Director of Merchandising, MotoSport

About the role

MotoSport is the powersports division of Backcountry, whose mission is to connect people to their passions. Backcountry's family of online stores-Backcountry, Competitive Cyclist, MotoSport, and SteepandCheap-aim to supply our customers with the gear, knowledge, and inspiration necessary to get out there and chase down life’s greatest moments. At MotoSport, we do this for street, dirt, ATV, and UTV riders by providing the biggest and best assortment of powersports gear and parts, motorcycle-specific expertise, a superior shopping experience, and lightning-fast and accurate fulfillment.

Reports to: John St Juliana

Location: Cottonwood Heights, UT (Hybrid)

About the Role

MotoSport is Backcountry's powersports division, serving street, dirt, ATV, and UTV riders with the industry's deepest assortment of gear and parts. The Director of Merchandising role exists to set and execute the multi-year merchandising strategy across all riding categories, driving revenue growth, margin expansion, and brand differentiation with riders.

As Director of Merchandising, MotoSport, you will lead a team spanning Off Road, Street, Owned Brands, and Merch Operations while partnering cross-functionally with inventory/planning, marketing, and digital experience. Success in the first 6-12 months means establishing a clear category roadmap, strengthening key vendor partnerships, and demonstrating measurable progress against growth and margin targets.

This is a lean team. You will own a lot, move fast, and make decisions with full end-to-end responsibility.

What You'll Do

Merchandising Strategy & Assortment Leadership

• Develop and execute the multi-year merchandising strategy across all riding categories - with particular focus on off-road - to achieve growth and margin targets, partnering with the Director of Inventory & Planning on inventory productivity.
• Balance core street and off-road performance with emerging categories and adjacent opportunities, shaping the evolution of MotoSport's brand and appeal to riders.
• Oversee line architecture, initial pricing strategy, and SKU optimization to ensure a balanced, profitable mix aligned with seasonal and long-range business plans.
• Lead the go-to-market product storytelling process in partnership with marketing, e-commerce, and product content.
• Partner with the Owned Brands manager to determine strategy and assortment for MotoSport's owned brands products across parts and gear.

Team Leadership & Development

• Build team capability in trend identification, competitive analysis, and vendor negotiations.
• Champion diversity of thought and collaboration across teams.

Business & Financial Management

• Own P&L accountability for MotoSport's merchandise categories, including top-line revenue and margin; partner with planning on inventory investment and productivity targets.
• Work closely with planning and allocation to ensure inventory health, minimize markdowns, and maximize full-price sell-through.
• Leverage analytics to identify category gaps, emerging trends, and customer opportunities.

Vendor & Brand Partnerships

• Cultivate strategic relationships with brand partners, ensuring access to exclusive products, early releases, and co-branded collaborations.
• Negotiate vendor terms, margin improvements, and strategic marketing partnerships.
• Partner with vendors on exclusive and co-branded product opportunities that support MotoSport's assortment strategy.

Customer & Market Insight

• Use consumer insights, competitive intelligence, and digital performance data to anticipate shifts in customer preferences.
• Ensure merchandising strategies inspire and equip riders for their powersports pursuits.

Required Qualifications

• 8+ years of merchandising experience within retail or e-commerce, with at least 3 years in a leadership role.
• Deep expertise in powersports with a proven ability to scale business lines.
• Strong analytical and strategic acumen - fluent in retail metrics, forecasting, and consumer insights.
• Proven success leading and developing high-performing merchandising teams.
• Experience navigating a digitally native retail environment.
• Exceptional communication and negotiation skills with the ability to influence cross-functionally and externally.

Interview Process

• Recruiter Screen - A 45-minute conversation with our recruiting team to align on the role, your background, and what you are looking for.
• Hiring Manager Interview - Conversation with John St Juliana focused on merchandising vision, leadership approach, and strategic fit for MotoSport.
• Panel Interview - A deeper discussion with cross-functional stakeholders covering business acumen, vendor strategy, and team leadership.
• In-Person Interview - We'd like to meet you at our Portland office. Details and logistics will be arranged with your recruiter.
• Reference Checks - Conducted in parallel with the final stages where possible.
• Offer - We move quickly for the right candidate.

Interview process is subject to change. Any updates will be communicated promptly and clearly.

Please Note

• Part of our interview process is a mandatory in-person interview with someone on our team prior to an offer. Candidates that are unwilling or unable to meet for an in-person interview will be removed from consideration immediately.

Employment is contingent on a background check, including verification of prior employment dates.

This posting is for an existing vacancy. This position is not open to and cannot be filled by a B.C. Resident.