Retailers are facing mounting challenges hiring buyers due to the changing nature of the role and a competitive talent market. Wolf Gugler highlights some challenges and solutions to ensure a good, long-term hire.
Key Hiring Problems
1. Skill Gaps & An Evolving Role
Modern buyers need strong analytical, digital, and omni-channel skills in addition to traditional negotiation and product expertise. Many candidates lack experience with data tools, forecasting, and category management, making it difficult to find well-rounded talent.
2. Competition & Compensation Pressure
Qualified buyers are in short supply and command higher pay. Some retailers can’t match market rates or career growth expectations, losing candidates to larger or more progressive companies.
3. Role Attractiveness & Burnout
Buyer positions carry high pressure and tight deadlines, often with outdated systems and limited support. This perception of stress and limited advancement reduces candidate interest and increases turnover.
4. Limited Candidate Pool
Category-specific experience (e.g., outdoor, housewares, home improvement) narrows the pool further. Many recruiters use generic hiring processes unsuited for specialized buyer roles, prolonging searches and producing weak matches. (Ask us how we are different)
5. Mismatch Between Job and Expectations
Vague or overly broad job descriptions can attract the wrong talent. Candidates are often surprised by the heavy analytical demands compared to the perceived “creative” nature of the role.
6. Technology & Tool Constraints
Outdated ERP or buying systems frustrate new hires and limit productivity. Buyers expect data-driven environments that enable smarter decisions.
7. Evolving Market Complexity
Global supply chain volatility, sustainability pressures, and omni-channel integration require buyers who can adapt quickly — a scarce skill set.
How Retailers Can Improve
- Clarify expectations and required skills. Ask for input from Operations staff.
- Streamline hiring for specialized roles…the “if you snooze, you lose” definitely comes into play here.
- Offer competitive pay and growth opportunities. If you have a fixed salary range, consider an early review, guaranteed % of bonus or additional vacation.
- Invest in data tools and training to empower buyers.
- Promote the strategic impact and career path of buying roles.
Retailers are facing mounting challenges hiring buyers due to the changing nature of the role and a competitive talent market. Wolf Gugler highlights some challenges and solutions to ensure a good, long-term hire.
Key Hiring Problems
1. Skill Gaps & An Evolving Role
Modern buyers need strong analytical, digital, and omni-channel skills in addition to traditional negotiation and product expertise. Many candidates lack experience with data tools, forecasting, and category management, making it difficult to find well-rounded talent.
2. Competition & Compensation Pressure
Qualified buyers are in short supply and command higher pay. Some retailers can’t match market rates or career growth expectations, losing candidates to larger or more progressive companies.
3. Role Attractiveness & Burnout
Buyer positions carry high pressure and tight deadlines, often with outdated systems and limited support. This perception of stress and limited advancement reduces candidate interest and increases turnover.
4. Limited Candidate Pool
Category-specific experience (e.g., outdoor, housewares, home improvement) narrows the pool further. Many recruiters use generic hiring processes unsuited for specialized buyer roles, prolonging searches and producing weak matches. (Ask us how we are different)
5. Mismatch Between Job and Expectations
Vague or overly broad job descriptions can attract the wrong talent. Candidates are often surprised by the heavy analytical demands compared to the perceived “creative” nature of the role.
6. Technology & Tool Constraints
Outdated ERP or buying systems frustrate new hires and limit productivity. Buyers expect data-driven environments that enable smarter decisions.
7. Evolving Market Complexity
Global supply chain volatility, sustainability pressures, and omni-channel integration require buyers who can adapt quickly — a scarce skill set.
How Retailers Can Improve
- Clarify expectations and required skills. Ask for input from Operations staff.
- Streamline hiring for specialized roles…the “if you snooze, you lose” definitely comes into play here.
- Offer competitive pay and growth opportunities. If you have a fixed salary range, consider an early review, guaranteed % of bonus or additional vacation.
- Invest in data tools and training to empower buyers.
- Promote the strategic impact and career path of buying roles.
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