Director of Earned Revenue

Position Summary The Director of Earned Revenue (DER) serves as a key member of the Walker Art Center's Senior Leadership Team, responsible for developing, implementing, and optimizing strategies that drive sustainable, mission-aligned earned income growth across the institution. This includes retail operations (shops, e-commerce, wholesale, and product licensing initiatives), and hospitality (catering, restaurants, and event rentals) as well as other ventures. The DER is both a strategist and operator-an entrepreneurial leader who drives innovation, financial growth, and brand alignment across a multi-million-dollar portfolio. They oversee contract negotiation, vendor and partnership management, and customer experience across all earned revenue channels, while championing a culture of creativity, inclusion, and community engagement. Key Responsibilities Strategic Leadership & Revenue Growth Develop and execute a comprehensive earned revenue strategy that aligns with the Walker's mission, brand, and long-term financial goals. Drive innovation and growth for the Walker's retail business across its in-store model, e-commerce presence, and wholesale and product licensing, playing a key role in optimizing the brand through marketing initiatives, storytelling, and creative direction. Identify and develop new business opportunities, partnerships, and revenue streams within and beyond traditional museum operations. Lead strategic planning and forecasting for all earned revenue divisions, including pricing, margin optimization, and product performance analysis. Collaborate with Marketing and Communications teams to strengthen the Museum's brand identity and extend its reach through commercial channels. Brand & Product Development Spearhead brand and product development for distribution through retail and wholesale channels, ensuring product selection and design align with the Walker's aesthetic, mission, and visitor experience. Oversee a range of retail categories-including personal, technology, home accessories, children's products, art reproductions, books, furniture, and lighting. Maintain close collaboration with curatorial and design departments to translate the Walker's collection and exhibitions into retail opportunities and partnerships. Operational & Financial Oversight Manage a multi-million-dollar budget, ensuring operational efficiency, fiscal responsibility, and sustainable growth. Oversee P&L accountability for all earned revenue departments and report financial performance to the Executive Director and Board of Trustees. Ensure compliance with financial, legal, and operational policies, with a focus on transparency and accountability. Lead process improvement, data analysis, and technology adoption to enhance efficiency and profitability across business units. Contract Negotiation & Partnership Management Lead contract negotiation, vendor management, and performance oversight for catering, retail, and hospitality partners. Evaluate and renegotiate existing agreements to maximize value, align with strategic goals, and ensure high service standards. Partner with legal and finance teams to ensure compliance, risk management, and ethical contracting. Customer & Community Engagement Champion a customer-centric culture that reflects the Museum's values of inclusion, hospitality, and excellence. Ensure a seamless, high-quality visitor experience across all earned revenue touchpoints.. Act as a community builder and liaison, cultivating partnerships with local businesses, tourism organizations, cultural peers, and civic leaders. Represent the Walker Art Center at public events, conferences, and industry gatherings with executive presence and professionalism. Leadership & Organizational Development Provide visionary leadership and mentorship to a cross-functional team of managers and staff. Demonstrate expertise in leadership development, change management, problem solving, relationship building, and operations management. Foster collaboration across divisions-including Finance, Marketing, Curatorial, and Visitor Experience-to ensure integrated, mission-aligned operations. Model and reinforce the Museum's commitment to diversity, equity, inclusion, and access in all aspects of business and community engagement. Qualifications Education and Experience Bachelor's degree in Business Administration, Hospitality Management, Arts Administration, or related field required; Master's degree preferred. Minimum of 10 years of senior leadership experience in earned revenue, retail, hospitality, or related commercial operations-preferably within a museum or mission-driven organization. Proven track record managing a multi-million-dollar P&L and leading complex business units or multiple commercial channels. Demonstrated expertise in contract negotiation, vendor management, sales strategy, and product or brand development. Skills and Competencies Strategic thinker with strong financial and analytical acumen. Deep understanding of contemporary retail, hospitality, and cultural commerce trends. Exceptional communication and presentation skills, with executive presence and emotional intelligence. Skilled in developing talent and leading through change with empathy and accountability. Strong project management, problem-solving, and decision-making skills. Passion for art, design, and the role of museums as community and cultural anchors.

Created: 2026-03-10