Chief Merchandising Officer

Summary / Position Purpose:

The Chief Merchandising Officer (CMO) for TestEquity, a global distributor of test and measurement (T&M) and electronics supplies and materials, is a C-suite executive role that is  responsible for the strategic vision, selection, and pricing of the entire product assortment, including new products, used and rental equipment, and services. The CMO ensures the product offering aligns with global market trends and customer demand across various industries (automotive, aerospace, medical and industrial etc.) to drive profitability and enhance customer experience.

Reporting Structure

The Chief Merchandising Officer (CMO) reports directly to the Chief Executive Officer (CEO) and collaborates closely with other C-suite executives, such as the CFO, COO, Chief Marketing Officer (CMO) and Chief Sales Officer (CSO).

Essential Duties, Functions and/or Responsibilities:

Strategic Leadership and Vision

• Develop and implement global merchandising strategies that align with overall company objectives and market opportunities.
• Analyze market trends including automotive, aerospace, and technology sectors, customer preferences, and competitor activity to identify opportunities and challenges.
• Manages strategic relationships with supplier partners to ensure strong engagement across the organization, including sales, marketing, and key executives
• Define the vision and strategy for new, used, and rental equipment categories.
• Leads both the branded product portfolio as well as a private brand offer

Product Portfolio Management

• Oversee the entire product assortment, ensuring a diverse, profitable, and relevant range of T&M equipment, electronics production supplies, environmental chambers and Value-added services (VAS) across all channels (sales, VMI, e-commerce).
• Lead product lifecycle management, from selection and introduction of new products to managing the residual value and resale of used equipment.
• Establish pricing strategies for sales, rental rates, and markdown methodologies to remain competitive and maximize margins.
• Responsible for our network of test & measurement labs that covers calibration, repair and refurbishment of used and rental equipment.

Pricing and Profitability Management

• Develop pricing strategy across the business to balance the maximization of revenue generation and profitability.
• Collaborate with the Sales team to develop customer specific price strategies based on customer segmentation.
• Oversee pricing compliance management, collaborating with the Sales team to ensure that quotes are priced appropriately.

Vendor Relationships

• Negotiate favorable supplier terms and contracts to ensure cost-effective procurement and timely product availability.
• Build and maintain strong, long-term vendor partnerships.
• Leads quarterly business reviews with strategic supplier partners, attends key supplier events and identifies and on-boards new strategic partners.
• Inventory and Private Label
• Collaborate with the Chief Operating Officer (COO) and supply chain teams to optimize inventory positioning and ensure efficient product flow.
• Makes recommendations on initial stocking packages for new suppliers, strategic purchases from suppliers and works closely with inventory team to manage excess and dead inventory.
• Primary owner of our private brand strategy, including sourcing, quality, warranty and portfolio management.

Sales and Channel Integration

• Collaborate with sales and marketing teams to ensure the merchandising strategy is integrated with sales efforts and customer communications.
• Works closely with the Digital team to ensure that products and services are clearly and accurately represented on the website, including product information, pricing and visibility
• Support the development of programs for all equipment types (new, used, rental) to drive sales and market share growth.

Team Leadership and Financial Oversight

• Manage the overall merchandising budget and analyze the financial performance of all product lines to optimize profitability.
• Lead and develop a high-performing merchandising team, including Category Managers,  Product Managers, Data Analysts, and Pricing Analysts
• Directly and indirectly responsible for product quality.
• Other duties as assigned.

Education and/or Work Experience Requirements:

• 10 years of senior leadership experience in merchandising, category management, or product marketing within the industrial distribution or electronics sectors.
• Experience and understanding of the electronics market, including products such as test & measurement, solder, industrial adhesives, static control.
• Proven track record of managing P&L, gross margin expansion, and inventory health.
• Experience leading cross-functional teams and managing high-stakes negotiations with global manufacturers.

Physical Requirements:

• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards
• Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, and local standards

This position requires applicants to be authorized to work in the US without sponsorship; TestEquity does not sponsor applicants for work visas. 

TestEquity provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.