Merchandising Director

(This role can be based in multiple European locations including UK, Serbia, Czech Republic, Portugal)

Role Summary

As the Merchandising Director, you will play a pivotal role in enabling commercial success by leading the strategy and execution of how our workspace portfolio is presented to customers, both physically and digitally. Sitting within the Commercial Enablement function, this role focuses on translating space into story. This will deliver compelling, data-driven merchandising experiences that convert interest into action.

You will align closely with Sales, Marketing, Product, technology and Operations to ensure that our “storefront” represents every touchpoint in our flexible office solutions. We need to move our customers through the buying journey toward enquiry, tour, and deal.

Key Responsibilities

Sales Enablement Through Merchandising

• Design and implement a comprehensive merchandising strategy that supports sales effectiveness across all customer channels, tailored to buyer personas.
• Develop high-impact sales presentation environments (digital and physical) that showcase space offerings, configurations, amenities, and services in a “window-shopping” style approach.
• Partner to align merchandising efforts with broader sales enablement initiatives and go-to-market campaigns.

Customer Journey & Conversion Strategy

• Create clear, engaging, and visually rich merchandising experiences that help drive conversions, from awareness to enquiry to closed sale.
• Optimise our workspace displays and customer-facing materials for conversion, using data, customer insights, and behavioural feedback.
• Ensure all merchandising assets reflect the current product range, pricing strategy.

Sales & Marketing Collaboration

• Partner closely with marketing and the collateral team to ensure consistent messaging, branding and storytelling across all sales channels.
• Develop a plan for merchandising tools, templates, and digital assets that improve presentation quality during client tours and virtual interactions.

Technology, Tools & Innovation

• Lead the merchandising technology by partnering with the commercial technology director (e.g., virtual tours, configurators, AI-driven content platforms) to scale and personalise workspace presentations.
• Collaborate to integrate merchandising insights into CRM and digital sales tools.

Performance & Continuous Improvement

• Analyse engagement and conversion data to continuously refine merchandising strategies.
• Conduct competitor audits and market trend analysis to ensure our presentation approach remains best-in-class.
• Develop and maintain a feedback loop with sales to adapt merchandising based on live interactions and deal outcomes.

Key Objectives

• Increase sales conversion
• Enable sales teams with on-brand, dynamic content tailored by channel and customer segment.
• Elevate the digital storefront experience across listings, portals, campaigns, and owned platforms.
• Support growth through scalable merchandising solutions that align with evolving buyer behaviour.

Required Experience & Skills

• 5+ years in merchandising, brand experience, product marketing, or customer journey design within real estate, workspace, retail, or hospitality sectors.
• Strong command of visual merchandising principles and their impact on B2B customer behaviour.
• Demonstrated ability to align merchandising strategies to sales enablement and commercial goals.
• Data-savvy with a strong understanding of how to drive decisions using analytics, A/B testing, and customer insights.
• Experience with sales enablement platforms, CRM tools, and digital merchandising systems.
• Excellent stakeholder management and cross-functional collaboration skills.