Ecommerce Sales Director

About The Malco Group

The Malco Group, formed through Aspen Pumps Group’s acquisition of Malco Tools in October 2024, is a leading manufacturer and distributor of high-quality HVACR and building construction solutions. Our portfolio includes trusted brands like Malco Tools, ACE Chemicals, C&D Valve and Veto Pro Pac Bags, delivering innovative tools, condensate pumps, cleaning chemicals, and HVACR system components to trade professionals across North America.

Guided by a commitment to excellence, innovation, and sustainability, we empower HVACR professionals with turnkey solutions to enhance efficiency and performance.

• Role:
  Ecommerce Sales Director
• Company:
  Malco Group
• Reports To:
  
  VP of Marketing
• Location:
  
  Hybrid – Annandale, MN
• Department:
  Marketing & Sales

The Malco Group is seeking a results-driven Ecommerce Sales Director to lead and scale our ecommerce revenue. This role owns the end-to-end ecommerce business, with direct accountability for revenue growth, channel strategy, and customer expansion. This role is accountable for driving revenue growth across assigned accounts, ensuring omni-channel alignment between ecommerce, retail, and wholesale strategies to maximize overall performance. This role will also play a critical part in strengthening channel governance, pricing integrity, and marketplace discipline to support sustainable, profitable growth across the Malco Group portfolio.

This is a highly cross-functional leadership role that bridges Sales, Marketing, Retail, Operations, and Product Management to drive profitable growth, strengthen key account partnerships, and build a scalable ecommerce engine across the Malco Group portfolio.

• Own and deliver ecommerce revenue targets across Amazon, key accounts, and B2B2C distribution partners
• Develop and execute a holistic ecommerce growth strategy aligned with company revenue and margin goals
• Identify and unlock new revenue streams, channel expansion opportunities, and portfolio bundling strategies
• Align ecommerce initiatives with retail and wholesale strategies to maximize total account performance

• Lead ecommerce strategy with key accounts including Amazon and major distributors
• Partner closely with Retail to build integrated omni-channel plans across in-store and digital
• Build joint business plans (JBPs) that drive growth across both physical and digital shelves
• Partner with Sales to reduce friction between ecommerce, wholesale, and retail channels

• Own Amazon channel performance across Vendor Central and Seller Central
• Drive revenue through pricing strategy, promotions, content optimization, and advertising (AMS)
• Ensure pricing integrity and brand control across marketplaces through proactive monitoring and enforcement
• Identify and mitigate unauthorized seller activity and channel conflict risks
• Partner cross-functionally to implement scalable marketplace governance processes
• Monitor channel health including service levels, profitability, and competitive positioning

• Establish and enforce MAP/iMAP policies across ecommerce channels
• Develop scalable processes to improve channel visibility, compliance, and accountability
• Partner with Sales, Marketing, Product and Legal to protect brand equity and pricing consistency
• Implement tools and reporting to proactively monitor marketplace activity and violations

• Develop ecommerce programs that enable distributors and partners to grow digital sales
• Support portfolio consolidation strategies (multi-brand, one-PO selling) through ecommerce channels
• Ensure consistent brand, pricing (MAP/iMAP), and product representation across partner platforms

• Oversee product content strategy leveraging PIM/DAM systems to ensure best-in‑class digital shelf presence
• Ensure alignment between retail and wholesale merchandising and ecommerce content
• Improve conversion through enhanced content, SEO/SEM alignment, and customer experience optimization
• Monitor and act on performance metrics including…