DMM

Company: FashionC Overseas Pvt. Ltd.
Department: Merchandising
Designation: Head of Merchandising / Merchandising Head
Reporting To: Director / Business Head / Management
Location: Noida, Uttar Pradesh

Job Purpose

To lead the complete merchandising function with strong business understanding, costing expertise, negotiation skills, planning ability, buyer management and commercial acumen. The Merchandising Head will be responsible for driving business profitability, ensuring timely execution of orders, developing buyer relationships and coordinating with Design, Sampling, Production, Sourcing, Quality, Finance and Management teams.

Key Roles & Responsibilities

1. Business Development & Buyer Management

• Develop and maintain strong relationships with domestic and international buyers.
• Understand buyer requirements, business potential, product categories and market trends.
• Identify new business opportunities and support the management in business growth.
• Handle buyer meetings, presentations, negotiations and commercial discussions.
• Understand buyer expectations and convert them into commercially viable business opportunities.
• Work closely with management on business strategy, customer development and order growth.

2. Costing & Commercial Management

• Prepare and review accurate product costing including fabric, trims, accessories, CMT, processing, washing, embroidery, printing, packing, overheads and other costs.
• Have excellent knowledge of garment costing, consumption, wastage and margin calculation.
• Analyze costing to ensure business profitability before order confirmation.
• Negotiate prices with buyers while protecting company margins.
• Negotiate with fabric, trims and other suppliers to achieve competitive sourcing costs.
• Identify cost-saving opportunities without compromising quality or delivery.

3. Price Negotiation

• Lead price negotiations with buyers from initial quotation to final order confirmation.
• Develop negotiation strategies based on target price, product complexity, quantity, lead time and margin.
• Understand when and where commercial flexibility can be provided.
• Maintain a balance between buyer expectations, market price and company profitability.
• Escalate critical commercial issues to management with proper analysis and recommendations.

4. Order Planning & Execution

• Plan the complete order execution process from order confirmation to shipment.
• Monitor TNA and ensure all critical milestones are achieved on time.
• Coordinate with Design, Sampling, Pattern, Production, Fabric, Trims, Quality and Commercial teams.
• Track approvals, lab dips, strike-offs, samples, PP samples, production and shipment schedules.
• Identify potential delays in advance and take corrective action.

5. Team Leadership

• Lead and manage the merchandising team.
• Allocate buyers/orders to merchandisers based on workload and capability.
• Set targets and monitor individual and team performance.
• Train merchandisers on costing, buyer communication, planning, negotiation and order execution.
• Review team performance and ensure timely closure of pending issues.

6. Production & Cross-Functional Coordination

• Work closely with Production to ensure orders are executed according to buyer requirements.
• Coordinate with sourcing and purchase teams for timely availability of fabrics and trims.
• Coordinate with Quality teams to ensure buyer quality standards are maintained.
• Resolve production, quality, costing and delivery-related issues with the respective departments.
• Ensure smooth communication between buyer and internal teams.

7. Business & Profitability Analysis

• Monitor order-wise profitability and contribution margins.
• Analyze actual cost vs. estimated cost.
• Review buyer-wise sales, margins, order quantities and business potential.
• Prepare management reports covering order status, business pipeline, costing, margins and risks.
• Support management in annual/seasonal business planning.

8. Forecasting & Capacity Planning

• Prepare business forecasts based on buyer requirements and order pipeline.
• Coordinate with production to assess capacity before accepting orders.
• Plan manpower, machine capacity and production requirements with relevant teams.
• Ensure orders are accepted based on realistic capacity and profitability.

9. Buyer Communication

• Maintain professional communication with buyers through email, meetings and calls.
• Handle buyer complaints, changes, price discussions and delivery concerns.
• Ensure accurate and timely submission of all buyer-related information.
• Build long-term relationships and increase repeat business.

Key Skills Required

• Excellent knowledge of Garment Merchandising & Export Business
• Strong Business Acumen
• Excellent Garment Costing & Consumption Knowledge
• Strong Price Negotiation Skills
• Buyer Handling & Relationship Management
• Strong Planning & Forecasting Skills
• TNA Management
• Production & Order Execution Knowledge
• Fabric & Trims Knowledge
• Strong Commercial Understanding
• Margin & Profitability Analysis
• Leadership & Team Management
• Excellent Communication & Presentation Skills
• Problem-Solving & Decision-Making Ability
• Strong knowledge of Excel / ERP / Merchandising Software
• Ability to work under pressure and manage multiple buyers/orders

Preferred Experience

• 1015+ years of experience in garment merchandising/export merchandising.
• Experience handling international buyers and large-volume business.
• Strong exposure to costing, price negotiation, business development and order planning.
• Experience with reputed international brands/buyers will be preferred.
• Should have experience managing a merchandising team and coordinating with multiple departments.

Key Performance Indicators (KPIs)

• Order profitability and gross margin
• Buyer retention and repeat business
• New business development
• Costing accuracy
• Price negotiation success
• On-time order execution
• TNA adherence
• Shipment performance
• Buyer satisfaction
• Team productivity
• Reduction in order execution issues
• Business revenue and contribution growth

Ideal Candidate Profile

The ideal candidate should be commercially strong and business-oriented, not only an order-execution merchandiser. He/She should understand how the business makes money, be highly skilled in costing and negotiation, have strong buyer relationships, and be capable of taking ownership from business enquiry costing negotiation order confirmation production planning shipment profitability.Role & responsibilities

Preferred candidate profile