Director, Retail Channel Strategy & Growth

GSV UPS General Services; United States; On-site; USD 140,000 - 190,000; Full time

Job summary

UPS is seeking a Director of Retail Channel Strategy & Growth to lead the long-term retail channel strategy across 15,000 partner locations, driving revenue and profitability.

You will own partner relationships, negotiate contracts, optimize channel footprint, and identify growth opportunities, while coordinating with UPS Store leadership and corporate functions to align priorities and deliver measurable value.

Qualifications

• Extensive leadership experience in partnership management, retail channels, commercial strategy, business development, or a related field.
• Demonstrated ability to manage executive-level stakeholder relationships and lead across complex organizations.
• Strong commercial acumen, including contract negotiation, financial analysis, investment prioritization, and business-case development.
• Proven success leading cross-functional programs from strategy through execution with clear accountability and measurable outcomes.
• Experience in a franchise, retail, logistics, distributed-network, or partner-led operating environment preferred.
• Exceptional communication, influence, problem-solving, and change-leadership capabilities.

Responsibilities

• Driving profitable revenue growth across the retail channel ecosystem.
• Developing and executing partner contract strategies, renewals, and long-term business plans.
• Leading retail footprint optimization initiatives, including evaluating opportunities to expand, consolidate, or exit channels and partnerships to maximize customer reach, profitability, and channel performance.
• Identifying and scaling new growth opportunities, including returns solutions, international shipping capabilities, RFID deployment, and loyalty and rewards programs.
• Evaluating and negotiating new national retail partnerships that expand UPS market presence and customer access.
• Establishing governance, operational standards, and compliance frameworks across the retail partner network.
• Providing enterprise leadership across Sales, Pricing, Product, Marketing, Operations, Legal, Procurement, Finance, and Technology to ensure channel investments deliver measurable revenue growth, customer experience improvements, and long-term strategic value.
• Serving as the primary UPS relationship owner for The UPS Store, aligning TUPSS leadership and UPS corporate functions, representing franchisee, customer, and network needs, and leading the prioritization, escalation, and resolution of operational, technology, customer experience, commercial, and process-related issues.
• Building and maintaining a pipeline of strategic growth opportunities across the retail channel portfolio, supported by clear business cases, accountable owners, and measurable outcomes.

Skills

Leadership

Partnership management

Retail channels

Commercial strategy

Business development

Cross-functional programs

Education

Bachelor’s degree in business or related field

Job description

Before you apply to a job, select your language preference from the options available at the top right of this page. Explore your next opportunity at a Fortune Global 500 organization. Envision innovative possibilities, experience our rewarding culture, and work with talented teams that help you become better every day. We know what it takes to lead UPS into tomorrow—people with a unique combination of skill + passion. If you have the qualities and drive to lead yourself or teams, there are roles ready to cultivate your skills and take you to the next level.

Job Description

The Director of Retail Channel Strategy & Growth will be responsible for developing and executing the long-term retail channel strategy across a network of nearly 15,000 partner locations that generates approximately $144M in annual manifest revenue and $66M in annual manifest profit. This leader would serve as the strategic owner of the retail channel portfolio, responsible for partner relationship management, contract negotiations, channel footprint optimization, customer experience initiatives, and identification of new market opportunities that increase customer access to UPS and strengthen carrier preference. This leader would also serve as the primary internal relationship owner for The UPS Store (TUPSS), acting as the key liaison between TUPSS and UPS corporate functions to drive alignment, resolve cross-functional issues, advocate for franchise and network needs, and identify opportunities that enhance growth. The role balances this relationship leadership with responsibility for the strategy, performance, and growth of the broader retail channel portfolio.

Key Responsibilities

• Driving profitable revenue growth across the retail channel ecosystem.
• Developing and executing partner contract strategies, renewals, and long-term business plans.
• Leading retail footprint optimization initiatives, including evaluating opportunities to expand, consolidate, or exit channels and partnerships to maximize customer reach, profitability, and channel performance.
• Identifying and scaling new growth opportunities, including returns solutions, international shipping capabilities, RFID deployment, and loyalty and rewards programs.
• Evaluating and negotiating new national retail partnerships that expand UPS market presence and customer access.
• Establishing governance, operational standards, and compliance frameworks across the retail partner network.
• Providing enterprise leadership across Sales, Pricing, Product, Marketing, Operations, Legal, Procurement, Finance, and Technology to ensure channel investments deliver measurable revenue growth, customer experience improvements, and long-term strategic value.
• Serving as the primary UPS relationship owner for The UPS Store, aligning TUPSS leadership and UPS corporate functions, representing franchisee, customer, and network needs, and leading the prioritization, escalation, and resolution of operational, technology, customer experience, commercial, and process-related issues.
• Building and maintaining a pipeline of strategic growth opportunities across the retail channel portfolio, supported by clear business cases, accountable owners, and measurable outcomes.

Current Scope

• Authorized Shipping Outlets, Authorized Shipping Providers, Staples, Access Points, The UPS Store (TUPSS), and future retail channel partnerships and customer access solutions.

Qualifications

• Extensive leadership experience in partnership management, retail channels, commercial strategy, business development, or a related field.
• Demonstrated ability to manage executive-level stakeholder relationships and lead across complex organizations.
• Strong commercial acumen, including experience with contract negotiation, financial analysis, investment prioritization, and business-case development.
• Proven success leading cross-functional programs from strategy through execution with clear accountability and measurable outcomes.
• Experience in a franchise, retail, logistics, distributed-network, or partner-led operating environment preferred.
• Exceptional communication, influence, problem-solving, and change-leadership capabilities.
• Bachelor’s degree in business, finance, marketing, supply chain, or a related discipline; advanced degree preferred.

Additional Details

• Job Grade: 402
• This is an onsite position requiring in-office presence at least 4 days per week or as needed.
• Must be willing to self-relocate.
• Last Day to Apply is October 23, 2026, 11:59 pm ET
• Employee Type: Permanent

Company Information

UPS is committed to providing a workplace free of discrimination, harassment, and retaliation.

Other Criteria

UPS is an equal opportunity employer. UPS does not discriminate on the basis of race/color/religion/sex/national origin/veteran/disability/age/sexual orientation/gender identity or any other characteristic protected by law.

Basic Qualifications

Must be a U.S. Citizen or National of the U.S., an alien lawfully admitted for permanent residence, or an alien authorized to work in the U.S. for this employer.

Company History & Values

In 1907, two teenage entrepreneurs in a Seattle basement started with a $100 loan and created what would become the world’s largest package delivery service. Today, operating in more than 220 countries and territories, UPS is committed to moving our world forward by delivering what matters. UPS and its more than 500,000 UPSers around the globe are a transportation and logistics leader, offering innovative solutions to customers, big and small. UPS understands and appreciates its responsibility to help build safe, stronger and more resilient communities founded on justice and economic opportunity for all, supported by a healthy, sustainable global environment.