flask, OOFOS, Cotopaxi, Melin, Noc’s Provisions, and Allbirds in Australia and New Zealand, and manage the international business for OOFOS and Feetures.

We have a proven track record of building long-standing partnerships, acting as custodians for brands outside their home markets. These partnerships are carefully selected based on their clear cause and distinctive market point. We offer consumer-centric digital, retail, and wholesale solutions to position our partner brands prominently across Australasia.

The Role

The Merchandising & GTM Lead will oversee the end-to-end product-to-market process for our outdoor, surf, sport, active lifestyle, and boutique brand portfolio. Using sell-through data, regional consumer insights, and global line architecture, you will:

• Build commercially sound assortments for DTC, online marketplaces, and wholesale partners across AU/NZ.
• Drive the seasonal GTM calendar to ensure milestones are met and launches are impactful.

Your decisions will directly influence revenue growth, stock health, and brand relevance in our region.

Key Responsibilities

Range Architecture

• Analyze sell-through, marketplace trends, and competitive intel to inform seasonal assortments.
• Balance volume styles, newness, and margins across channels.
• Rationalize SKUs, set option counts, and manage size/colour splits for AU/NZ nuances.

Demand & Buy Planning

• Create pre-buy forecasts and OTB recommendations aligned with sales budgets.
• Collaborate with Finance & Operations to secure purchase orders and optimize cash flow and freight.

Go-To-Market Leadership

• Develop and manage the master GTM calendar.
• Lead weekly/fortnightly GTM meetings to coordinate sales, digital, marketing, and operations.
• Provide clear range briefs, product education decks, and visual line plans.

Trade & Channel Alignment

• Customize assortments for DTC, marketplaces, and wholesale tiers.
• Guide digital merchandising and in-store visual guidelines.
• Identify white-space opportunities like capsules, collaborations, and exclusives.

Post-Launch Analysis

• Monitor weekly sell-through and recommend in-season actions.
• Conduct post-season reviews with lessons learned and ROI analysis.

Leadership & Collaboration

• Coach and develop the merchandising & GTM team.
• Promote a data-driven, solution-oriented culture.

Success Measures (KPIs)

• Range gross margin meets or exceeds budget.
• Sell-through >70% by season end.
• 95% of GTM milestones met.
• Inventory turns ≥2.
• 75% SKU adoption rate among key accounts.

Experience & Skills

• 7+ years in product merchandising, assortment planning, or category management, preferably in AU/NZ.
• Proven success in building GTM calendars and leading cross-functional teams.
• Advanced Excel skills; familiarity with ERP/PLM & BI tools.
• Deep knowledge of outdoor, surf, sport, or active lifestyle retail, especially footwear, apparel, and accessories.
• Strong commercial acumen and ability to interpret P&L, OTB, and margins.
• Excellent presentation and storytelling skills.

Personal Attributes

• Data-driven, curious, and analytical.
• Deadline-oriented and accountable.
• Influential collaborator.
• Consumer-centric with regional market insight.
• Resilient and adaptable in a high-growth environment.

Travel & Flexibility

• Approximately 4–8 trips per year within Australia/New Zealand.
• 4–6 international trips to brand HQs or global meetings.