B2B Catalog Merchandising Manager

This position is a hybrid in-office role that works out of our Boston HQ (Monday-Thursday will be working in office and Friday is work from home). This is not a virtual / remote position.

At this time, Wayfair will not sponsor applicants for this position for the following work visas: F1-OPT, STEM OPT EAD, H-1B, H-1B1, E-3, O-1, J-1, or TN.

Who We Are:

Wayfair Professional is on a mission to become the preferred vendor for Interior Designers, Contractors, and Property Managers by transforming how business customers source products and execute full-scale projects. The B2B Merchandising team seeks to create a best-in-class onsite experience for our trade customers to easily find and source products that perfectly meet their needs around quality, price, and availability to complete their projects. We sit at the intersection of product, category management, sales; curating specialized assortments, building project-ready supplier programs, and driving high-velocity growth across our core B2B categories. We operate in a fast-paced, high-visibility environment focused on scaling Wayfair Professional into a market leader.

About This Role: 

We are seeking an energetic, analytical, and strategic candidate to lead key trade merchandising initiatives and drive category growth for business customers. In this role, you will own the B2B merchandising playbook, optimizing assortment visibility, managing specialized trade programs and offerings, and partnering closely with category leadership to make Wayfair the first choice for trade professionals. You will lead a high-performing team of 2 to 3 direct reports while working cross-functionally to transform Wayfair’s B2B shopping experience.

What you’ll do:

• B2B Strategy & Growth Ownership: Define and execute multi-season merchandising strategies to grow share-of-wallet across high-value trade segments (e.g., Interior Design, Commercial, Property Management).

• Project-Ready Assortment & Curation: Curate and expand specialized assortments, driving visibility for Contract Grade, high-inventory/bulk items, and value-engineered products designed for commercial projects.

• Digital Experience & AI Innovation: Drive on-site trade features (targeted badging, specialized navigation, search filters) and partner with Product and AI teams to integrate LLM tools into merchandising workflows to optimize the Pro experience for both customers and suppliers.

• People Leadership: Manage and develop a team of 2 to 3 direct reports, cultivating a team culture focused on operational rigor, speed, and customer-centricity.

• Cross-Functional & Supplier Collaboration: Partner with Category Management, Sales, and core suppliers to drive adoption of B2B value propositions, including Contract Grade product testing and trade pricing discounts.

• Data-Driven Execution: Build business cases, track on-site KPIs, and leverage data tools (BigQuery, Looker, Excel) to optimize category performance and prioritize engineering investments.

What You’ll Need

• Experience: 4–6+ years of work experience. A background in e-commerce merchandising, retail buying, category management, or corporate strategy is preferred.

• Strategic & Business Acumen: Ability to translate commercial objectives into actionable merchandising roadmaps, measure progress against KPIs, and leverage data to influence strategy

• Data Fluency: Strong analytical skills with a proven track record of using data to evaluate category performance, build business cases, and make trade-off decisions. Proficiency in Excel; familiarity with SQL/BigQuery is a plus.

• Influence & Communication: Excellent written and verbal communication skills with the ability to tailor message delivery when collaborating across Senior Leadership, Category Teams, and Engineering partners.

• Execution in Ambiguity: Highly organized self-starter capable of managing multiple complex initiatives simultaneously in a fast-paced, high-growth, entrepreneurial environment.

Benefits & Perks - US

• Full health benefits available (Medical, Dental, Vision, HSA/FSA) on day one for eligible employees.

• No-cost access to 2nd.MD, a virtual expert medical consultation and navigation service.

• Global Traveler Health Insurance through GeoBlue.

• 24/7 access to mental, financial, physical and emotional wellbeing support, plus an enhanced offering of therapy and coaching.

• Automatic enrollment into Basic Life and Accidental Death & Disability Insurance.

• 401(k) matching with immediate vesting.

• Paid Parental Leave, Surrogacy & Adoption Reimbursement and Caregiver Services.

• Tuition Reimbursement.

• Wayfair Employee Discount.

• Gym/Fitness Discounts (Wellhub and varying regional memberships).

• Exclusive access to thousands of perks & discounts through BenefitHub.

• Yearly match up to $500 for personal donations made by employees to registered 501(c)(3) nonprofits.