Trading and Merchandise Manager

Job Description

1. / Main purpose of the job
Leading the trading arm of Parkinson’s UK forward and being responsible for the commercial strategy to drive the trading performance to ensure it meets targets for our online shop and commercial partnerships. Identifying and establishing commercial trading opportunities and partnerships and the management of the charity’s product mail order fulfilment house and operations.
2. / Position in organisation
Reports to: / Head of Business Development
Responsible for: / Senior Trading Officer
Main relationships: / Head of Business Development,Sponsorships and Partnership Manager, Corporate Relationships Manager, Business Development Officer, Corporate Fundraising Officer, Contracts and Procurement Manager and Individual Giving, Marketing, Design,Database, Finance, Events & Regional Fundraising teams, commercial partners, customers and local groups
Direct contacts: / Suppliers, fulfilment house, partners
Reference points: / Suitable commercial products and partnerships with clear synergy with the work and audience of Parkinson’s UK
3. / Brief description of directorate
The charity's Fundraising Directorate is responsible for developing and implementing a cost effective fundraising and marketing programme from individual donors, trusts, companies and events to maximise long term voluntary income and support.
The Directorate also manages Parkinson’s UK’s Legacy Marketing and Membership Marketing programmes, along with the planning, development, sales and distribution of new products and merchandise and the partnering with suitable businesses through the charity’s trading subsidiary Parkinson’s UK Sales Ltd.
The charity is wholly dependent on voluntary donations
4. / Scope of the job
A. / Progress the charity’s Trading strategy in the new strategic periodensuring profitability
B. / Lead on the developmentof the charity’s trading partnerships and act as first point of contact for partnership enquires
C. / Lead on the development ofproduct ranges as well as manage mail order distribution
D. / Manage Trading’s finance analysisand reporting
E. / Represent Trading and Merchandise in key projects throughout the charity
F. / Develop and maintain a good understanding of issues relating to Parkinson’s UK and to remain informed on Parkinson’s UK activities
5. / Duties and responsibilities
A. / Progress the charity’s Trading strategy in the new strategic periodensuring profitability
  • In line with the Fundraising, Business Development and Charity wide strategy, with senior management, develop a new phase of the charity’s trading and commercial partnership strategydirecting it to become a more profitable operation
  • To consider and apply new working plans and seeking out most profitable means of operation for the department as a whole, taking into consideration future fulfilment and possible outsourcing options.
  • To build a robust and comprehensive department procedures document that will feed into the Trading strategy.
  • Analyse, planand manage all aspects of the charities trading catalogues and the growth of the new web shop including product selection, design, print and fulfilment
  • Monitor the business performance of web categories; setting and achieving profit targets
  • Use web analytics to monitor key site performance indicators, and take appropriate actions where necessary
  • Lead on growing our audience through suitable marketing and distribution opportunities
  • Ensure all commercial activities are ethical, legal and appropriate to our supporters and to our brand, image and reputation
  • Ensure all trading activity is integrated into mainstream fundraising and opportunities for cross selling are exploited across fundraising departments
  • To ensure best practise in the purchase of promotional goods across the charity

B. / Lead on the development of the charity’s trading partnerships and act as first point of contact for partnership enquires
  • Act as key lead in the charity regarding trading partnerships where royalties are earned due to the sale of a product or service. Lead on any enquires of this nature on behalf of the charity, using expertise to decide on relevant course of action
  • Consider and analyse viability of wider partnerships that would include stock/fulfilment options
  • Work closely with charity trading partnerships to develop strong relationships and ensure and that they are being promoted to the fullest
  • Create and ensure a structured robust reporting, marketing and account management system is maintained
  • Oversee the smooth running of charity partnerships and that they are being promoted creatively to the fullest both internally and by the partnership and getting financial support for marketing where possible
  • Manage the charity’s national Cards for Good Causes Partnership including the selection of cards, fulfilment details and participating as the Parkinson’s representative on their board
  • Provide ideas, support and advice to other members of the Business Development team where their partnership involves a request for cause related marketing products and encouraging their partnerships to promote trading opportunities, to convert their staff to Parkinson’s UK customers and achieve cross selling where appropriate
  • To seek out, develop and expand the income generated from licencing and royalty deals whilst considering using artwork from reputable Parkinson’s supporters

C. / Lead on the development ofproduct ranges as well as manage mail order distribution
  • Lead and develop a clear direction of our product offering by the analysis of previous product sales, expenses, consideration of opportunities and risks. Keeping tight focus to target our audience profitably.
  • Oversee the source, selection and purchase of new and considering the possibility of creating branded products bespoke to Parkinson’s UK
  • Create forecastsstock and purchases on the back on analysis
  • Develop end of line strategy to keep slow and end of season lines to a minimum.
  • Manage Senior Trading Officer and work with Business Development Officer as well as internal media, marketing and design teams to lead the Christmas and Daily Living Aids catalogues, ensuring correct procedures are followed
  • Achieve the best cost effective quotations on print and distribution charges as well as seeking to raise sponsorship from partners or other sources to cover these expenses
  • Oversee and work with the Senior Trading Officer in the development of the new DLA volunteer group ensuring clear guidelines, training and support are given and Parkinson’s UK policies and practices are adhered to.
  • Lead on and account manage the charity’s relationship with the Mail Order fulfilment house and the Print and Branded merchandise fulfilment house. Ensure customer service is in line with the Mail Order specifications and the charity’s customer service policy and mitigate against any issues arising

D. / Manage Trading’s finance analysisand reporting
  • Lead on creation and developmentof the overall Income and Expenditure budget for Trading and Merchandise under the guidance of Head of department and with input from the Senior Trading and Merchandise Officer and in line with the Business Development Team’s strategic plans.
  • With the support of the Senior Trading Officer and the Trading Accountant, manage income and expenditure for the Trading and Merchandise department, flagging up issues and re-forecasting as necessary
  • Manage trading data flowing into the charity’s data systems (FastStats and Raiser’s Edge) and external reports from fulfilment house and use this to prepare reports to track income and analyse response rates in order to improve the cost effectiveness of mailings; and report back to Senior Management Team.
  • Create data briefs with the Business Development Officer reflecting report findings. Use charity’s data systems and reporting from fulfilment house to track income

E. / Represent Trading and Merchandise in key projects throughout the charity
  • Working with the digital team, ensuring smooth running of the new website is achieved and logging tickets for improvement or amends where necessary and ensuring the customer journey is kept as simple as possible
  • Work with Senior Business Development Officer to develop improved product images and videos to enhance our offering and increase Search Engine Optimization SEO
  • To analyse reports and act on results from Google analytics
  • Working with other key stakeholders in the charity, take a key role in the tendering process for the fulfilment and ensure that the specified requirements of the Trading and Merchandise team are fully met, planned for and implemented if a move takes place
  • Where relevant support internal projects such as the Data Protection working group; World Parkinson’s Congress product and stand development and others as required
  • Wherever possible, ensure that the work of Trading and Merchandise is promoted within the charity as widely as possible by attending and presenting at key meetings and the Business Development workshop
  • Take the support role of the Technology Strategy Group whereby being the first point of call for App companies wanting to work with Parkinson’s UK

F. / Develop and maintain a good understanding of issues relating to Parkinson’s UK and to remain informed on Parkinson’s UK activities
  • Build an understanding of Parkinson’s, the treatments available and the advances made in the area of research
  • Communicate with Parkinson’s UK’s extensive internal network of branches and support groups using various mediums

6. / General responsibilities
  • Contribute to team meetings, team working and implementing organisational priorities
  • Be flexible within the broad remit of the post
  • To ensure best practice at all times
  • To maintain a watching brief on the private sector in order to identify all new opportunities
  • To maintain good relationships across the organisation at all times ensuring a good flow of information.
  • Ability to give direction and ensure priorities are carried out by your direct report
  • Take direction on projects and priorities from Line Manager, from time to time
  • Abide by organisational policies and practices, including the equal opportunities policy and code of conduct.
  • Be self-motivating and sufficient.

7. / Dimensions and limits of authority
Disciplinary action: / None
Budgetary limits: / Manage an income budget of £550k increasing to £700k in 2017
Authorises expenditure within a budget to a limit of: / None
Signs contracts and contractual matters on behalf of Parkinson’s UK: / N/A

This job description does not form part of your contract of employment. The duties laid down in this job description may change from time to time following a review and in consultation between post holder and line manager / Director.

Updated Date:September 2015

Signed by post holder:Date:

Agreed Correct and

signed by Line Manager:Date:

Agreed Correct and

Signed by Director:Date:

Trading and Merchandise Manager

Person Specification

Essential / Desirable
Experience / Experience of working in a commercial/marketing environment / √
Experience in managing commercial budgets / 
Experience of managing a trading function in a large organisation / √
A proven track record in sales management / √
Skills and abilities and personal attributes / Commercial awareness and acumen / √
Negotiating & influencing skills / √
Strategic planning skills / √
Good communication and interpersonal skills / √
Strong commercial analytical skills / 
People management experience including undertaking performance reviews and the on-going development of staff. / √
Project Management skills / √
E-Commerce, digital sales and customer experience / 
Ability to develop business plans and manage budgets(preparation and monitoring) / √
Good IT skills including Word, Outlook, Power point and Excel / √
Product and audience development skills / √
Good organisational and administrative skills / √
Innovative and creative with the ability to work in a team / √
Knowledge / Successful marketing methods and techniques / √
Knowledge of Web analytics and using analytics tools / 
Keen interest in new developments within the online industry / 
Knowledge of mail order operating procedures / √
The law governing commercial and trading contracts / √
A keen interest in technology including Apps / 
Education/ training / Educated to A Level standard or equivalent / √
Educated to degree level or equivalent / √
Other requirements / Willingness to work occasional unsocial hours when required / √
Willingness to develop an understanding of disability issues / √
Driving license and access to avehicle / √
Commitment to working within the principles of equal opportunities. / √
Empathy with the aims, goals and values of the charity, and a commitment to support delivery to meet these. / √

Job competency profile

Job title / Trading and Merchandising Manager / Summary
Name / Results / 3 / 3 / 2
Directorate / Fundraising / Communication / 3 / 3 / 2
Line Manager / Rachel Backshall / Impact / 3 / 2 / 2
Date competencies agreed: / 1 January 2015 / Leadership / 1 / 1 / 1
COMPETENCY AREA / Level / Description
Focus on results
Finding solutions / 3 /
  • Assesses information from all angles and various sources to discover the root cause of the issue
  • Seeks continuous improvement and consider solutions
  • Takes reasonable risks to innovate
  • Challenges the status quo to find new ways of implementing good practice
  • Engages with stakeholders and external experts to exchange information and identify solutions
  • Leads discussions on difficult issues and makes decision with confidence
  • Anticipates problems and develops contingency plans to avoid risk/negative impact
  • Makes timely decisions, so delays don’t block workflow

Making things happen / 3 /
  • Actively manages performance of self and others.
  • Sets clear team direction and objectives, ensuring understanding and monitoring achievements
  • Generates enthusiasm for accomplishing goals and ensuring Parkinson’s UK success
  • Establishes key performance indicators that will measure projects’ success
  • Ensures projects and activities remain within agreed plan and takes action to address delays
  • Identifies IT system requirements or shortcomings, researches options and links with in-house professionals to address issues

Using resources responsibly / 2 /
  • Contributes to departmental budget planning and monitoring
  • Makes contingency plans to account for changing prioritises and milestones
  • Negotiates realistic timescales for work delivery
  • Monitors resources against plans and reports on variance in a timely manner
  • Manages external suppliers to ensure value for money and challenge where appropriate
  • Analyses financial data confidently, can justify expenditure and identifies
return on investment
  • Takes ownership and manages relationships with external partners in an assertive and constructive way

COMPETENCY AREA / Level / Description
Powerful communication
Sharing information / 3 /
  • Provides opportunities to share knowledge and ideas to individuals or groups
  • Creates interest and enthusiasm in new ideas and learning opportunities
  • Projects confidence and authority with highly knowledgeable audiences
  • Communicates even the most difficult messages in a supportive manner without compromising on the meaning of the message
  • Hears peoples’ concerns, goals, values, ideas and suggestions with openness and an intention to understand their perspective
  • If necessary, challenges assumptions to provoke new ideas and find new possibilities for action
  • During meetings uses ‘running effective meeting’ style and creates a positive environment to share information and discuss ideas
  • Distils complex information into clear concepts that others can easily grasp

Working together / 3 /
  • Allow others to take ownership of their actions, providing relevant support
  • Actively encourages others to seek out new relevant relationships
  • Brings together diverse ‘stakeholders’ and groups to work effectively
  • Builds a sense of common purpose across all work groups, avoiding an “us versus them” attitude
  • Supports cohesiveness of teams by defining roles of each team member and establishing overall objectives
  • Negotiates and influences effectively, maintaining relationships with all parties at all times
  • Creates a culture that encourages equality and diversity, ensuring that everyone’s contribution is recognised
  • Deals promptly and objectively with bullying and harassment. If required, initiates formal actions.
Handles formal and informal complaints through to conclusion.
Valuing customers / 2 /
  • Thinks laterally about own work
  • Considers factors such as options, costs, benefits, risks, limitations and impact
  • Considers different ways to approach problems
  • Encourages decisions to take place at the right level in team
  • Recognises how proposed changes will impact own and others work
  • Uses opportunities and takes appropriate risks to improve

Personal impact
Delivering innovation and creativity / 3 /
  • Creates an environment of innovation, and an appreciation of new and different ways of working, both personally and within team.
  • Contributes to strategic thinking and initiatives designed to develop the charity.
  • Ensures that others are up-to-date and understand activities outside of immediate team, and how these relate to own personal/team work.
  • Speaks confidently to a wider audience about the work of the whole charity.
  • Keeps up-to-date with new trends within the charity and other sectors to provide a wider context for changes
  • Thinks ‘outside the box’ and challenges the status quo

Learning and building expertise / 2 /
  • Reflects on and uses examples of own and others’ experience and knowledge when applying learning
  • Personally recognises impact of own behaviours, actions and decisions and adapts accordingly
  • Leads others to develop their knowledge, skills, and experience
  • Gives constructive and timely feedback to others and recommends and sees through appropriate development and support.
  • Helps others learn how to apply new technology or process to their work
  • Supports a productive team environment where people can grow and develop
  • Stays in contact with colleagues across roles / functions whose work is related to own work
  • Shares new knowledge with colleagues willingly

Acting with integrity / 2 /
  • Consistently presents a competent and professional image
  • Maintains high ethical standards, not compromising them to advance a personal or political agenda
  • Encourages sharing of ideas and feelings to build trust
  • Understands different dynamics and demands present across the charity
  • Respects and considers the diverse needs of all staff and stakeholders and ensures their wellbeing

COMPETENCY AREA / Level / Description
Inspirational Leadership
Providing direction / 1 /
  • Brings together different views to gain a wider picture of the landscape surrounding activities and policies
  • Develops an understanding of own area’s strategy and how this contributes to the overall goals of the charity
  • Challenges the status quo in order to identify and promote improved ways of working
  • Accepts responsibility for, and makes difficult decisions that are in the long term interests of the charity and people with Parkinson’s
  • Gives staff clear and timely explanation of rationale for change and its implications
  • Champions change by identifying and building on its positive aspects
  • Encourages and supports others to engage in change

Managing performance / 1 /
  • Makes time to get to know and understand their teams (staff and volunteers) and what motivates them
  • Gives feedback openly and respectfully and gives recognition to those who contribute to the team’s and charity’s success
  • Sets demanding but achievable objectives and monitors these regularly and effectively
  • Manages the annual performance review process in a timely and effective way
  • Ensures that supervision meetings are effective and well facilitated
  • Manages performance and conduct issues effectively and in a timely manner, recommending formal action where required
  • Allows others to take the lead and give them credit so they can grow in capability and confidence

Developing and empowering others / 1 /
  • Develops a positive environment where people can learn and grow
  • Gives people enough freedom and support to take calculated risks
  • Has a good understanding of the Learning and Development activities available and promotes them within the team
  • Brainstorms and assists individuals to define actions that will enable them to open up to learning and developing
  • Is sensitive to the individual and team learning needs and recommends suitable development opportunities
  • Allows others to take the lead and the credit to grow their capability and confidence
  • Coaches others, challenging and asking questions to help them work out the answers for themselves
  • Evaluates learning & development activity within the team to ensure it is addressing the operational needs of the team or individuals
  • Actively demonstrates inspirational and authentic leadership which enables staff and volunteers to develop and become experts in their area of work

Trading and Merchandising Manager, September 2015