Director, Merchandise

Roc Nation; New York (NY); On-site; USD 120,000 - 150,000; Full time

Benefits offered by this job

Health benefits

Concert tickets

Career development

401(k) with match

Job summary

Roc Nation seeks a Director of Merchandise to own end-to-end merch operations for its artist roster. This role spans demand forecasting, financial modeling, product development, and vendor management across on-site campaigns and e-commerce launches.

You will lead D2C strategy, tour logistics, and VIP retail while maintaining an audit-ready P&L and deep partner relationships. Strong forecasting and negotiations are essential in a fast-paced environment.

Qualifications

• 5+ years leading merchandising in music/entertainment or streetwear sectors.
• Deep knowledge of fan culture, trends, and manufacturing cycles.
• Proven ability to manage matrixed P&L, budgets, and open-to-buy planning.
• Experience negotiating terms with manufacturers and licensing/IP guardrails.
• Ability to thrive under fast-paced tour and release schedules.

Responsibilities

• Forecast demand, build financial models, and plan MVP/multi-campaign merch.
• Own product assortment across apparel, music formats, accessories and VIP items.
• Develop production-ready designs with creative teams; manage samples and timelines.
• Own end-to-end external partner relationships and vendor management.
• Lead D2C store strategy and Shopify launch coordination; track sales and inventory.
• Plan tour merch logistics, on-site retail, and post-event reconciliation.
• Produce leadership-facing sales recaps and maintain audit-ready documentation.

Skills

Leadership

Merchandising

Forecasting

Vendor negotiations

P&L management

Job description

Job Summary:

Job Title: Director, Merchandise

Location: New York, NY or Los Angeles, CA (On-site, 5 days a week)

The Role:

Roc Nation is seeking a strategic, trend-driven Director of Merchandise to lead our product and merchandise division. In this role, you will own end-to-end merchandise operations across Roc Nation’s artist roster — from demand forecasting, financial modeling, and product development through vendor and partner management, D2C e-commerce, tour logistics, event and VIP retail, and post-campaign reconciliation.

The role is the single point of ownership for merch strategy and execution, spanning flagship stadium-scale campaigns and developing-artist e-commerce launches simultaneously. It requires an operator who forecasts and models the business, makes decisions under pressure, manages senior external partners directly, and maintains books to an audit-ready, executive-facing standard.

Responsibilities:

Forecasting, Modeling & Planning

• Own demand forecasting and financial modeling across the full roster — from flagship stadium campaigns to developing-artist launches
• Model buys, sizing curves, sell-through, and reorder scenarios; set quantities against sales history and projections
• Build the analytical basis for revenue projections, margin targets, and inventory decisions

Merchandise & Product Development

• Own product assortment across apparel, music (vinyl / CD / cassette), accessories, and specialty items
• Develop production-ready designs and files with creative teams; manage sampling, approvals, and production timelines
• Build and own P&L on all product; drive margin and cost decisions

Vendor & Partner Management

• Own every external partner relationship end-to-end — apparel manufacturers, music pressing/distribution, licensed-goods and fashion collaborators, fulfillment partners, venues, leagues, and promoters
• Negotiate terms, manage POs, and hold partners to delivery, quality, and compliance standards
• Serve as the direct point of contact for senior external stakeholders across all campaigns

D2C & Ecommerce

• Own D2C storefront strategy and execution on Shopify — builds, drops, pre-orders, and launch coordination
• Partner with digital marketing on fan communications, launch timing, and CS handoff
• Track and report sales performance; drive reorder and inventory decisions

Tour Logistics, Event & VIP Retail

• Own tour merch logistics end-to-end — routing, freight, cross-border movement, and venue coordination to and through shows
• Plan and execute merch for tours, pop-ups, and stadium/arena activations, including VIP merch programs
• Manage on-site retail operations via Atvenu and POS — staffing coordination, comps, and settlement
• Own post-event inventory reconciliation and variance reporting

Reporting, Reconciliation & Cross-Functional

• Produce sales recaps and performance reporting for leadership
• Maintain reconciliation and inventory documentation to an audit-ready standard for finance and executive review
• Run weekly merch meetings; maintain agendas and action tracking
• Partner across legal, finance, communications, artist teams, and external partners (venues, leagues, promoters)
• Other duties, as assigned

Requirements:

• 5+ years of direct experience in a leadership merchandising role specifically within the music entertainment, artist management or streetwear/apparel industries
• Deep understanding of music fan culture, streetwear trends, and the operational mechanics of both print-on-demand/quick-turn manufacturing and traditional cut-and-sew apparel development
• Proven experience managing a matrixed P&L, budget forecasting, open-to-buy (OTB) planning, and analyzing complex royalty frameworks
• Strong background in negotiating manufacturing terms, vendor service level agreements (SLAs), and licensing/IP guardrails
• Ability to thrive in a fast-paced environment where priorities shift rapidly based on tour schedules, viral cultural moments, and album release timelines

Applicants for employment in the U.S. must possess work authorization which does not require sponsorship by the employer for a visa.

Benefits & Perks

• HEALTH: Medical, vision, dental and mental health benefits for you and your family with access to a health care concierge and Flexible or Health Savings Accounts (FSA or HSA)
• YOURSELF: Free concert tickets, paid time off including paid holidays, sick time and floating days
• CAREER: Career and skill development programs with School of Live
• WEALTH: 401(k) program with company match

Note – Roc Nation benefits and policies differ from Live Nation

EQUAL EMPLOYMENT OPPORTUNITY

We aspire to build teams that reflect and support the fans and artists we serve. Every day we aim to promote environments where everyone can be themselves, contribute fully, and thrive within our company and at our events. As a growing business we will encourage you to develop your professional and personal aspirations, enjoy new experiences, and learn from the talented people you will be working with.

Roc Nation strongly supports equal employment opportunity for all applicants regardless of age (40 and over), ancestry, color, religious creed (including religious dress and grooming practices), family and medical care leave or the denial of family and medical care leave, mental or physical disability (including HIV and AIDS), marital status, domestic partner status, medical condition (including cancer and genetic characteristics), genetic information, military and veteran status, political affiliation, national origin (including language use restrictions), citizenship, race, sex (including pregnancy, childbirth, breastfeeding and medical conditions related to pregnancy, childbirth or breastfeeding), gender, gender identity, and gender expression, sexual orientation, intersectionality, or any other basis protected by applicable federal, state or local law, rule, ordinance or regulation.

We will consider qualified applicants with criminal histories in a manner consistent with the requirements of the Los Angeles Fair Chance Ordinance, San Francisco Fair Chance Ordinance and the California Fair Chance Act and consistent with other similar and / or applicable laws in other areas.

We also afford equal employment opportunities to qualified individuals with a disability. For this reason, Roc Nation will make reasonable accommodations for the known physical or mental limitations of an otherwise qualified individual with a disability who is an applicant consistent with its legal obligations to do so, including reasonable accommodations related to pregnancy in accordance with applicable local, state and / or federal law. As part of its commitment to make reasonable accommodations, Roc Nation also wishes to participate in a timely, good faith, interactive process with a disabled applicant to determine effective reasonable accommodations, if any, which can be made in response to a request for accommodations. Applicants are invited to identify reasonable accommodations that can be made to assist them to perform the essential functions of the position they seek.

Any applicant who requires an accommodation in order to perform the essential functions of the job should contact a HR Representative to request the opportunity to participate in a timely interactive process. Roc Nation will also provide reasonable religious accommodations on a case-by-case basis.

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The expected compensation for this position is:

$120,000.00 USD - $150,000.00 USD

Pay is based on a number of factors including market location, qualifications, skills, and experience.

Live Nation Entertainment will never request payment or equipment purchases as part of the hiring process. Recruiters will only contact candidates from official Live Nation or affiliated brand email domains.