Director, eCommerce and Customer Acquisition

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Formulate strategies for customer acquisition within Customer Engagement programs, which encompass utility marketplaces, time-limited promotions, and tailored energy-efficiency kit websites.

• Convert sales, enrollment, revenue, participation, and energy savings objectives into cohesive marketing and optimization strategies.

• Direct strategy for audience acquisition, digital merchandising, promotional planning, conversion optimization, cart recovery, cross-selling, and repeat purchases.

• Create scalable acquisition methods and customer journeys for pay-for-performance initiatives.

• Collaborate with Account Leadership to produce high-level performance reports and drive optimization efforts.

• Assist Corporate Marketing with performance-driven marketing strategies that yield qualified leads and enhance the sales funnel.

• Oversee integrated campaigns across various channels including paid search, paid social, display, programmatic advertising, email, direct mail, retargeting, and partner channels.

• Develop structured testing programs for audiences, offers, messaging, creative content, landing pages, and conversion pathways.

• Formulate lifecycle strategies that facilitate acquisition, activation, recovery from abandonment, cross-selling, and re-engagement.

• Track performance across media, email, and CRM platforms, spearheading cross-functional action plans.

• Leverage customer, media, marketplace, and program data to enhance performance and inform investment choices.

• Build RI’s enterprise eCommerce and customer acquisition capabilities, including the operating model, processes, standards, tools, talent, and external partnerships.

• Develop repeatable playbooks and best practices for Customer Engagement, Pay-for-Performance, and corporate demand-generation efforts.

• Define KPIs, dashboards, forecasts, and optimization techniques that link marketing activities to program and financial results.

• Mentor marketing, account, and program teams while assisting in shaping the organizational structure necessary for scaling capabilities.

• Report to the Vice President of Marketing and work alongside the Marketing Account Management team.

⛳️ Requirements

• Bachelor’s degree in Marketing, Business, Communications, eCommerce, or a related field.

• Over 12 years of experience in eCommerce, direct-to-consumer marketing, customer acquisition, performance marketing, or similar areas.

• Proven success in building or expanding an eCommerce, customer acquisition, or performance-marketing function.

• Demonstrated experience in crafting strategies aligned with quantifiable sales, enrollment, participation, revenue, or conversion targets.

• Comprehensive knowledge of paid media, lifecycle marketing, audience segmentation, digital merchandising, conversion optimization, and customer journey development.

• Experience managing complex projects involving marketing, account management, technology, operations, analytics, and creative teams.

• Strong analytical, financial, communication, presentation, and leadership capabilities.

• Established track record of producing data-driven optimization suggestions that enhance traffic, engagement, lead generation, and ROI across both paid and organic channels.

• Preferred experience in the energy, utility, technology, consulting, or professional services sectors.

• Experience supporting utility marketplaces, residential programs, or other participation-driven initiatives is preferred.

• Familiarity with pay-for-performance or outcome-based contracts is preferred.

• Experience in facilitating both client program delivery and corporate demand generation is preferred.

• Agency experience is a plus.

• Knowledge of Salesforce, marketing automation tools, GA4, eCommerce platforms, testing tools, and business intelligence solutions is beneficial.

• Google Analytics Certification is a plus.

• An enterprise-minded builder capable of establishing new capabilities while achieving immediate outcomes.

• A commercially oriented, strategic, analytical, collaborative, client-focused, and decisive leadership style.

🏝️ Benefits

• Three weeks of paid vacation per year.

• Paid holidays.

• 401(k) retirement plan with employer matching.

• Medical insurance coverage.

• Dental insurance coverage.

• Vision insurance coverage.

• Parental leave.

• Employee assistance program.

• Commuter benefits.

• Additional supplemental offerings.

• Eligibility for discretionary annual bonuses.

• Comprehensive background checks and reference checks are required; a pre-employment drug screen may be necessary if applicable.