Ecommerce Sales Director

Key Responsibilities

• Own and deliver ecommerce revenue targets across Amazon, key accounts, and B2B2C distribution partners
• Develop and execute a holistic ecommerce growth strategy aligned with company revenue and margin goals
• Identify and unlock new revenue streams, channel expansion opportunities, and portfolio bundling strategies
• Align ecommerce initiatives with retail and wholesale strategies to maximize total account performance

Key Account, Retail & Channel Leadership

• Lead ecommerce strategy with key accounts including Amazon and major distributors
• Partner closely with Retail to build integrated omni-channel plans across in-store and digital
• Build joint business plans (JBPs) that drive growth across both physical and digital shelves
• Partner with Sales to reduce friction between ecommerce, wholesale, and retail channels

Amazon & Marketplace Management

• Own Amazon channel performance across Vendor Central and Seller Central
• Drive revenue through pricing strategy, promotions, content optimization, and advertising (AMS)
• Ensure pricing integrity and brand control across marketplaces through proactive monitoring and enforcement
• Identify and mitigate unauthorized seller activity and channel conflict risks
• Partner cross-functionally to implement scalable marketplace governance processes
• Monitor channel health including service levels, profitability, and competitive positioning

Channel Governance & Compliance

• Establish and enforce MAP/iMAP policies across ecommerce channels
• Develop scalable processes to improve channel visibility, compliance, and accountability
• Partner with Sales, Marketing, Product and Legal to protect brand equity and pricing consistency
• Implement tools and reporting to proactively monitor marketplace activity and violations

B2B2C & Wholesale Enablement

• Develop ecommerce programs that enable distributors and partners to grow digital sales
• Support portfolio consolidation strategies (multi-brand, one-PO selling) through ecommerce channels
• Ensure consistent brand, pricing (MAP/iMAP), and product representation across partner platforms

Digital Shelf & Conversion Optimization

• Oversee product content strategy leveraging PIM/DAM systems to ensure best-in-class digital shelf presence
• Aim for alignment between retail and wholesale merchandising and ecommerce content
• Improve conversion through enhanced content, SEO/SEM alignment, and customer experience optimization
• Monitor and act on performance metrics including traffic, conversion rate, AOV, and ROAS

Operations, Forecasting & Execution

• Partner with Operations and Supply Chain on inventory planning, demand forecasting, and fulfillment alignment
• Align ecommerce demand with retail and wholesale promotions, resets, and seasonal cycles
• Collaborate with 3PL partners to ensure service levels meet expectations

Data, Analytics & Performance Management

• Establish KPI frameworks and reporting cadence for ecommerce performance
• Leverage analytics tools to drive data-informed decisions and optimization
• Monitor competitive landscape, pricing, and market trends