Senior Director, eCommerce Sales

Description

We are seeking a Sr. Director, eCommerce Sales to lead commercial execution across our priority pure play and marketplace customers, with primary scope across Amazon, Chewy, and select marketplaces. This leader will serve as a senior customer-facing operator for our eCommerce sales agenda, translating customer strategy into clear internal priorities and repeatable execution. This role is accountable for delivering the net sales (revenue) plan, market share growth plan, and customer commitments through strong customer leadership, disciplined planning, and consistent in-market execution.

Success requires balancing near‑term delivery with long‑term relationship building, creating predictable operating mechanisms, and maintaining strong internal alignment across commercial plans, operational readiness, and execution follow‑through with our business units. The Sr. Director partners with business leadership, Finance, and Retail Media to make data‑driven recommendations on programs and trade‑offs that improve profitable growth, with clear options, expected outcomes, and risks.

The role also ensures that decisions are made early enough to execute cleanly and that learnings from wins and misses are captured and applied in future planning cycles.

• Own senior relationships and operating cadence with Amazon and Chewy leadership, including executive sponsorship, cross‑functional relationship mapping (category, supply chain, finance), and a consistent communication and escalation model.
• Lead annual and quarterly planning (line reviews, JBPs, QBRs), including assortment strategy, promo calendars, launch roadmaps, and readiness checklists (item setup, content, inventory, and operational compliance).
• Drive negotiation strategy across terms, assortment, promotions, merchandising programs, and operational expectations, translating customer asks into clear internal options, trade‑offs, and recommendations.
• Run a tight business operating rhythm across customers (weekly business reviews, forecast and inventory alignment, promo readiness, and escalation triage), using leading indicators and clear owners to prevent surprises.
• Partner cross‑functionally with business eCommerce leads and enablement team (PIM, Analytics, Supply Chain, Content) to prioritize actions that drive sales and share, remove blockers, and improve execution quality across the digital shelf.
• Scale marketplaces and partner ecosystems with clear governance, seller controls, and repeatable routes to market, including partner performance scorecards, compliance expectations, and brand protection guardrails.
• Lead, coach, and develop a high‑performing eCommerce sales organization through clear goals, operating standards, talent development plans, and a culture of accountability and continuous improvement.

• Consistent delivery of an aggressive net sales growth plan across Amazon, Chewy, and marketplaces
• Strong customer partnerships and measurable JBP wins
• Improved operating KPIs including in‑stock, fill rate, and chargeback performance
• Predictable operating mechanisms that reduce surprises and improve execution quality

• 10+ years of progressive experience in eCommerce sales and account leadership within CPG or adjacent consumer categories
• 8+ years of experience leading Amazon and at least one additional major eCommerce retailer (Chewy strongly preferred).
• Demonstrated revenue ownership (quota or top‑line responsibility) and strong commercial judgment across terms and promotions
• Proven people leader with experience managing senior talent and building teams
• Strong analytical fluency and executive communication

• Experience scaling 3P marketplace strategies and partner ecosystems
• Familia…