As the
Director/Sr. Director of Integrated Commerce of Scentbird Inc, reporting into the CMO, you own the revenue generated outside of the monthly subscription for Scentbird and Drift. That covers our business across every marketplace we sell in (Amazon being the primary channel), wholesale retail and a la carte e-commerce on scentbird.com and drift.co, and on-air opportunities such as "Good Morning America", all in the United States and in international markets. We have been experiencing very significant growth in our Wholesale and Amazon channels, achieving #1 category position at Walmart and on Amazon, and we are looking for an experienced leader to defend and further our market leadership.
You work at the intersection of merchandising, marketplace operations, key account management, and channel P&L ownership, in tight partnership with the Operations function for the go to market. Your primary KPI is channel revenue within approved margin parameters. You are responsible for making sure our Integrated Commerce channels drive overall company growth and seamlessly co-exist rather than competing with each other.
What You'll Be Responsible For:- US Wholesale Retail
- Own sell in, sell through, and joint business plans for Walmart, Target, AutoZone, Meijer, Sam's Club, Costco and future accounts.
- Utilize your network to open new retail accounts for our business and lead pitch presentations.
- Expand SKU count and door count inside existing accounts.
- Build the line review calendar and lead buyer presentations, pricing conversations, and promotional negotiations.
- Manage brokers and manufacturer representatives, and decide where we use them and where we sell direct.
- Own trade spend, deductions, chargebacks, and compliance with each retailer's routing, labeling, and packaging requirements.
- Work with Operations on case packs, retail ready packaging, EDI, planogram execution, and replenishment forecasting.
- Drive in store performance through retailer media networks and field merchandising partners.
- Channel Architecture and Governance
- Own the price and pack architecture across DTC, Amazon, and retail so each channel earns its place instead of undercutting the others.
- Build the channel P&L view with Finance: revenue, gross margin, contribution margin, and trade or advertising load by channel.
- Report channel performance to the executive team.
- Budget & Forecasting
- Lead forecasting for Integrated Commerce channels and annual budget planning process.
- Owned E-commerce (scentbird.com and drift.co)
- Grow total e-commerce revenue, e-commerce revenue per visitor and average order value through product page quality, cross sell, bundling, gifting, and post purchase offers.
- Own the e-commerce promotional calendar for both sites and align it with the acquisition and CRM calendars.
- Partner with Product and Engineering on the catalog structure, merchandising tools, and site experience you need to do the above.
- Amazon
- Own the full Amazon business for both brands across the US and abroad: catalog, content, pricing, inventory, advertising, and profitability, in partnership with an agency.
- Manage our Amazon agency with the joint goal to deliver on revenue KPIs while protecting margin goals.
- Own listing and brand store quality, A+ content, variation structure, Subscribe and Save economics, review velocity, and Buy Box integrity.
- Own advertising effectiveness (TACOS, ROAS) and promotional strategy (Prime Day and other promotions).
- Forecast demand and manage FBA inventory in coordination with our in house fulfillment operation.
- Set Amazon strategy and a la carte pricing for all new product launches, execute all new product launches on Amazon in a timely manner.
- International
- Build the wholesale channel in international markets.
- Lead outreach to and negotiation with international retailers, category buyers, and brokers.
- Work with Legal, Regulatory, and Supply Chain on ingredient compliance, labeling, duties, and landed cost by market.
- What We'll Love About You (background & traits):
- Omnichannel Literate- You are equally comfortable in Wholesale and Amazon space, and you know your way around DTC e-commerce.
- Numerate - You build the model yourself before you ask anyone else to build it for you.
- A Negotiator - You hold price and terms under pressure from buyers who negotiate for a living.
- Operationally Grounded - You understand case packs, lead times, and chargebacks, and you act as One Team with your Operations colleagues.
- Brand Protective - You expand distribution without cheapening either brand.
- An Owner - You take the outcome, not the task list. You bring a point of view, not the status update.
- Direct - You surface bad news early and you bring the tradeoff with it.
What You'll Need to Have (required qualifications):- Bachelor's degree in Business, Marketing, or a related field.
- 10+ years across wholesale key account management and Amazon marketplace management in the US; DTC e-commerce experience is a plus. We expect real depth in wholesale and credible hands-on experience in Amazon.
- Demonstrated P&L ownership, with accountability for both top line and margin.
- A proven record selling into national Mass, Club, or Specialty retailers, including line reviews and annual joint business plans. Experience with Walmart, Target and Club mandatory.
- Hands on fluency with Seller Central, retailer portals, and retail media platforms.
- A strong analytical toolkit including financial modeling in spreadsheets.
- Experience managing brokers, distributors, and/or international accounts.
- Willingness to travel for buyer meetings, line reviews, and trade shows as needed.
Nice to Have:- Category experience in Aircare.
- Experience launching wholesale distribution into a new country outside of the US.
What You'll Love About Us:- Competitive base compensation
- Bonus program
- Remote first*
- Paid Time Off and Work From Home
- Wellness Days
- 401k with Company Match
- Medical, Dental, Vision, and Commuter Benefits
- Flexible Spending Accounts, as well as Dependent Care Flexible Spending Accounts
- Complimentary Scentbird Membership
- A fun, creative and energetic work environment
We are hiring in the following states: California, Florida, Georgia, Illinois, New Jersey, New York, North Carolina, Oregon, Pennsylvania, Texas, Virginia, Washington.
