Senior Merchandiser – Home Textiles (Cut, Make & Trim Manufacturing Unit)Job Title
Senior Merchandiser – Home Textiles (CMT / Cut, Make & Trim Division)
Department
Marketing & Merchandising
Reports To
General Manager – Marketing / Chief Marketing Officer / Managing Director
Direct Reports
- Merchandisers
- Assistant Merchandisers
- Sampling Coordinator
- Merchandising Executives (where applicable)
Position Summary
The Senior Merchandiser serves as the primary commercial and operational interface between international customers and the manufacturing organization. The role is responsible for managing customer accounts from order receipt through shipment, ensuring customer satisfaction, profitability, timely deliveries, product quality, and seamless coordination across production, sourcing, planning, quality, logistics, and finance.
The position requires balancing customer expectations with factory capabilities while maximizing capacity utilization, delivery performance, and margins.
Key Objectives
- Deliver customer orders On Time In Full (OTIF)
- Maximize customer satisfaction
- Improve gross margins
- Ensure seamless production execution
- Build long-term customer relationships
- Drive repeat business
- Develop new product opportunities
- Reduce production risks through proactive planning
Primary Responsibilities1. Customer Relationship Management
Serve as the primary contact for assigned international customers.
Responsibilities include:
- Maintain daily communication with customers
- Handle enquiries professionally
- Build strategic customer relationships
- Conduct business review meetings
- Understand customer requirements
- Resolve customer issues promptly
- Manage customer expectations
- Develop long-term partnerships
- Coordinate customer visits
- Prepare visit agendas
- Follow up action plans
2. Order Management
Take complete ownership of the order lifecycle.
Responsibilities:
- Receive purchase orders
- Review commercial terms
- Verify prices
- Verify specifications
- Check capacity availability
- Confirm delivery schedules
- Issue order confirmations
- Prepare internal order sheets
- Coordinate ERP order entry
- Monitor order status
- Update customers regularly
- Manage amendments
- Ensure order closure
3. Product Development
Coordinate new developments.
Responsibilities:
- Receive design briefs
- Coordinate with design teams
- Work with Product Development Centre
- Develop new collections
- Arrange prototype development
- Coordinate lab dips
- Fabric approvals
- Print approvals
- Embroidery approvals
- Packing approvals
- Submit development samples
- Follow customer feedback
- Obtain final approvals
4. Sampling Management
Manage all sampling activities.
Types of samples include:
- Development Samples
- Prototype Samples
- Counter Samples
- Fit Samples
- Photo Samples
- Sales Samples
- Size Set Samples
- Pre-Production Samples
- Shipment Samples
- Reference Samples
Responsibilities:
- Sample planning
- Material availability
- Sample tracking
- Customer approvals
- Maintain sampling records
5. Costing & Commercial Management
Ensure profitable order execution.
Responsibilities:
- Prepare product costing
- Fabric costing
- Trim costing
- Packaging costing
- Freight assumptions
- Margin calculations
- Price negotiations
- Cost reduction initiatives
- Approval of revised costing
- Commercial viability analysis
6. Material Planning Coordination
Coordinate with sourcing teams.
Monitor:
- Fabric availability
- Yarn availability
- Trims
- Labels
- Packaging
- Cartons
- Polybags
- Inserts
- Barcodes
- Stickers
- Hangers
- Accessories
Ensure:
- Timely procurement
- Material quality
- Supplier follow-up
- No production delays
7. Production Coordination
Act as the bridge between customers and manufacturing.
Coordinate with:
- Planning Department
- Cutting
- Sewing
- Quilting
- Embroidery
- Printing
- Washing
- Finishing
- Packing
Track:
- Daily production
- WIP
- Capacity utilization
- Production bottlenecks
- Critical path
8. Critical Path Management
Prepare and monitor Time & Action (T&A) plans.
Track every milestone:
- PO received
- BOM approval
- Fabric booking
- Fabric receipt
- Testing
- Cutting
- Sewing
- Inspection
- Packing
- Documentation
- Shipment
Escalate delays immediately.
9. Quality Coordination
Coordinate quality activities with QA.
Ensure:
- Customer specifications followed
- AQL compliance
- PP meetings
- Pilot run approvals
- Inline inspections
- Midline inspections
- Final inspections
- Third-party inspections
Coordinate with:
- QA
- Production
- Customer QA teams
- Inspection agencies
10. Shipment Management
Coordinate shipment readiness.
Responsibilities:
- Shipment planning
- Booking coordination
- Documentation follow-up
- Packing approvals
- Shipping marks
- Carton marking
- Container loading schedule
- Dispatch coordination
Coordinate with:
- Logistics
- CHA
- Freight forwarders
- Export department
11. Documentation
Maintain accurate documentation.
Examples:
- Purchase Orders
- Sales Contracts
- PI
- Cost Sheets
- BOM
- T&A Plans
- Sample Tracker
- Fabric Approvals
- Testing Reports
- Packing Instructions
- Inspection Reports
- Shipment Documents
12. Compliance
Ensure compliance with:
- Customer standards
- Social audits
- Environmental standards
- Sustainability requirements
- Product safety
- Chemical compliance
- Packaging compliance
- Country regulations
Knowledge of:
- GOTS
- OEKO-TEX
- Fairtrade
- BCI
- FSC
- Sedex
- BSCI
13. Customer Forecasting
Monitor:
- Forecasts
- Capacity requirements
- Seasonal demand
- Repeat programs
- Future developments
Prepare production loading plans.
14. Problem Resolution
Resolve issues relating to:
- Delayed materials
- Production delays
- Quality failures
- Shipment delays
- Customer complaints
- Cost overruns
- Forecast changes
Drive corrective and preventive actions.
15. Cross Functional Coordination
Daily interaction with:
- Marketing
- Design
- Product Development
- Planning
- Procurement
- Stores
- Quality
- Production
- Industrial Engineering
- Finance
- Export Documentation
- Logistics
Key Performance Indicators (KPIs)KPITargetOn-Time Delivery (OTIF)≥98%Customer Complaint Rate<1%Order Confirmation Lead Time≤48 hoursSample Approval Lead Time≤7 daysGross Margin AchievementBudget or betterOrder Execution Accuracy≥99%Customer Satisfaction Score≥90%Production Delay Due to MerchandisingZeroRepeat Business>85%Claims Due to Documentation ErrorsZeroOrder Closure Accuracy100%Forecast Accuracy≥90%Technical Knowledge Required
- Home textiles manufacturing
- Bed linen construction
- Sheet sets
- Duvet covers
- Pillowcases
- Quilts
- Comforters
- Coverlets
- Decorative cushions
- Curtains
- Table linen
- Terry products
- Fabric construction
- Weaving
- Dyeing
- Printing
- Finishing
- Sewing operations
- Garment manufacturing concepts
- ERP systems (SAP preferred)
- Microsoft Excel (advanced)
- Critical Path Management
- Lean Manufacturing
- Export documentation
- Incoterms
- Letter of Credit
- International logistics
Required CompetenciesTechnical
- Product costing
- Negotiation
- Order planning
- Fabric knowledge
- Production knowledge
- Supply chain management
- Risk assessment
- Commercial awareness
Behavioural
- Customer focus
- Leadership
- Decision-making
- Communication
- Negotiation
- Conflict resolution
- Time management
- Attention to detail
- Analytical thinking
- Team collaboration
- Problem solving
- Accountability
Educational Qualification
- Bachelor's degree in Textile Technology, Textile Engineering, Fashion Technology, Apparel Production, or Business Administration.
- A postgraduate qualification (MBA in Marketing, Operations, or Supply Chain) is preferred.
Experience
- 8–15 years in home textile merchandising.
- At least 5 years handling major international retail accounts.
- Experience with customers in Europe, the USA, Australia, and Japan is preferred.
- Strong exposure to CMT manufacturing environments and coordination with weaving, processing, and made-up units.
Authority Matrix
The Senior Merchandiser may be authorized to:
- Approve production-ready merchandising packages.
- Negotiate pricing within approved commercial limits.
- Escalate delivery risks and approve recovery plans.
- Prioritize production based on customer commitments.
- Approve standard samples before customer submission (within delegated authority).
- Recommend acceptance or rejection of orders based on profitability and capacity.
Career Progression
A successful Senior Merchandiser can progress to:
- Merchandising Manager
- Key Account Manager
- General Manager – Merchandising
- Head of Marketing & Merchandising
- Chief Commercial Officer
- Business Unit Head
Pay: ₹40,000.00 - ₹80,000.00 per month
Benefits:
- Health insurance
- Leave encashment
- Life insurance
- Provident Fund
Work Location: In person
