Commercial Category Manager, Guitar Accessori

The Commercial Category Manager - Guitar Accessories is responsible for driving the revenue growth and commercial success of the guitar accessories category, including picks, straps, cases, pedals, and other related products. This role has a strong focus on commercial performance, including distribution partnerships, channel management, and go-to-market (GTM) execution. The Commercial Category Manager will leverage their expertise in sales, merchandising, and category development to expand the global reach of Gibson’s accessories business while ensuring the profitability and performance of both direct-to-consumer (DTC) and third-party channels.This role is based on-site at Gibson HQ/Nashville and requires a strategic thinker with a commercial mindset to analyze market trends, build strong retailer partnerships, and optimize sales channels to meet aggressive revenue goals. Success in this position will come from a deep understanding of the commercial landscape, effective cross-functional collaboration, and a hands-on approach to driving category profitability.Essential Functions Commercial Strategy & Business Planning:Develop and execute a comprehensive commercial strategy for the Gibson guitar accessories business, focusing on category growth, market share expansion, and profitability.Lead category business planning, aligning with the overall company vision and financial goals.Identify and prioritize sales opportunities across DTC and wholesale channels, ensuring effective market penetration and revenue generation. Distribution & Channel Management:Manage relationships with distributors, retailers, and eCommerce partners to optimize sales and ensure product availability across all touchpoints.Evaluate and refine distribution models to maximize reach and profitability, balancing between owned DTC channels and third-party distribution.Build and execute sales plans for new product launches, ensuring seamless integration with GTM strategies. Sales Forecasting & Demand Planning:Collaborate with sales and operations teams to develop accurate demand forecasts, ensuring sufficient product supply and minimizing stock-outs.Leverage sales data, market insights, and consumer trends to forecast future demand and align commercial efforts with inventory management. Merchandising & Price Optimization:Oversee commercial merchandising strategies to ensure products are positioned effectively at retail, driving consumer demand and maximizing profitability.Develop and implement pricing strategies that reflect market conditions, competitive landscape, and margin goals with full path profitability.Collaborate with the sales team to create promotional plans that support product sell-through and drive top-line growth. Retail & Commercial Partnership Development:Build and maintain strong relationships with key retail and commercial partners, negotiating favorable terms and driving joint business initiatives.Work closely with retailers to optimize in-store placement, promotional activities, and product visibility.Lead annual business reviews with key accounts, developing strategies to grow market share and meet revenue targets. GTM Execution & Market Penetration:Partner with marketing and sales teams to ensure the successful execution of go-to-market (GTM) plans for new and existing products.Drive commercial initiatives that enhance market penetration, improve sales velocity, and elevate brand presence across all sales channels.Collaborate with cross-functional teams to ensure that commercial strategies are aligned with overall category objectives. Performance Tracking & Business Insights:Use data and analytics to monitor sales performance, track key commercial metrics, and identify areas for improvement.Provide regular business insights and updates to senior leadership, highlighting key trends, opportunities, and risks within the category.Create action plans based on performance data to improve product positioning, inventory levels, and overall category profitability. Special Projects:Lead or participate in special projects aimed at improving commercial processes, expanding into new markets, or launching new product lines.Collaborate on cross-functional projects to drive efficiencies and optimize the commercial success of the category.Required Skills/AbilitiesCommercial Acumen & Strategic Thinking:Strong understanding of the commercial landscape, including distribution models, retail dynamics, and eCommerce platforms.Demonstrated ability to drive profitable growth through effective commercial strategy and channel management.Skilled in negotiating partnerships, pricing, and promotional strategies to optimize revenue and margin performance.Sales & Channel ManagementProven experience in managing sales channels, from wholesale partners to DTC platforms.Experience in building and maintaining strong relationships with retailers, distributors, and other commercial stakeholders.Strong ability to lead sales initiatives, drive revenue growth, and expand market reach.Forecasting & Data-Driven Decision MakingExpertise in sales forecasting, demand planning, and inventory management.Proficient in analyzing sales data and market trends to make informed commercial decisions and adjust strategies accordingly.Leadership & Cross-Functional CollaborationExperience leading cross-functional teams to achieve business objectives, particularly in fast-paced, dynamic environments.Strong communication and interpersonal skills, with the ability to build strong internal and external relationships.Ability to work autonomously while managing multiple priorities and driving results.Required Education And Experience7-10 years of experience in a commercial management, sales, or category management role, preferably in the consumer goods or musical instruments industry.Strong track record of driving category performance and executing successful sales strategies.Experience with both DTC and wholesale distribution models.Bachelor’s degree in business, Marketing, Sales, or a related field (MBA preferred).Essential KnowledgeProficiency in Microsoft Office Suite (Excel, PowerPoint, Word) and sales/forecasting tools (e.g., Salesforce, SAP).Familiarity with retail/eCommerce platforms (e.g., Shopify, Amazon), and understanding of retail math and pricing dynamics.Strong understanding of the guitar accessories market and the commercial drivers within the music industry.Personal Qualities Passion for music and the Gibson brand, with a deep understanding of the guitar and accessories landscape.Entrepreneurial mindset with the ability to identify opportunities and drive commercial success.Strong team player, able to navigate cross-functional environments and influence others to achieve goals.Solution-oriented with a focus on continuous improvement and achieving commercial excellence.Travel RequirementsThis position is mostly office based, but may involve irregular travelPhysical DemandsThis role may require some light liftingWe celebrate diversity and Gibson Brands, Inc is an Equal Opportunity employer.