About the Company
Our client is an established specialty apparel company (name withheld for confidentiality) with a portfolio of market-leading brands sold direct-to-consumer and through one of the largest wholesale distribution networks in its industry. The business is looking to bring on a VP, Digital Commerce - Marketplace to serve as the senior executive owner of its third-party marketplace channel, one of the company's most strategically important revenue engines.
Role Overview
The VP, Digital Commerce - Marketplace will carry full P&L accountability and end-to-end channel responsibility across the company's marketplace portfolio, with Amazon as the anchor platform and Walmart Marketplace as an active, growing channel. This is a player-coach role: the ideal candidate sets strategic direction at the executive level while staying hands-on and fluent in the inputs that drive marketplace performance, leading a team that spans domestic and offshore resources. The role reports directly to the SVP, Digital Commerce, and serves as the primary face of the business internally and the senior point of contact for platform relationships externally.
Areas of Responsibility
- Own full accountability for revenue, gross margin, and contribution margin across the marketplace portfolio, with active, data-driven management of sessions, conversion, ASP, pricing, media, and promotional cadence.
- Build the plan, track performance at the brand and style level, and make fast adjustments when the business isn't on track.
- Run day-to-day channel operations, including listings, content quality, Buy Box health, account compliance, fulfillment performance, and retailer media, holding the team to a high execution standard.
- Set the content bar across the brand portfolio, ensuring PDPs, A+ content, and brand stores are built to convert.
- Bring a structured test-and-learn framework to evaluating new marketplace opportunities, domestic and international, with clear prioritization criteria and performance gates before scaling.
- Grow Walmart as an active channel and rigorously evaluate new platforms before they're resourced.
- Build and lead a team spanning domestic and offshore resources across content, operations, media, and analytics, integrating offshore capability effectively into the operating model.
- Identify talent gaps early and make the decisions needed to keep the organization ahead of the business.
What You Bring
- 10+ years of experience leading and scaling a large-volume marketplace business, with direct P&L ownership at a senior level.
- Deep, hands-on Amazon expertise across the full 3P seller model: Seller Central, advertising (AMS/DSP), Brand Analytics, content, and account health.
- Active experience on Walmart Marketplace or comparable secondary platforms, with a clear understanding of how platform dynamics differ from Amazon.
- Proven expansion track record across new platforms, new geographies, or both, with a structured approach to evaluation and go-to-market.
- Strong financial acumen: able to own a P&L, build a forecast, and connect operational decisions to financial outcomes.
- Proven people leader with experience managing domestic and offshore teams, comfortable operating across time zones and organizational complexity.
- Player-coach orientation, setting strategy while staying close to the work.
- Strong executive communicator, credible presenting performance, strategy, and investment cases to C-suite stakeholders.
This role is fully remote, open to candidates based anywhere in the US.
Compensation & Benefits
- Up to $235K base salary, depending on experience, plus a 30% annual bonus target.
- Fully remote role, open to candidates across the US.
- Full P&L ownership of a strategically critical revenue channel at an established specialty apparel company.
- High-visibility, executive-level scope with direct influence over marketplace strategy and expansion.