Vice President Ecommerce - Marketplaces
Ashley Furniture Industries Inc, Tampa, FL, United States
Overview
The Vice President of Ecommerce – Marketplaces is responsible for owning and accelerating the growth, profitability, and strategic expansion of Ashley’s national marketplace business across all major ecommerce platforms. This executive will serve as the primary senior leader for all B2B marketplace relationships , while also owning marketplace performance drivers including retail media, digital shelf content, assortment strategy, pricing optimization, and SKU-level profitability .
This role is designed as a hybrid commercial and performance leadership position —blending national account ownership with full accountability for marketplace growth economics . The VP will collaborate closely with Sales, Product, Finance, Operations, and Supply Chain leaders but will not carry direct responsibility for those organizations . This role is 100% marketplace-focused and does not own DTC website operations or traditional field retail.
Scope of Responsibility
Channel Focus: All National Marketplace Accounts
Team Leadership: Leads and develops a team of national account directors and managers and the marketplace marketing team
P&L Ownership: Full marketplace revenue, margin, trade spend, and media investment performance
Strategic Authority: Marketplace growth, retail media, content strategy, and promotional architecture
Primary Responsibilities Marketplace Growth & National Account Leadership
Own all national marketplace relationships and serve as the senior executive point of contact for strategic partnership development.
Develop and execute joint business plans with key marketplace partners to drive revenue, margin expansion, and long-term share growth.
Establish annual and multi-year growth targets aligned to enterprise objectives and historical performance.
Expand the Company’s marketplace footprint through new platform development and strategic partner onboarding .
Retail Media, Advertising & Promotional Strategy
Own marketplace retail media strategy , performance optimization, and ROI accountability.
Oversee advertising budgets, promotional spend, and platform investment strategies in partnership with Finance and external agencies.
Approve and optimize all marquee sales events and promotional programs , ensuring healthy channel distribution and margin protection.
Drive performance against ROAS, TACOS, conversion rate, and new-to-brand acquisition metrics .
Digital Shelf, Content & Conversion Optimization
Own marketplace content performance across titles, imagery, A+, storefronts, and enhanced brand content.
Ensure digital shelf execution consistently supports discoverability, conversion, and brand positioning .
Partner with Product, Creative, and Marketing teams to establish scalable content standards and launch frameworks .
Continuously optimize shopping experience, PDP health, and attribution-driven merchandising strategy .
Assortment, Pricing & Profitability Ownership
Lead marketplace assortment strategy based on competitive indexing, whitespace analysis, and category growth trends.
Partner with Pricing and Finance to establish:
SKU-level profitability targets
Sustainable promotional price floors
Own marketplace trade spend, coop funding, and promotional economics .
Ensure full integration of demand planning, forecasting, and in-stock optimization for marquee events.
Identify gaps in product assortment and share data with the product development team.
Develop executive-level dashboards for marketplace performance using AI tools.
Drive performance using:
Conversion analysis
Share of category growth
Use data to inform pricing strategy, promotional timing, new item launches, and platform investment decisions .
Cross-Functional Leadership & Strategic Influence
Serve as the marketplace authority across the enterprise , guiding cross-functional prioritization.
Partner with:
Product Development on whitespace expansion
Supply Chain on forecast integrity
Finance on AR, trade, and margin management
Warehouse and distribution teams on capability needs and performance
Lead executive-level storytelling for marketplace performance at senior leadership reviews.
Operational Excellence & Process Optimization
Marketplace onboarding
Catalog integrations
Promotional execution
Conduct recurring business reviews to:
Surface growth constraints
Improve internal execution velocity
Qualifications Education
Bachelor’s Degree in Business, Marketing, Finance, or related field required
MBA preferred but not required
Experience (Market-Aligned Revision)
10+ years of progressive ecommerce, marketplace, or national account leadership experience
7+ years of senior-level marketplace or digital commerce leadership
Proven ownership of:
National marketplace P&L
Deep experience with:
Amazon, Walmart, Wayfair, or equivalent enterprise marketplaces
High-velocity promotional retail environments
Core Skills & Expertise
Retail Media & Performance Marketing
Executive-Level Data Storytelling
Cross-Functional Leadership Without Direct Authority
Forecasting & Demand Integration
Strategic Negotiation & Partner Development
Process Design & Operational Scaling
Operates as a growth-minded business builder
Demonstrates strategic confidence with execution discipline
Leads with data, accountability, and clarity
Maintains high integrity, trust, and enterprise leadership presence
Thrives in fast-moving, performance-driven environments
Work Environment & Physical Requirements
Predominantly office-based or remote with travel
Able to perform standard executive work functions including computer, communication, and presentation requirements
Light lifting may be required for equipment or materials (up to 25 lbs)
#J-18808-Ljbffr
This role is designed as a hybrid commercial and performance leadership position —blending national account ownership with full accountability for marketplace growth economics . The VP will collaborate closely with Sales, Product, Finance, Operations, and Supply Chain leaders but will not carry direct responsibility for those organizations . This role is 100% marketplace-focused and does not own DTC website operations or traditional field retail.
Scope of Responsibility
Channel Focus: All National Marketplace Accounts
Team Leadership: Leads and develops a team of national account directors and managers and the marketplace marketing team
P&L Ownership: Full marketplace revenue, margin, trade spend, and media investment performance
Strategic Authority: Marketplace growth, retail media, content strategy, and promotional architecture
Primary Responsibilities Marketplace Growth & National Account Leadership
Own all national marketplace relationships and serve as the senior executive point of contact for strategic partnership development.
Develop and execute joint business plans with key marketplace partners to drive revenue, margin expansion, and long-term share growth.
Establish annual and multi-year growth targets aligned to enterprise objectives and historical performance.
Expand the Company’s marketplace footprint through new platform development and strategic partner onboarding .
Retail Media, Advertising & Promotional Strategy
Own marketplace retail media strategy , performance optimization, and ROI accountability.
Oversee advertising budgets, promotional spend, and platform investment strategies in partnership with Finance and external agencies.
Approve and optimize all marquee sales events and promotional programs , ensuring healthy channel distribution and margin protection.
Drive performance against ROAS, TACOS, conversion rate, and new-to-brand acquisition metrics .
Digital Shelf, Content & Conversion Optimization
Own marketplace content performance across titles, imagery, A+, storefronts, and enhanced brand content.
Ensure digital shelf execution consistently supports discoverability, conversion, and brand positioning .
Partner with Product, Creative, and Marketing teams to establish scalable content standards and launch frameworks .
Continuously optimize shopping experience, PDP health, and attribution-driven merchandising strategy .
Assortment, Pricing & Profitability Ownership
Lead marketplace assortment strategy based on competitive indexing, whitespace analysis, and category growth trends.
Partner with Pricing and Finance to establish:
SKU-level profitability targets
Sustainable promotional price floors
Own marketplace trade spend, coop funding, and promotional economics .
Ensure full integration of demand planning, forecasting, and in-stock optimization for marquee events.
Identify gaps in product assortment and share data with the product development team.
Develop executive-level dashboards for marketplace performance using AI tools.
Drive performance using:
Conversion analysis
Share of category growth
Use data to inform pricing strategy, promotional timing, new item launches, and platform investment decisions .
Cross-Functional Leadership & Strategic Influence
Serve as the marketplace authority across the enterprise , guiding cross-functional prioritization.
Partner with:
Product Development on whitespace expansion
Supply Chain on forecast integrity
Finance on AR, trade, and margin management
Warehouse and distribution teams on capability needs and performance
Lead executive-level storytelling for marketplace performance at senior leadership reviews.
Operational Excellence & Process Optimization
Marketplace onboarding
Catalog integrations
Promotional execution
Conduct recurring business reviews to:
Surface growth constraints
Improve internal execution velocity
Qualifications Education
Bachelor’s Degree in Business, Marketing, Finance, or related field required
MBA preferred but not required
Experience (Market-Aligned Revision)
10+ years of progressive ecommerce, marketplace, or national account leadership experience
7+ years of senior-level marketplace or digital commerce leadership
Proven ownership of:
National marketplace P&L
Deep experience with:
Amazon, Walmart, Wayfair, or equivalent enterprise marketplaces
High-velocity promotional retail environments
Core Skills & Expertise
Retail Media & Performance Marketing
Executive-Level Data Storytelling
Cross-Functional Leadership Without Direct Authority
Forecasting & Demand Integration
Strategic Negotiation & Partner Development
Process Design & Operational Scaling
Operates as a growth-minded business builder
Demonstrates strategic confidence with execution discipline
Leads with data, accountability, and clarity
Maintains high integrity, trust, and enterprise leadership presence
Thrives in fast-moving, performance-driven environments
Work Environment & Physical Requirements
Predominantly office-based or remote with travel
Able to perform standard executive work functions including computer, communication, and presentation requirements
Light lifting may be required for equipment or materials (up to 25 lbs)
#J-18808-Ljbffr