As Director of E-Commerce you will own the home and office brand's full digital revenue engine. You'll set marketplace strategy, manage the Amazon advertising budget, optimize DTC performance, and build the team and processes to scale the business across channels and geographies. This is a hands-on operator role for someone equally comfortable pulling Seller Central reports in the morning and presenting a 3-year channel roadmap in the afternoon.
Core Responsibilities
Amazon & Marketplace Strategy (50%)
- Own the Amazon P&L across US and 5 international marketplaces; set revenue, margin, and advertising targets.
- Manage Amazon Advertising (Sponsored Products, Brands, Display, DSP) with a focus on TACOS optimization and new product launches.
- Drive listing optimization: SEO, A+ Content, Brand Store design, and review/rating strategy.
- Lead catalog expansion for newly acquired brands on Amazon.
- Oversee FBA/FBM inventory planning in coordination with Supply Chain and Logistics.
- Monitor competitive landscape, buy-box health, MAP compliance, and unauthorized seller enforcement.
- Manage Amazon Vine, Subscribe & Save, deals/coupons calendar, and promotional programs.
DTC & Multi-Channel Growth (25%)
- Own Shopify performance: conversion rate optimization, merchandising, and site experience.
- Collaborate with Marketing on paid media (Google, Meta, TikTok) driving traffic to DTC.
- Evaluate and expand into additional marketplaces (Walmart.com, TikTok Shop, Target+) with business case rigor.
- Support wholesale e-commerce partnerships with digital assets and channel strategy.
Analytics, Reporting & P&L Management (15%)
- Build and maintain e-commerce dashboards (revenue, margin, TACOS, conversion, inventory health) for CEO and CFO leadership.
- Deliver weekly/monthly business reviews with actionable insights and course corrections.
- Manage the e-commerce advertising budget and forecast with financial discipline.
- Track international marketplace performance and recommend investment/divestment by market.
Team Building & Leadership (10%)
- Hire, develop, and manage a small team of marketplace managers and advertising specialists.
- Establish SOPs, playbooks, and KPI frameworks for the e-commerce function.
- Coordinate cross-functionally with Brand, Supply Chain, Logistics, and IP/Legal.
Must-Have Qualifications
- 7+ years of progressive e-commerce experience, with at least 3 years managing Amazon Seller Central at scale ($10M+ annual revenue).
- Deep, hands-on Amazon Advertising expertise (Sponsored Products, Brands, Display; DSP a strong plus).
- Proven track record of growing revenue and improving profitability on Amazon US and at least one international marketplace.
- Experience managing a product catalog of 200+ SKUs across multiple categories.
- Strong P&L ownership — comfortable managing budgets, forecasting, and reporting to executive leadership.
- Experience with Shopify or equivalent DTC platform.
- Data-driven decision maker fluent in analytics tools (Helium 10, Jungle Scout, Brand Analytics, Google Analytics, or similar).
- Experience hiring, mentoring, and managing a small team (2–5 people).
Preferred / Nice-to-Have
- Experience in home/office furniture, consumer electronics, or hard goods categories.
- Familiarity with Amazon international expansion (UK, EU, CA, AU, MX seller accounts).
- Walmart.com and/or TikTok Shop management experience.
- Background at a private-label or branded consumer products company (not just agency side).
- Experience navigating trade compliance or tariff issues as they affect landed cost and pricing.
- Comfort operating in a lean, founder-led environment with a bias for action.