Retail Buyer

A retail buyer is responsible for planning, selecting and purchasing quantities of goods and merchandise that are sold in retail stores. Most buyers specialise in one product type, for example clothes, fashion accessories, food and drink, books, furniture, electrical items or household goods.

A retail buyer needs a clear understanding of the customers they are buying for, the prices those customers are willing to pay and the likely demand for products. Reacting to market trends and changes in demand is a key aspect of the job.

Typical duties for a retail buyer include:

analysing trends and consumer buying patterns
attending fashion shows and trade fairs
searching out new products and suppliers
choosing product ranges and deciding on the quantities to order
placing supplier orders, and negotiating prices and delivery contracts
evaluating product quality
gathering customer feedback
writing management reports
presenting collections to senior retail managers.

Once orders are placed, retail buyers usually work closely with retail merchandisers, designers and marketing personnel to:

review sales performance figures
track competitor activities, including pricing and promotional offers
manage stock levels, where necessary moving goods to different stores
influence local and national marketing and advertising strategies
visit stores to gather direct feedback and assess how certain lines are selling
help visual merchandisers to plan store layouts to promote key lines.

Smaller retailers may combine buying and merchandising roles in a general retail management position.

Hours and environment

Retail buyers usually work Monday to Friday, 9.00am to 5.30pm. However, it may be necessary to work additional hours to meet order deadlines. Flexible hours, job sharing and part-time work may be available.

During the buying season, retail buyers may spend time away from the office visiting trade fairs and shows, sourcing and visiting new suppliers, and assembling a collection or range of merchandise.

Out of the buying season, retail buyers are often office based, although some travel to stores may be required.

Fashion buyers are particularly likely to travel overseas and spend time away from home.

A driving licence may be useful.

Salary and other benefits

These figures are only a guide, as actual rates of pay may vary, depending on the employer and where people live.

Retail buying assistants or junior assistant buyers may earn €25,000 to €35,000 a year.
An experienced retail buyer may earn approximately €35,000 to €50,000.
Senior retail buyers may earn up to €70,000 a year.

Some retail buyers may receive performance-related bonuses. Benefits such as contributory pension, medical care, life assurance, retail discount and share saving schemes are common.

Skills and personal qualities

Retail buyers need:

excellent commercial awareness
an understanding of what motivates customers to buy individual products
good analytical skills
creativity and the ability to recognise future trends
to be team players with good interpersonal skills
to be articulate, clear communicators
networking and negotiation skills
self-assurance and confidence for delivering important presentations
the ability to take responsibility and make decisions under pressure
good planning and organisational skills
natural leadership ability.

Interests

It is important for a retail buyer to be interested in:

retail and their chosen product sector
what motivates customers to buy products
networking and travelling.

Getting in

Virtually all retailers and manufacturers employ someone to take responsibility for buying. In some cases, it may be combined with other sales or marketing duties, or another retail management role.

Opportunities are available with high street retailers and other shopping businesses, including:

supermarkets
retail chains and independent retailers
department, discount and home improvement stores
mail order companies
internet retailers
television shopping channels.

Training

Many large retail organisations run general store management training schemes for new entrants. This may involve working in different head office and in-store departments, including buying, to gain a solid business understanding. Upon successful completion, trainees may be offered a buying position.

A few companies in the fashion retail sector offer training schemes specifically for buyers. These tend to be aimed at graduates. Training often includes on-the-job mentoring combined with in-house courses in skills such as people management.

Once established in the job, some retail buyers may be encouraged to study for professional qualifications with the Chartered Institute of Marketing or the Chartered Institute of Purchasing & Supply.