Certificate IV in Retail Management

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

Job roles

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

manage a small to medium sized retail store group or franchise outlet

manage an independent retail store

manage a business-to-business outlet

departmental or section management in a retail or business-to-business enterprise

functional management roles, such as merchandise management

manage an inside or outside sales team in a business-to-business company.

Possible job titles

department manager

merchandise manager

customer service manager

shift manager

small business retail owner


10 units must be completed:

3 core units

7 elective units:

a minimum of 4 units must be selected from the elective unit list below

a maximum of 3 units may be selected from any relevant Training Package or accredited course first packaged at AQF level 3, 4 or 5.

The choice of elective units must be guided by the core function or role of the current or intended work environment, local industry requirements, and the characteristics of the AQF level of this qualification.

Units chosen from other Training Packages must not duplicate units selected from or available in SIR07 V3 Retail Services Training Package.

Core units


Manage store presentation and pricing

add topic SIRXMGT003A

Lead and manage people


Provide a safe work environment

Elective units

Client and Customer Service

add topic BSBCUS401A

Coordinate implementation of customer service strategies


Provide customer service for high value and complex sales


Develop business-to-business relationships


Build retail relationships and sustain customer loyalty

Cleaning and Maintenance


Manage store facilities


add topic BSBRES401A

Analyse and present research information

Computer Operations and ICT Management


Adopt mobile commerce applications to improve sales and service


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 BSBFIA402A

Report on financial activity

add topic BSBSMB402A

Plan small business finances

add topic BSBSMB406A

Manage small business finances

add topic SIRXFIN004A

Manage financial resources

Food Safety


Monitor food safety program

Governance and Legal Compliance

add topic BSBSMB401A

Establish legal and risk management requirements of small business


Monitor compliance with the legislative requirements for establishing a retail business

Human Resource Management

add topic SIRXHRM001A

Administer human resources policy

add topic SIRXHRM002A

Recruit and select personnel


add topic BSBPUR401B

Plan purchasing

add topic BSBPUR402B

Negotiate contracts

add topic BSBPUR403B

Conduct international purchasing

add topic SIRXINV003A

Plan inventory levels

add topic SIRXINV005A

Control inventory


Manage retail merchandise


Manage suppliers

Marketing and Public Relations

add topic BSBMKG507A

Interpret market trends and development

add topic BSBREL402A

Build client relationships and business networks

add topic SIRXMPR001A

Profile a retail market

add topic SIRXMPR004A

Market products

add topic SIRXMPR005A

Seize a business opportunity



Produce visual merchandising signs


Design, construct and maintain props


Design merchandisers


Coordinate merchandise presentation


Present products


Monitor in-store visual merchandising displays


Plan and build visual presentations for a range of merchandise categories

Product Management

add topic SIRXPRO002A

Implement product recalls


Maximise sales of branded products and services

Quality and Innovation

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


Control store security


add topic SIRXSLS007A

Train sales representatives team members


Coordinate a retail operation during economic downturns


Manage sales and service delivery


Lead a sales representatives team

Training and Education

add topic TAEASS301B

Contribute to assessment

add topic TAEASS401B

Plan assessment activities and processes

add topic TAEDEL401A

Plan, organise and deliver group-based learning

add topic TAEDEL402A

Plan, organise and facilitate learning in the workplace


    This qualification is suitable for an Australian Apprenticeship pathway but is not appropriate for VET in Schools (VETiS) delivery.

    Pathways from the qualification

    After achieving SIR40212 Certificate IV in Retail Management, individuals may undertake:

    SIR50112 Diploma of Retail Management

    SIR80112 Vocational Graduate Certificate in Retail Leadership.

Entry Requirements

To undertake this qualification, individuals will have previous retail supervisory experience in roles such as:

customer service

supervising work teams and employee relations

sales performance

store safety and security.

Examples of evidence of retail management experience may include:

job descriptions and references from current or past employers

an entry interview to determine retail management experience.

Licensing Information

No licensing, legislative, regulatory or certification requirements apply to this qualification at the time of endorsement.

Employability Skills


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

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 business-to-business industry 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.

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 business-to-business team, mentoring and supporting team members in the context of a retail supervision or management role

participate in wider retail business supervisory/management teams, working independently to complete own tasks and also supporting other team members where appropriate


implement customer service strategies anticipating problems and acting to mitigate where possible

solve a range of operational retail or business-to-business 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 in the context of organisational objectives and the current business situation

coordinate resources to ensure that work is carried out according to timelines and priorities

coordinate and implement changes arising from continuous improvement processes


understand how own job role fits into the context of the wider business values and directions

work in the retail or business-to-business culture by practising inclusive behaviour

manage personal presentation, hygiene and time

prioritise and complete delegated tasks

maintain own knowledge of the job role, review own performance and actively seek and act on advice and guidance


identify personal strengths and weaknesses in the context of the job role and recognise how to personally learn best

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