Director, Digital Commerce - US

Job Overview

A strategic digital commerce leader responsible for driving growth, profitability, and operational excellence across all Direct-to-Consumer (D2C) and third‑party marketplace channels for Kids2. Accountable for P&L, sales, margin, customer acquisition, retention, and operational performance.
Key Responsibilities

Digital Commerce Strategy & P&L Leadership

Own the Digital Commerce P&L across all D2C and Marketplace channels.
Develop and execute annual and long‑range strategic plans to drive sustainable revenue growth and profitability.
Establish channel‑specific growth strategies, forecasts, budgets, and operating plans.
Identify and evaluate new commerce opportunities, partnerships, and emerging sales channels.
Present business performance, forecasts, and strategic recommendations to Executive Leadership.
Partner with Finance to develop revenue, margin, and profitability forecasts and ensure achievement of annual operating plans.
Drive a culture of accountability, continuous improvement, and data‑driven decision making.
Direct‑to-Consumer (D2C) Business Management

Lead all D2C commerce activities across owned digital storefronts.
Improve conversion rate, average order value, customer lifetime value, and overall site profitability.
Own site merchandising strategy, product presentation, content optimization, and customer experience enhancements.
Co‑develop digital storefront roadmap including new features, functionality, integrations, and customer experience improvements.
Partner with cross‑functional teams to optimize fulfillment, customer service, inventory availability, and operational performance.
Align inventory, assortment, pricing, and promotional strategies.
Scale the domestic D2C business in the USA and launch in key international markets.
Customer Retention & Loyalty

Partner closely with Marketing to develop customer retention strategy across D2C channels.
Support lifecycle marketing initiatives including email and SMS programs.
Help develop customer segmentation, personalization, customer journey, and retention strategies.
Manage loyalty and rewards programs to increase repeat purchase behavior and customer lifetime value.
Analyze customer behavior and purchasing trends to identify opportunities for improved retention and loyalty performance.
Affiliate Commerce & Partnership Development

Lead affiliate commerce strategy and partner development.
Identify, onboard, and manage affiliate marketing partners, publishers, content creators, and commerce networks.
Establish performance targets and optimize affiliate channel contribution.
Expand commerce partnerships that drive incremental revenue and customer acquisition.
Evaluate emerging affiliate and partnership opportunities that support business growth objectives.
Social Commerce Leadership

Own TikTok Shop strategy, growth, and profitability.
Develop creator commerce programs that drive traffic and conversion.
Lead livestream commerce initiatives and promotional campaigns.
Expand affiliate creator partnerships and social selling opportunities.
Monitor platform health metrics, fulfillment performance, customer ratings, and profitability.
Evaluate emerging social commerce opportunities and platforms.
Marketplace Business Leadership

Own marketplace strategy, performance, and profitability across all third‑party channels.
Develop marketplace growth plans including assortment expansion, pricing strategy, promotional planning, and operational excellence.
Monitor marketplace health metrics and performance scorecards.
Lead new marketplace onboarding and channel expansion initiatives.
Ensure marketplace compliance and operational excellence across all platforms.
Partner with marketplace account management teams to maximize sales performance, operational execution, and customer experience.
Evaluate and prioritize new marketplace opportunities based on strategic fit, profitability, and growth potential.
Promotions & Digital Merchandising

Own the annual digital promotional calendar across all D2C and marketplace channels.
Develop promotional strategies that balance revenue growth, profitability, inventory objectives, and customer acquisition goals.
Lead planning and execution for key commerce events (e.g., Walmart Deals, Target Circle Week, TikTok Shop Campaigns, Black Friday / Cyber Monday, holiday selling events).
Oversee digital merchandising standards, assortment strategies, category optimization, product launches, and content presentation.
Partner with sales, marketing, product development, inventory planning, and supply chain teams to align promotional activities with business priorities.
Drive continuous improvement in product discoverability, assortment productivity, and customer conversion.
Commerce Operations & Technology

Work closely with IT business partners and external vendors to develop the digital commerce technology ecosystem.
Help support continuous improvement initiatives across commerce operations and technology.
Ensure platform scalability, operational efficiency, and support for future business growth.
Partner on new technologies that enhance customer experience, operational efficiency, and revenue growth.
Channel Integration & Marketplace Operations

Partner with functional experts on business management and strategic direction of the channel integration platform (Rithum).
Oversee product syndication, marketplace onboarding, inventory synchronization, order management workflows, pricing governance, and catalog management.
Develop best practices for marketplace operations, product content governance, and digital commerce execution.
Ensure operational readiness for new channel launches and marketplace expansions.
Analytics & Business Performance

Establish and maintain digital commerce reporting, forecasting, and performance measurement frameworks.
Develop KPI scorecards across D2C and marketplace businesses.
Monitor and optimize key performance indicators including revenue, gross margin, contribution margin, EBITDA, conversion rate, average order value, customer lifetime value, repeat purchase rate, retention rate, and marketplace profitability.
Utilize data and analytics to identify growth opportunities and support strategic decision making.
Develop executive‑level reporting and business reviews that provide visibility into business performance and future opportunities.
Leverage customer, product, and channel data to drive strategic planning and resource allocation.
Leadership & Team Development

Recruit, develop, and lead a high‑performing digital commerce organization.
Foster a culture of accountability, innovation, continuous improvement, and operational excellence.
Establish clear goals, development plans, and performance expectations for team members.
Build strong partnerships across sales, marketing, supply chain, IT, customer service, finance, and product development teams.
Promote collaboration, transparency, and effective communication across the organization.
Qualifications & Experience

Bachelor’s degree in Business, Marketing, eCommerce, Finance, or related field required.
MBA or advanced degree preferred.
10+ years of progressive digital commerce leadership experience.
Demonstrated success managing multi‑channel D2C and marketplace businesses – US experience required, international experience preferred.
Significant experience owning P&L responsibility and driving profitable growth.
Broad understanding of Shopify Plus, Shopify Markets, marketplace ecosystems, social commerce, channel integration platforms, and modern commerce technology stacks.
Experience in customer retention programs, loyalty initiatives, email marketing, affiliate commerce, and marketplace expansion.
Strong analytical and financial acumen with experience developing forecasts, business cases, and growth strategies.
Proven ability to lead cross‑functional teams and execute complex digital commerce initiatives.
Excellent communication, presentation, and organizational leadership skills.
Demonstrated ability to operate effectively in a fast‑paced, growth‑oriented environment.
Physical Demands

Regularly required to talk or hear.
Frequently required to sit; use of hands; reach with hands and arms; stoop, kneel, crouch, or crawl.
Occasionally required to stand and walk.
Regularly lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds.
Specific vision abilities required include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
Work Environment

Hybrid office environment.
Benefits & Workplace Policies

Competitive pay, flexible hours, and generous benefits.
Drug‑free workplace.
Equal opportunity for all: M/F/D/V.

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