Senior Director, E-Commerce Sales

Position Summary

The Senior Director of E-Commerce Sales is a strategic leader responsible for driving profitable growth, market share, and brand integrity across all digital commerce channels. This role carries primary ownership of Amazon while also leading strategy and execution across key .com retail partners including Lowe’s, Walmart, Tractor Supply Co. (TSC), and other online marketplaces.

Responsibilities

• Amazon Channel Ownership
• Own end-to-end strategy, execution, and P&L for Amazon (Vendor Central and/or Seller Central)
• Drive revenue growth, profitability, and market share across all Amazon categories
• Optimize product listings, SEO, content, and digital shelf presence
• Lead promotional strategy, pricing, and advertising (Amazon Ads, DSP, etc.)
• Manage relationships with Amazon stakeholders and third-party agencies
• Ensure operational excellence including inventory management, forecasting, and fulfillment (FBA/FBM)
• .com Retail Account Leadership
• Develop and execute e-commerce strategies for key retail partners (e.g., Lowe’s, Walmart, Tractor Supply Co.) while supporting broader omnichannel relationships
• Partner closely with account sales leaders to ensure alignment between in-store and online strategies
• Optimize product assortment, content, and search visibility across retailer platforms while adhering to retailer-specific requirements
• Align promotional calendars and digital merchandising strategies with retailer priorities and seasonal demand patterns common in OPE/durable goods
• Analyze performance metrics and implement data-driven improvements to drive sell-through and inventory efficiency
• Direct-to-Consumer (D2C) Growth
• Lead strategy for owned e-commerce platforms (brand websites) with a focus on profitable growth and customer lifetime value
• Develop and enforce a clear channel strategy that minimizes conflict between D2C and retail partners
• Establish pricing, promotional, and assortment guardrails to protect brand equity and retailer relationships
• Partner with marketing teams on digital campaigns, CRM, and lifecycle marketing to drive demand without disrupting retail channels
• Optimize website experience, UX/UI, and checkout processes to reflect premium durable goods positioning
• Channel Conflict & Pricing Governance
• Define and manage channel segmentation strategy across Amazon, D2C, and retail partners
• Ensure MAP (Minimum Advertised Price) and pricing consistency across all digital channels
• Proactively identify and mitigate channel conflict risks, including unauthorized sellers and gray market activity
• Partner with legal, sales, and marketplace teams to enforce brand protection policies
• Balance short-term revenue opportunities with long-term brand and partner health
• B2B & Marketplace Expansion
• Identify and scale B2B e-commerce opportunities across digital platforms
• Expand presence across relevant online marketplaces
• Develop partnerships and integrations to enhance distribution and reach
• Leadership & Cross-Functional Collaboration
• Build, lead, and develop a high-performing e-commerce team
• Collaborate with Marketing, Product, Supply Chain, Finance, and IT to ensure alignment
• Establish KPIs, dashboards, and reporting to track performance and inform strategy
• Drive a culture of accountability, innovation, and continuous improvement

Qualifications & Required Experience

• 10+ years of progressive experience in e-commerce, digital sales, or related fields
• Proven leadership experience managing Amazon business (Vendor Central and/or Seller Central)
• Demonstrated success managing .com retail accounts such as Lowe’s, Walmart, and/or Tractor Supply Co.
• Experience across B2B, B2C, and D2C business models
• Strong understanding of digital marketing, SEO, paid media, and online merchandising
• Experience managing P&L and delivering revenue growth targets
• Strategic thinker with strong analytical and data-driven decision-making skills
• Deep understanding of e-commerce platforms, tools, and technologies
• Exceptional leadership and team development capabilities
• Strong communication and stakeholder management skills
• Ability to operate in a fast-paced, high-growth environment
• Experience in consumer goods, durable goods, or outdoor power equipment industries
• Familiarity with e-commerce platforms such as Shopify, Amazon Seller/Vendor Central, Walmart Marketplace
• Revenue growth across Amazon and .com retail channels
• Profitability and margin performance
• Digital shelf optimization and conversion rates
• Customer acquisition and retention metrics (D2C)
• Inventory health and in-stock rates
• Return on advertising spend (ROAS)