Director, Merchandise

Roc Nation is seeking a strategic, trend-driven Director of Merchandise to lead our product and merchandise division in New York, NY or Los Angeles, CA (on-site, 5 days a week).

About the Role

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 PNLs 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

• 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.

Pay

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.

Schedule

On-site, 5 days a week.