Director of Sales – eCommerce

This is a fully remote position, open to applicants in Illinois.

📋 Description

• Act as the primary contact for select eCommerce retailers, fostering trusted relationships to enhance mutual value and drive revenue growth.

• Formulate and implement multi-year collaborative business plans that encompass innovation, product assortment, pricing strategies, and promotional activities.

• Oversee customer profit and loss statements and trade investments, focusing on optimizing promotional expenditures and return on investment.

• Analyze category trends and competitive dynamics to pinpoint growth opportunities.

• Lead negotiations concerning pricing strategies, profitability, and merchandising priorities.

• Establish and execute strategies for digital shelf optimization, including content management, product assortment, and time-limited offers.

• Manage the complete innovation setup on eCommerce platforms, from supply chain planning and catalog creation to merchandising and promotional execution.

• Develop and sustain the Digital Shelf Playbook while coordinating cross-functional teams towards key performance indicators.

• Track dashboards to assess online visibility, conversion metrics, and category benchmarks, and create corrective action plans as necessary.

• Discover revenue potential across eCommerce retailers, Quick Commerce channels, and emerging B2B digital platforms.

• Create growth frameworks, establish success metrics, and ensure effective execution in collaboration with bottlers and commercial teams.

• Collaborate with Marketing, RGM, Finance, Supply Chain, Category Leadership, and Commercial divisions on cohesive go-to-market strategies.

• Leverage eCommerce insights to influence product innovation, packaging design, and pricing strategies.

• Advocate for the customer perspective in corporate strategy conversations regarding Amazon and other prominent eCommerce platforms.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, Finance, or a related discipline.

• MBA is highly preferred.

• Over 10 years of progressive experience in CPG sales, commercial strategy, or eCommerce leadership.

• Demonstrated success in managing strategic accounts within the digital retail landscape.

• Direct experience with Amazon retail systems (Vendor Central) is preferred.

• Proficiency in marketplace execution is an advantage.

• Strong analytical skills, including expertise in price/promotion optimization, financial modeling, and evaluating trade spend effectiveness.

• Capacity to build consensus across functions and influence senior stakeholders in a matrixed organization.

• Proven track record in developing joint business plans and executing digital commerce strategies for large accounts.

• Excellent communication, negotiation, and relationship-building abilities.

• Capability to navigate complexity and ambiguity effectively.

• Expertise in content optimization, performance monitoring, and AI-driven analytics.

• Enthusiasm for innovation and the ability to translate consumer insights into actionable marketplace strategies.

• Must be authorized to work full-time in the United States.

• Should not require employment sponsorship to maintain legal work status in the United States.

🏝️ Benefits

• Opportunities to spearhead strategy and execution in one of the most rapidly growing commerce channels.

• Access to state-of-the-art digital tools and analytics platforms.

• Engagement with high-profile customer partnerships, bolstered by extensive internal resources and cross-functional teamwork.

• Career progression opportunities.

• Annual incentive reference value of 30%.