Director – Integrated Commerce

This is a fully remote position, open to applicants in California, +10 more states.

📋 Description

• Take charge of revenue generated beyond the monthly subscription for Scentbird and Drift through various channels including marketplaces, wholesale retail, a la carte e-commerce, and on-air opportunities.

• Manage sell-in, sell-through, and collaborative business plans for Walmart, Target, AutoZone, Meijer, Sam's Club, Costco, and prospective accounts.

• Open new retail accounts and lead presentation pitches.

• Increase SKU count and door count within current accounts.

• Develop the line review calendar and spearhead buyer presentations, pricing discussions, and promotional negotiations.

• Oversee brokers and manufacturer representatives, determining the balance between direct and brokered sales.

• Manage trade spend, deductions, chargebacks, and ensure compliance with retailer routing, labeling, and packaging standards.

• Collaborate with Operations on case packs, retail-ready packaging, EDI, planogram execution, and replenishment forecasting.

• Enhance in-store performance through retailer media networks and partnerships with field merchandising.

• Control pricing and pack architecture across DTC, Amazon, and retail channels.

• Construct channel P&L views in collaboration with Finance and report channel performance to the executive team.

• Lead channel forecasting and annual budget planning initiatives.

• Increase e-commerce revenue, revenue per visitor, and average order value across scentbird.com and drift.co.

• Manage promotional calendars and collaborate with Product and Engineering on catalog structure, merchandising tools, and site experience.

• Oversee the complete Amazon business for both brands, both domestically and internationally, covering catalog, content, pricing, inventory, advertising, and profitability.

• Manage the Amazon agency, ensuring quality listings, brand stores, A+ content, variation structure, Subscribe and Save economics, reviews, Buy Box integrity, TACOS, ROAS, and promotions.

• Forecast demand and handle FBA inventory alongside in-house fulfillment.

• Establish Amazon strategy and a la carte pricing for launches while executing Amazon product launches.

• Develop international wholesale channels and negotiate with international retailers, category buyers, and brokers.

• Collaborate with Legal, Regulatory, and Supply Chain on ingredient compliance, labeling, duties, and landed costs.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, or a related field.

• Over 10 years of experience in wholesale key account management and Amazon marketplace management within the US.

• Substantial knowledge of wholesale operations with credible hands-on experience in Amazon.

• Proven track record of P&L ownership, with accountability for both revenue and margin.

• Demonstrated success in selling to national Mass, Club, or Specialty retailers, including line reviews and annual joint business plans.

• Required experience with Walmart, Target, and Club retailers.

• Proficient in using Seller Central, retailer portals, and retail media platforms.

• Strong analytical skills including financial modeling capabilities in spreadsheets.

• Experience in managing brokers, distributors, and/or international accounts.

• Willingness to travel for buyer meetings, line reviews, and trade shows as necessary.

• DTC e-commerce experience is advantageous.

• Category experience in Aircare is a plus.

• Experience with launching wholesale distribution in a new country outside of the US is a desirable asset.

🏝️ Benefits

• Competitive base compensation

• Bonus program

• Remote-first working environment

• Paid Time Off and Work From Home Wellness Days

• 401k with Company Match

• Medical, Dental, Vision, and Commuter Benefits

• Flexible Spending Accounts

• Dependent Care Flexible Spending Accounts

• Complimentary Scentbird Membership

• A fun, creative, and energetic work environment