Preference is for candidates to be geographically local to EO in the San Francisco Bay Area. The geographic location of candidates will be taken into consideration during the application process.
Position Summary
The Director of eCommerce Sales leads EO Products' commercial strategy across the full digital retail channel and is accountable for delivering profitable, sustainable eCommerce growth across EO and Everyone.
This role owns the digital channel strategy, revenue plan, forecast and profitability goals, translating company and brand priorities into actionable account-level growth plans while ensuring individual retailer strategies work together as one cohesive digital ecosystem.
The Director maintains a channel-wide view of consumer behavior, competitive activity, emerging platforms, retailer trends and growth opportunities and ensures EO Products remains relevant and competitive as digital commerce evolves. This role collaborates on, but does not directly own, oversight of DTC platforms; DTC activity will be administered through EO's Marketing team.
The role partners closely with Marketing to ensure Sales has the brand strategy, content, assets and consumer insights necessary to execute effectively across digital retailers.
The Director of eCommerce Sales is responsible for KPIs related to revenue growth, forecast accuracy, and channel/account profitability.
Employee must be able to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Responsibilities
Digital Channel Strategy & Leadership
- Develop and execute the annual and long-range digital commerce strategy across Amazon, Target.com, Walmart Marketplace, Thrive, Grove, iHerb, Faire, Minoan and other existing or emerging digital accounts
- Own digital-channel revenue, forecast and profitability performance and establish account-level goals that collectively support company financial objectives
- Ensure strategies across digital accounts complement rather than compete with one another, including pricing, promotions, assortment, media, marketplace strategy and channel positioning
- Develop scalable processes, tools, reporting and operating standards that can be applied consistently across the digital channel
- Serve as the primary Sales partner to Marketing for digital commerce
- Establish a regular content-refresh cadence based on regulatory changes, product updates, seasonal relevance, retailer themes, consumer behavior and brand initiatives
- Clearly communicate commercial requirements to Marketing while allowing Marketing to own the creative, brand, content and technology solution
- Partner with Finance on profitability, forecasts and investment decisions; Sales Operations on execution and systems; Supply Chain on inventory; and Marketing on conversion and digital experience
- Present digital-channel strategy, performance, risks and opportunities to the senior leadership team
- Provide day-to-day leadership and oversight of the eCommerce Sales Manager and Digital eCommerce Lead by owning the following areas:
- Support team member development and drive continuous improvement
- Manage scheduling and payroll administration, including biweekly review for payroll
- Provide day-to-day leadership and oversight ensuring clear priorities, accountability, and alignment with business objectives
- Facilitate departmental training and performance management
- Set direction, timelines, and standards for data pulls, report updates, and recurring deliverables, ensuring accuracy, consistency, and on-time execution
- Guide and coach the eCommerce sales team in data interpretation and decision-making, keeping company KPIs and strategic priorities at the forefront
Channel Growth & Portfolio Strategy
- Own the execution of digital growth opportunities, partnering with the Director of Strategy & Analytics on white-space opportunities identified through analytics and strategic planning
- Translate identified opportunities into actionable plans, including target accounts and platforms, assortment, revenue potential, profitability expectations, resource requirements and timing
- Continuously assess the overall digital landscape for emerging platforms, shifts in consumer purchasing behavior, new distribution opportunities and opportunities to improve productivity across existing accounts
- Maintain a channel-wide view of product and portfolio performance, identifying digital-specific assortment, innovation and growth opportunities and communicating needs to Product Development, Marketing and executive leadership
- Ensure launches, discontinuations, assortment changes and innovation plans consider the requirements and opportunities unique to digital commerce
- Establish and optimize account-level assortment, pricing, promotional and investment strategies to drive profitable growth across the digital channel
Other
- Support a safe working environment by reporting any unsafe conditions or observed, unsafe conduct.
- Participate in company-provided AI training and responsibly leverage approved AI tools to improve efficiency, insights, and decision making while adhering to company policies, data privacy and guidelines.
- Perform other tasks and projects as directed by the manager
Skills/Qualifications
- Excellent oral and written communication skills, with the ability to clearly and proactively message relevant information
- Strong business acumen and strategic mindset, capable of connecting insights to financial outcomes, business objectives, and long-term growth initiatives
- Strong leadership, coaching, and project management skills
- Ability to drive strategic direction and collaborate cross-functionally
- Excellent interpersonal skills and ability to interact with people at all levels
- Proficiency in Office Suite, Google Suite, ERP systems such as NetSuite and retailer platforms including Amazon Vendor Central, Target Partners Online and Walmart Marketplace required
- Experience with eCommerce analytics and retail intelligence platforms such as Stackline, Profitero, Pacvue, or similar tools required
- Working knowledge of retail media platforms, including Amazon Ads, Roundel, and Walmart Connect, as well as eCommerce and content platforms such as Shopify, Bazaarvoice and Syndigo, strongly preferred
Education and Experience:
- Bachelor's degree required
- Minimum of
10+ years in digital commerce or related roles, with 5 years leading e-commerce strategy - Industry experience in CPG or retail preferred
Physical Requirements:
Work chart of the U.S. Department of Labor for physical exertion: Physical Demand Level, Light
- Occasional (0-33% of the workday) - 20 lbs
- Frequent (34-66% of the workday) - 10 lbs and/or walk and/or stand with operation of controls
- Constant (67-100% of the workday) - negligible and/or operate controls while seated
Additional Physical Requirements:
- Choice of sitting or standing
- Prolonged period of working at a computer
- Occasional lifting or carrying
- Occasional pushing or pulling
General Work Environment
This job operates in a professional office environment, with the ability to work remotely. This role routinely uses standard office equipment such as computers, phones, and photocopiers.
This position requires travel and the ability to navigate airports and transportation options to meet with customers and vendors.
