Director, eCommerce Sales

Job Definition
The Director of eCommerce Sales owns the strategy and P+L for key eCommerce customers across a portfolio of brands, continuously assessing strategies and making adjustments to meet company objectives. They are tasked with growing current eCommerce assigned accounts in addition to identifying new account opportunities to drive overall channel volume.

Primary Responsibilities

Own the ecommerce strategies for assigned accounts, overseeing the selection, pricing, search/discoverability levers, and forecasting and inventory management with a focus on long-term, sustainable growth

Lead and provide planning expertise in preparing inventory, sales reports, and in-depth analysis, creating performance recaps, and leading cross‑functional meetings to review performance and recommend improvements based on historical data trends

Analyze sales and inventory trends to provide insights to the analyst team in the creation of a forward‑looking inventory forecast planning

Inspire and influence key business leaders in Marketing, Sales, Merchandise Planning, Product Development, and Supply Chain to drive share and sales acceleration

Manage the project planning, execution, and ongoing progress of defined eCommerce strategies on a day‑to‑day basis, with full accountability for results and timely deliverance

Develop, manage, and communicate project plan(s) that track key milestones, deliverables, rollout progress, leading indicators, and performance metrics

Implement standard work processes, reporting, and templates across work streams to ensure clear integration of each work stream into the overall project delivery

Identify risks within project plans and build risk mitigation strategies

Audit existing terms and negotiate so that they are mutually beneficial for the organization and the customer

Coordinate with the marketing team on the execution of the sales plan

Creates regularly scheduled communications with key eComm partners to ensure internal initiatives are prioritized and to better promote vendor partnership

Identify consumer‑centric opportunities that can be addressed through innovation and collaboration with the assigned retailer

Continuously assess retailers’ programs to determine participation levels

Oversees catalog integrity on retailer partner sites – right items and item statuses, correct prices, preferred fulfillment methods, and appropriate content

Proposes promotional programs with retailer partners to ensure the catalog of items is receiving optimal traffic and sales

Onboard agreed‑upon new customers and finalize terms, pricing, and programs within company guidelines

Drives the business through a high‑level of involvement in the day‑to‑day operations by raising issues to the eCommerce Operations Manager

Partners with the eCommerce Operations Manager and IT to assist in EDI implementation to maximize operational efficiency

Travel for tradeshows and customer appointments

Other responsibilities as required.

Education

BS degree in business or related field preferred; or relevant work experience

MBA Preferred

Experience

10+ years of experience in eCommerce Sales

Understanding of Hybrid and 3P Sales Models

Experience in consumer products is required

Prior Home Décor or Furniture experience preferred

Prior account management experience with Amazon required

Prior experience with data analysis, senior‑level presentation, and ambiguity management

Working knowledge of eCommerce technologies

History of working with sales, marketing teams, and large customers to drive growth initiatives

Skills

Able to inspire, motivate, and lead direct team members and project team members

Strong bias for action

Superior written and oral communication skills

Utilization of data to develop strategies

Consumer‑centric vision

Strong presentation skills

Ability to plan, prioritize, organize, and clearly define objectives

Ability to execute plans under time restraints

Ability to work within a team, as well as independently under minimal supervision

Ability to understand technical details

Computer proficiency, especially in Microsoft Excel, PowerPoint, and Word

Ability to travel domestically

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