Director of Finance, Merchandising

About this role

ABOUT THRIVE MARKET

Thrive Market was founded in 2014 with a mission to make healthy and sustainable living easy and affordable for everyone. As an online, membership-based market, we deliver the highest quality healthy, and sustainable products at member-only prices, while matching every paid membership with a free one for someone in need. Every day, we leverage innovative technology and member-first thinking to help our over 1,700,000+ members find better products, support better brands, and build a better world in the process. We are also a Certified B Corporation, a Public Benefit Corporation, and a Climate Neutral Certified company.

Join us as we bring healthy and sustainable living to millions of Americans in the years to come.

The Role

We are looking for a proactive, hands-on Director of Finance, Merchandising to own and help drive top-line and margin growth. As the owner of all aspects of Product Revenue, our largest revenue stream, and product gross margin, you will lead budgeting, forecasting/pacing, and the monthly close, and drive the analysis of strategic projects that grow product revenue and gross margin. You will become a catalog and brand expert and the go-to resource for understanding product discovery, pricing, basket composition, and the margin dynamics that inform and guide our merchandising strategy.

You will serve as the primary finance business partner to the Merchandising team, working closely and cross-functionally with Data, Product, Marketing, and Operations, to build the financial models and analyses that help your partners make the best strategic decisions to drive revenue growth and margin expansion.You will also own the financial partnership on new initiative launches end to end, working alongside business leadership from opportunity sizing, scenario and sensitivity analyses, go-to-market strategy and the definition and tracking of success criteria.

Strong data fluency is an important component of the role. You will partner closely with our Data Analytics team, self-serving in the data warehouse where needed, designing reporting outputs that generate insights, and advising on metric definitions and UAT, acting as the intermediary who brings business context to the data partners and data context to the business partners. Ultimately, you will construct the data-driven narrative around how Merchandising drives top-line growth and profitability for Board and Executive audiences.

Our ideal candidate is extremely analytical and solution-oriented, enjoys working cross-functionally and building strong business partnerships, and thrives in a fast-paced, entrepreneurial environment.

Responsibilities

• Lead all aspects of the bottoms-up modeling and forecasting of Product Revenue and Margin for the annual budget, re-forecasts, rolling projections, and ad-hoc strategic initiatives.

• Partner with business leadership to own financials of new initiative launches, from opportunity sizing, scenario and sensitivity analyses, and strategic review through go-to-market strategy and the definition and tracking of success criteria.

• Provide detailed, insightful monthly financial reporting and variance analysis (actuals vs. forecast) with commentary on key drivers for the Board, Executives, and business partners.

• Own and monitor the relevant customer and merchandising KPIs, including order frequency, AOV, basket composition, pricing competitiveness and inflation, product gross margin, and product contribution margin.

• Lead promotional analysis, evaluating the effectiveness and margin impact of promotions and shaping future promotional strategy and spend.

• Directly impact revenue and margin by identifying opportunities and making strategic recommendations on pricing (including regional and key-value-item strategy), catalog mix and expansion, partnerships, and member shopping experience.

• Analyze new product-launch proposals and catalog expansion to ensure the business case and financial impact align with category, portfolio, and company targets, measuring the true incremental impact net of cannibalization.

• Own Product Contribution Margin at the portfolio level and continue to develop methodology for estimating SKU and order-level contribution margin.

• Partner closely with the Data Analytics team, self-serving where needed, designing reporting and dashboard outputs, and advising on metric definitions, UAT, and data quality so that reporting drives sound decisions.

• Continuously review existing reporting and forecasting processes, identifying opportunities to streamline, standardize, and automate wherever possible to improve accuracy, timeliness, and scalability.

• Build and mentor a team that is respected and viewed as thought partners by all levels across the company.

Qualifications

• 9+ years of progressive financial analysis experience in high-growth environments, ideally with direct experience in FP&A and/or revenue forecasting.

• Bachelor's degree in Business, Finance, Economics, Accounting, or a relevant field; MBA is a plus.

• Background in FP&A, strategic finance, investment banking, management consulting, or similar strongly preferred.

• Prior experience with a subscription/membership and/or e-commerce business model preferred.

• Advanced proficiency with Excel; expert at creating efficient, clean, complex, and dynamic financial models.

• Strong data fluency: comfort with SQL (Snowflake or comparable) to self-serve against large, SKU-level datasets, and enough command of the data model to advise on report definitions and UAT; experience with product-analytics/experimentation platforms (e.g., Amplitude), BI tools, and AI-assisted analysis is a plus.

• Ability to build very strong cross-functional partnerships, with exceptional communication, presentation, and interpersonal skills.

• Highly analytical with strong attention to detail and a high level of comfort processing and analyzing large, detailed, SKU-level datasets.

• Demonstrated

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