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.