Senior Director of Retail

About JETSET Pilates Franchising At JETSET Pilates Franchising, we pioneer a unique franchise model in the fitness industry, offering Modern Pilates classes and a curated selection of fitness-related products. Our business model is centered on establishing a strong brand image, cultivating exceptional relationships with franchisees, and delivering outstanding client services. We operate in a dynamic, fast-paced startup environment where adaptability and innovation are crucial for success. Position Overview The Senior Director of Retail is the single accountable owner of JETSET's retail business, from product strategy and design direction through inventory, supply chain, and commercial results. Retail supplies every franchised studio with branded apparel, grip socks, accessories, recognition products, and opening inventory through our Shopify store, a third-party logistics (3PL) warehouse, and a network of manufacturers. As JETSET scales to over 300 studios by the end of 2027, this leader will grow retail revenue and margin across the network while making sure we buy the right products, in the right quantities, at the right time, without tying up excess capital in inventory. Reporting directly to the VP, Marketing, this leader will partner closely with Finance & Accounting on inventory planning and capital allocation, with New Studio Openings on opening inventory, and with Franchise Operations on franchisee ordering and communication. They will lead the retail team and manage JETSET's warehouse and supplier relationships day to day. This role is ideal for a retail leader who is equally comfortable shaping a product line, building a forecasting model, and getting on a call with a factory. They bring commercial instinct, data discipline, and a clear operating rhythm to a fast-growing program that has outgrown informal ordering.

Key Responsibilities & Qualifications Product Strategy, R&D & Design Direction

Own JETSET's retail product strategy: define the multi-year product roadmap, category roles (core, seasonal, recognition, accessories, new categories), and pricing and margin architecture

Lead retail R&D: identify new product and category opportunities from sell-through data, franchisee and client feedback, and market trends; run small-batch tests and pilots in select studios before committing to network-wide buys

Set the design direction for all retail products: seasonal concepts and brand standards, approve designs and samples, and give final sign-off before production in line with the JETSET brand.

Own go/no-go decisions on new products, using defined test criteria (sell-through, margin, reorder rate) to decide what scales, what gets reworked, and what gets dropped

Track competitive and category trends in boutique fitness and athleisure to keep the assortment relevant and differentiated

Demand Forecasting & Inventory Planning

Own the SKU-level demand forecast, built from sell-through data and updated monthly, that accounts for run-rate sales, seasonality, new studio openings, product launches, pre-orders, and milestone programs

Own the inventory plan and open-to-buy budget, set target months-on-hand and reorder points by product class, and partner with Finance & Accounting to approve capital allocation before any purchase order is placed

Own reorder quantities and size curves for every style, based on actual size-level sales rather than estimates

Own inventory health: track months on hand, turns, aged and dead stock, and capital above target coverage, and act before excess becomes a write-down

Own clearance plans for aged and excess inventory and partnering with Marketing on how these plans are communicated

Retail Growth, Launches & Franchisee Sell-Through

Own retail revenue and margin growth across the network, including per-studio retail sales, attach rate, and franchisee adoption of core programs

Own the launch plan for every new product and drop: timing, allocation, franchisee pre-orders, launch communication, and post-launch performance review

Own the retail promotions calendar and franchisee sell-through initiatives, such as studio merchandising guidance, in-studio selling programs, bundles, incentives, and seasonal campaigns. Partner with the Marketing team, which leads creative and channel execution

Equip franchisees and studio teams to sell: merchandising standards, product training, selling tools, and best practices from top-performing studios, in collaboration with Franchise Operations

Identify and develop new retail revenue streams as the network grows, such as client-facing e-commerce, partnerships, and collaborations

Supply Chain, Warehouse & Vendor Management

Own the day-to-day relationship with JETSET's 3PL warehouse partner: receiving, stock accuracy, fulfillment performance, SLAs, and monthly reconciliations

Own the relationship with JETSET's retail suppliers and manufacturers: lead times, minimum order quantities, production schedules, quality, and landed cost

Own purchasing: place and track every purchase order from PO through receipt in a single order tracker

Partner with Finance and the CAO's office on vendor contracts, renewals, pricing, and payment terms

Lead a consistent rhythm of vendor reviews and performance scorecards

Retail Calendar & Assortment

Own the annual retail calendar: core style replenishment, seasonal and limited drops, milestone and recognition products, and key selling moments for the network

Own the core styles program and the grip socks program, including colorways, size mix, replenishment cadence, and stock levels

Direct product development through the Director of Merchandise, ensuring design, sampling, production, and launch dates align with the product roadmap, retail calendar, and inventory plan

Own final assortment decisions and SKU rationalization: approve the product line with the Director of Merchandise, retire slow sellers, and keep the assortment focused on what franchisees and clients buy

Franchisee Programs

Own opening inventory packs for new studios, with quantities and ship dates tied to the New Studio Openings schedule

Own franchisee-facing ordering rhythms and communication about stock availability, launches, and lead times, in collaboration with Franchise Operations

Maintain a feedback loop with franchisees and field teams so studio-level demand informs what we buy

Systems, Reporting & Team Leadership

Own Shopify inventory setup, data accuracy, and retail reporting, and partner with outside developers on system improvements

Lead a monthly inventory review with Finance, Marketing, and key vendors, with reconciliations complete before each meeting

Own retail performance reporting to leadership: revenue, margin, sell-through, per-studio retail sales, new product performance, inventory position, and capital at risk

Lead and develop the retail team, including the Director of Merchandise and the Marketing & Retail Associate, and document repeatable planning and purchasing processes as the network scales

What You Need to Be Successful

You have a strong product eye and a commercial instinct for what clients will buy, and you back those instincts with tests and data before you scale.

You have grown a retail or wholesale business, not just managed its inventory, and you can point to the revenue and margin results you drove.

You think in sell-through, weeks of supply, and open-to-buy. You'd rather test small and scale what works than sit on two years of a slow seller.

You have built a forecast from messy or incomplete data, and you know how to make a good call when the history is thin.

You know how to get product sold through a channel you don't directly control. You see franchisees as partners to equip, not just accounts to ship to.

You are as comfortable in a spreadsheet model as you are on a call with a factory or warehouse. You hold vendors accountable and keep the relationship strong.

You bring structure: a calendar, a cadence, and a tracker that others can follow, not a process that lives in your head.

You can explain product and inventory decisions in dollars to Finance, in brand terms to creative partners, and in plain language to franchisees.

You thrive in a fast-scaling environment where you are trusted to build the function, not just run it.

Key Attributes

Analytical Planner – Builds and owns forecasts and inventory plans grounded in sales data, not instinct

Capital-Minded – Treats inventory as cash and manages every purchase against coverage targets and budget

Relationship Builder – Skilled in supplier and 3PL management, negotiation, and performance accountability

Structured & Organized – Able to track hundreds of SKUs, multiple factories, and concurrent launches with accuracy

Collaborative – Works well across Marketing, Finance, New Studio Openings, and Franchise Operations, and with external partners

Proactive Communicator – Flags stock risks, delays, and overbuys early, before they reach franchisees or the balance sheet

Decisive & Resourceful – Makes quantity and timing calls with incomplete information and adjusts quickly as data comes in

Startup Experience (Desired) – Not required, but experience building a function inside a fast-growing brand is a strong plus

Product & Commercial Leader: Shapes the product line and owns revenue and margin outcomes, not just stock levels

Test-and-Learn Mindset: Pilots new products and programs, measures results, and scales what works

Requirements

Bachelor's degree in Business, Supply Chain, Retail Merchandising, or a related field (or equivalent professional experience)

8+ years in retail or wholesale merchandising, product management, merchandise planning, or supply chain, including 3+ years leading teams, with P&L or category ownership for a product line

Proven track record growing retail or wholesale revenue and margin, with measurable results

Experience identifying, testing, and launching new products, and running promotions and sell-through programs through a channel you don't directly control (franchise, wholesale, or multi-location)

Experience managing overseas and domestic manufacturers and a 3PL warehouse partner, including purchase orders, lead times, and MOQs

Advanced Excel or Google Sheets skills (pivot tables, lookups, forecasting models)

Experience with Shopify or a comparable e-commerce/inventory platform

Experience setting product and design direction and leading product development and merchandising teams

Strong financial acumen, with comfort discussing inventory capital, margin, and reserves with Finance

Exceptional organization and communication skills; ability to manage many priorities in a high-growth environment

Travel and Onsite Requirements This is a hybrid role with significant on-site presence at the HQ office in Miami, FL, at least three days per week. 10% travel for vendor, warehouse, and studio visits as needed. JETSET Pilates is an equal opportunity employer. We celebrate diversity and are committed to creating an inviting work environment for all team members.