Certificate IV in Retail Management

This qualification provides the skills and knowledge for an individual to be competent in the first line management skills of those working in the retail and/or wholesale industries. It applies to those who are managing a small retail outlet, a section or department within a larger retail store, a small wholesale outlet, or a section or department within a larger wholesale business.

This qualification is suitable for an Australian Apprenticeship pathway.

Job roles

Individuals with this qualification are able to perform roles, such as:

managing a small to medium retail store group or franchise outlet

managing an independent retail store

managing a wholesale outlet

departmental/section management in a retail or wholesale business

functional management roles, such as merchandise management

management of an inside or outside sales team in a wholesale business

Possible job titles include:

store manager

department manager

merchandise manager

sales manager

customer service manager

shift manager.



To achieve a Certificate IV in Retail Management, 10 units must be completed:

all 3 core units

7 elective units.

A minimum of 4 elective units must be selected from the Elective Units listed below.

A maximum of 3 elective units may be selected from another endorsed Training Package or accredited course. These must be units which are packaged within a Certificate IV or Diploma qualification in the parent Training Package.

Elective units must be additional to those already counted towards a lower level qualification within this Training Package.

In all cases selection of electives must be guided by the job outcome, local industry requirements and the characteristics of this qualification (as per the AQF descriptors).


add topic SIRXMER004A

Manage merchandise and store presentation

add topic SIRXMGT003A

Lead and manage people

add topic SIRXOHS003A

Provide a safe working environment


Client and Customer Service

add topic BSBCUS401A

Coordinate the implementation of customer service

add topic SIRXCCS004A

Develop business to business relationships

Cleaning and Maintenance

add topic SIRXCLM002A

Manage store facilities

Communication and Teamwork

add topic BSBRES401A

Analyse and present research information


add topic SIRXEBS001A

Acquire and retain online customers

add topic SIRXEBS002A

Manage retail brands online

add topic SIRXEBS003A

Manage and promote business to business e-commerce solutions

add topic SIRXEBS004A

Select an e-business model


add topic BSBFIA302A

Process payroll

add topic SIRXFIN004A

Manage financial resources


Food Safety

add topic SIRRFSA002A

Monitor food safety program


add topic BSBFRA401B

Manage compliance with franchisee obligations and legislative requirements

add topic BSBFRA402B

Establish a franchise

add topic BSBFRA403B

Manage relationship with franchisor

add topic BSBFRA404B

Manage a multiple site franchise

Governance and Legal Compliance

add topic BSBSMB401A

Establish legal and risk management requirements of small business

add topic SIRXGLC001A

Monitor compliance with legal and legislative requirements impacting business operations

Human Resources Management

add topic SIRXHRM001A

Administer human resources policy

add topic SIRXHRM002A

Recruit and select personnel

add topic TAAASS301A

Contribute to assessment

add topic TAAASS401A

Plan and organise assessment

add topic TAADEL402A

Facilitate group-based learning

add topic TAADEL404A

Facilitate work-based learning

Computer Operations and ICT Management

add topic BSBITS401A

Maintain business technology

add topic SIRXICT004A

Adopt mobile commerce applications to improve sales and service

Working in Industry

add topic BSBWOR404A

Develop work priorities


add topic BSBPUR401B

Plan purchasing

add topic BSBPUR402B

Negotiate contracts

add topic BSBPUR403B

Conduct international purchasing

add topic SIRXINV003A

Plan inventory levels

add topic SIRXINV004A

Buy merchandise

add topic SIRXINV005A

Control inventory


add topic CUVDES01A

Apply colour theory in response to a brief

add topic SIRXMER003A

Monitor in-store visual merchandising display

add topic SIRXMER006A

Present products

add topic SIRXMER007A

Demonstrate merchandising and category presentation skills


Management and Leadership

add topic BSBADM409A

Coordinate business resources

add topic BSBINM401A

Implement workplace information system

add topic BSBMGT515A

Manage operational plan

add topic BSBSMB404A

Undertake small business planning

Marketing and Public Relations

add topic BSBREL402A

add topic BSBMKG507A

Build client relationships and business networks

Interpret market trends and developments

add topic SIRXMPR001A

Profile a retail market

add topic SIRXMPR004A

Market products

add topic SIRXMPR005A

Seize a business opportunity

Product Management

add topic SIRXPRO001A

Maximise sales of branded products

add topic SIRXPRO002A

Implement product recalls

Quality and Innovation

add topic BSBMGT403A

Implement continuous improvement

add topic SIRXQUA002A

Lead a team to foster innovation

add topic SIRXQUA003A

Create an innovative work environment

add topic SIRXQUA004A

Set up systems that support innovation

add topic SIRXQUA005A

Maintain operational quality and productivity

Risk Management and Security

add topic SIRXRSK004A

Control store security


add topic SIRXSLS005A

Manage sales and service delivery

add topic SIRXSLS006A

Lead a sales team

add topic SIRXSLS007A

Train sales team members


    Not applicable.

Entry Requirements

Entry requirements

There are two alternative pathways for entry into the Certificate IV in Retail Management. The candidate must either:

1. Be recognised as competent, through a recognised training program or recognition process, against the following units of competency:


Work effectively in a retail environment


Communicate in the workplace

plus the following units of competency from either Certificate III in Retail or Certificate III in Wholesale. These units are:

Certificate III in Retail


Coordinate interaction with customers


Maintain store safety


Maintain store security


Build relationships with customers


Certificate III in Wholesale


Optimise customer and territory coverage


Maintain business to business relationships


Build relationships with customers


2. Have sufficient relevant wholesale or retail employment experience. A current or previous job role that involves or has involved the application of the above competencies, would be a satisfactory indicator for entry. A determination need not involve a formal process of measuring, evaluating or recording performance against the units of competency. Examples of evidence to support a determination could include:

job descriptions and references from current or past employers

an entry interview to determine what competencies have been applied in the wholesale or retail environment in a paid or voluntary capacity.

Licensing Information

Not applicable.

Employability Skills


SIR40207 Certificate IV in Retail Management

The following table contains a summary of the employability skills required by the retail and wholesale industries for this qualification. The employability skills facets described here are broad industry requirements that may vary depending on qualification packaging options.

Employability skill

Industry/enterprise requirements for this qualification include:


Negotiate effectively with team members and other managers on business values, directions and day-to-day operational matters. Read, analyse and communicate workplace information to team members and other managers. Write reports and complete business documentation in the context of the job role.


Lead a retail or wholesale business team; mentoring and supporting team members in the context of a retail supervision or management role. Effectively participate in wider retail business supervisory/management teams; working independently to complete own tasks and also supporting other team members where appropriate.

Problem solving

Implement customer service strategies anticipating problems and acting to mitigate where possible. Solve a range of operational retail or wholesale operational business problems; individually or in the context of a wider team management structure. Clarify issues and apply existing policies and infrastructure to source information and resources and develop practical and sustainable solutions.

Initiative and enterprise

Create an operational business team customer service and continuous improvement environment across all performance areas. Provide positive feedback, encourage team to do things better and be personally receptive to team members ideas. Translate ideas into action by positively accepting and initiating changes in procedures or arrangements at the business level.

Planning and organising

Establish and communicate clear goals and deliverables for self and team members within the context of organisation objectives and the current business situation; and coordinate resources to ensure that work is carried out according to timelines and priorities. Coordinate and or implement changes arising from continuous improvement processes.


Understand how own personal job role fits into the context of the wider business values and directions. Work within the retail or wholesale business culture by practising inclusive behaviour, effective management of personal presentation, hygiene, and time; and efficiently prioritise and complete delegated tasks. Maintain own knowledge of the job role, review own performance and actively seek and act upon advice and guidance.


Identify personal strengths and weaknesses in the context of the job role and recognise how to personally learn best at work. Seek opportunities for formal education in the context of a current role or future retail job opportunities. Accept opportunities to learn new ways of doing things and share knowledge and skills with other business managers and team members.


Adapt to new business related technology skill requirements and select and use retail or other information and communications technology where relevant, to support business operations and planning in the context of key business performance objectives and personal job role.

Due to the high proportion of electives required by this qualification, the industry/enterprise requirements described above for each employability skill are representative of the retail and wholesale industries in general and may not reflect specific job roles. Learning and assessment strategies for this qualification should be based on the requirements of the units of competency for this qualification.