Director - Vendor Negotiations & Commercial Strategy

Support Center - IrvingThe Director - Vendor Negotiations & Commercial Strategy is a critical leadership role within the Merchandising organization, responsible for maximizing enterprise value through strategic vendor partnerships, best-in-class negotiations, and innovative commercial frameworks.This leader partners closely with Merchandising, Planning, Finance, and Supply Chain to shape vendor strategies that drive margin expansion, product differentiation, speed to market, and customer relevance. The role goes beyond cost negotiation serving as a commercial architect who aligns vendor relationships with brand positioning, assortment strategy, and long-term growth.The ideal candidate is a sophisticated negotiator, retail merchant thinker, and enterprise influencer capable of operating at both strategic and tactical levels.Key ResponsibilitiesEnterprise Negotiation StrategyDevelop and execute negotiation strategies across national brands, private label suppliers, and strategic vendor partners.Lead complex, high-value negotiations including cost of goods, margin structures, markdown funding, exclusivity, marketing support, supply commitments, and joint business plans.Establish standardized negotiation frameworks aligned with merchandising calendars and seasonal buying cycles.Drive continuous improvement in commercial terms across categories while protecting brand equity and product quality.Merchandising Partnership & Commercial LeadershipAct as a strategic partner to Merchandising leaders to influence assortment decisions through financial and vendor insights.Support category strategies by aligning vendor economics with growth opportunities, trend investments, and innovation initiatives.Collaborate on product lifecycle profitability, pricing architecture, and promotional funding strategies.Enable merchants to negotiate from a position of data, clarity, and strategic alignment.Demonstrated success negotiating with national brands and strategic suppliers.Deep understanding of retail financial drivers: margin, inventory turns, GMROI, and promotional economics.Proven ability to influence senior merchandising and executive leadership.Experience operating in fast-paced, multi-category retail environments.Margin Expansion & Value CreationIdentify and unlock sustainable margin opportunities beyond initial cost negotiations, including:Vendor-funded marketing and customer acquisition programsInventory risk-sharing modelsExclusive product developmentImproved payment terms and cash flow optimizationBuild multi-year value creation roadmaps with top vendor partners.Strategic Vendor PartnershipsEstablish executive-level relationships with key brands and suppliers.Lead joint business planning processes to align vendor investment with company growth priorities.Balance collaborative partnership with disciplined commercial accountability.Serve as senior escalation point for complex negotiations or performance issues.Data-Driven Negotiation ExcellenceLeverage analytics including sell-through, inventory productivity, pricing elasticity, and competitive benchmarking to inform negotiation positions.Partner with Planning, Pricing and Finance to model negotiation outcomes and margin impact troduce negotiation scorecards and performance dashboards across vendor portfolios.Governance, Risk & Contract LeadershipOversee commercial contract structures in partnership with Legal.Ensure consistent governance around vendor terms, compliance, and performance accountability.Reduce supply, margin, and operational risk through proactive negotiation structures.Team & Capability DevelopmentElevate negotiation capability across the merchandising organization through coaching, tools, and structured preparation processes.Develop negotiation playbooks and training programs for merchants and category leaders.Foster a culture of disciplined preparation, fact-based negotiation, and enterprise thinking.Champion professional development by mentoring team members to enhance skills and career growthSet clear expectations, priorities, and performance standards across the teamSuccess MeasuresGross Margin dollar improvementVendor investment growth (marketing funds, exclusives, partnerships)Improved inventory productivity, supply chain efficiencies and risk mitigationStronger strategic vendor alignmentIncreased negotiation capability across merchandising teamsQualificationsBachelors degree required or equivalent experience10+ years in retail merchandising, sourcing, buying, or commercial negotiations.Core Leadership CompetenciesMerchant mindset with strong commercial acumenAdvanced negotiation and deal architectureExecutive influence and stakeholder alignmentFinancial and analytical rigorVendor partnership leadershipStrategic decision-making under ambiguityLeadership ProfileThinks like a merchant, negotiates like a strategistBalances partnership with disciplined commercial rigorInfluences without authority across complex organizationsData-driven but relationship-centeredComfortable challenging the status quo to unlock valueApplicants in the U.S. must satisfy federal, state, and local legal requirements of the job. At The Michaels Companies Inc., our purpose is to fuel the joy of creativity and celebration. As the leading destination for creating and celebrating in North America, we operate over 1,300 stores in 49 states and Canada and online at and?.?The Michaels Companies, Inc. also owns Artistree, a manufacturer of custom and specialty framing merchandise. Founded in 1973 and headquartered in Irving, Texas, Michaels is the best place for all things creative. For more information, please visit?.At Michaels, we prioritize the wellbeing of our teams by providing robust benefits for both full-time and part-time Team Members. Our benefits include health insurance (medical, dental, and vision), paid time off, tuition assistance, generous employee discounts, and much more. For more information, visit . Michaels is an Equal Opportunity Employer. We are here for all Team Members and all customers to create, innovate and be better together.