Director, National Retail

Girl Scouts of the USA

Founded in 1912, Girl Scouts of the USA (GSUSA) is the preeminent leadership development organization for girls and the leading authority on their healthy development. Millions of Girl Scout alums across the country and the world have gone on to achieve incredible things and make a tremendous impact in fields ranging from public policy, medicine, journalism, and athletics to international relations, science, technology, art, and entertainment.

As a mission-driven organization, Girl Scouts of the USA champions girls as they explore their worlds, try new things, and develop the courage, confidence, and character to make the world a better place. From stargazing during a first overnight camping trip to building robots, navigating a rocky hiking trail, working together on a community project, and learning about the importance of environmental stewardship, Girl Scouts of all backgrounds and abilities can unapologetically be themselves as they rise to meet new challenges and discover the issues that matter most to them. Along the way they learn the power of friendship, connection, and teamwork.

Girl Scouts are doers, innovators, problem-solvers, creators, and dreamers, and the GSUSA team is here to center, support, and inspire them, working with 111 local councils across the country and USA Girl Scouts Overseas to deliver our life-changing Girl Scout Leadership Experience.

We seek out, explore, cultivate and secure strategic partnerships and launch new ventures that significantly increase investment in girls through the Girl Scouts Movement. The investments our partners make are critical to fulfilling Girl Scouts' mission. We cultivate relationships through traditional philanthropy, corporate partners, government support and through leveraging the brand for alternative revenue streams. We also lead the charge in identifying, engaging and activating our more than 50 million alum. We steward and lead out on the activation of all funded national partnerships. We build and encourage collaboration between councils and GSUSA to leverage the Movement's existing and potential investors to further the transformational leadership experiences of more than 1.7 million girls and 750,000 adults.

The Revenue Office/Girl Scout Merchandise leads merchandising, licensing, product sales, and other revenue streams, which in turn fund both Girl Scouts of the USA programming and administration and local council revenue. The teams at this division include e-commerce, operations, retail, licensing, and the famous Girl Scout Cookie Program and work closely with all the other communities to bring products to market for our Girl Scouts and the general public.

Girl Scout Merchandise (GSM) at GSUSA is seeking a Director, National Retail to lead and strengthen the wholesale and retail business across our Council retail partners. This role focuses on building Council business capability and driving growth through insight, coaching, and partnership - with success measured not only by wholesale sales but by Councils' improved in-store and digital retail performance, customer engagement, and profitability.

The Director will establish a national retail performance framework that supports data-driven decision-making, consistent KPIs, and scalable tools that enable Councils to optimize their local retail businesses. The ideal candidate has deep experience in multi-unit or franchise retail management, performance analytics, and collaborative leadership across complex federated organizations.

Lead national strategy for the wholesale and Council retail channel, including sales, margin, and retail KPI performance.
• Develop and execute growth plans aligned with GSM product, marketing, and ecommerce strategies.
• Oversee Council ordering cycles, assortment planning, and demand forecasting to optimize wholesale and sell-through performance.
• Partner with the GSM Buying and Planning teams to ensure product mix and inventory alignment with Council needs and national campaigns.
• Identify emerging trends and opportunities to expand Council participation and revenue through new programs, assortments, or omnichannel initiatives.

• Create and maintain a Council Retail Performance Framework with clear KPIs across sales, customer experience, digital engagement, and operational excellence.
• Lead quarterly and annual business reviews with Councils to assess performance, share insights, and co-develop improvement plans.
• Build dashboards and reporting tools (in collaboration with Analytics & Insights) to make Council performance data accessible and actionable.
• Provide coaching and consultation to Council retail leaders, helping them strengthen financial management, inventory efficiency, and customer engagement strategies.
• Develop and deliver scalable training, webinars, and best-practice toolkits for Council retail teams.

• Partner closely with Ecommerce, Marketing, and Brand teams to align national promotions and ensure a consistent omnichannel customer experience.
• Engage and influence senior Council leadership (COO/CFO level) to ensure retail strategies are clearly understood and supported at the decision-making level.
• Serve as the voice of the Council retail network within GSUSA, surfacing insights, challenges, and innovations that inform GSM strategy and product planning.
• Partner with the Council Partnerships team as the retail subject matter expert, supporting councils' participation in the Product Line Optimization strategic initiative and aligning retail insights to financial and product mix analysis.
• Collaborate with Technology, Analytics, and Finance to refine tools, reporting, and systems that support Council business management.
• Work cross-functionally to identify and implement initiatives that drive membership engagement, brand experience, and retail growth.
• Serve as a role model for GSM's values and culture of collaboration, inclusion, and customer focus.

• Experience in coaching, training, or consultative account management
• Proven success in building performance frameworks and coaching partners to improve sales and operational results.
• Strong financial and analytical skills; ability to interpret data and convert insights into action.
• Excellent communication and relationship-building skills; trusted partner and advisor to field and executive teams.
• Strategic thinker with a hands-on, results-driven mindset.
• Demonstrated ability to manage complex relationships across a federated model.
• Experience with omnichannel retail operations and customer engagement strategies.

Office 365 or similar suites

Fluency in PowerPoint or similar presentation software

Fluency in Microsoft Excel or similar software

Fluency in BI tools (Looker, Power BI, or similar data analytics software)

Experience with Salesforce or NetSuite a plus.

• Bachelor's degree in Business, Marketing, or related field (MBA preferred).
• 10+ years of experience in retail or wholesale leadership, including multi-store or franchise environments.

SALARY RANGE: $140,000 - $160,000

This represents the present low and high end of the pay range for this position. This pay range is only applicable to NYC Metro-based employees, on a hybrid schedule. Actual pay will vary based on various factors, including but not limited to experience.

FEATURED BENEFITS:

What We Offer:

Girl Scouts is powered by people, and we encourage our team members to be their best selves in and out of the office. We place a high priority on flexibility and offer a competitive employee salary and benefits package that includes:

Paid Time Off:

GSUSA offers 20+ days of paid time off, 2 floating holidays, as well as 9 workplace holidays per year. GSUSA staff also enjoy a paid holiday year-end office closure between Christmas and New Year's.

Other Benefits:

• Medical and Behavioral Health Coverage

• Plan options with individual and family coverage which includes wellness, hospitalization, and fertility assistance.
• Both plans include GSUSA partial subsidy of premium costs
• Dental and vision coverage

• Health Savings Accounts (HSAs) and Flexible Spending Accounts (FSAs) including Health, Dependent Care, and Limited FSA for those with Health Savings Accounts
• Company-paid life insurance
• Flexible work arrangements
• 12 weeks of paid parental leave
• 401(K) with company match
• Short- and Long-Term Disability for salary continuation
• Health and Wellness Classes and Activities throughout the year

WORK ENVIRONMENT: This job operates in a professional office environment.

Position Type: This is a full-time, hybrid position with 2 days on site required. GSUSA is based in New York City.

AAP/EEO Statement: GSUSA is an equal employment opportunity employer.