Director of eCommerce Sales

EO Products•San Rafael, CA

7d•$170,000 - $202,000

About The Position

The Director of eCommerce Sales leads EO Products’ commercial strategy across its digital retail channel and is accountable for profitable, sustainable eCommerce growth across the EO and Everyone brands. The role owns digital-channel strategy, revenue planning, forecasting, and profitability goals, translating company and brand priorities into account-level growth plans that work together as a cohesive digital ecosystem. It monitors consumer behavior, competitive activity, emerging platforms, retailer trends, and growth opportunities. DTC platforms are administered through Marketing; this role collaborates on, but does not directly own, their oversight. The Director partners with Marketing to ensure Sales has the brand strategy, content, assets, and consumer insights needed to execute across digital retailers. The position is accountable for revenue growth, forecast accuracy, and channel and account profitability. It also leads and oversees the eCommerce Sales Manager and Digital eCommerce Lead, supporting their development, setting priorities and standards, and guiding data-informed decisions. The role develops and executes strategies across existing and emerging digital accounts, converts analytics-identified opportunities into actionable growth plans, and optimizes account-level assortment, pricing, promotions, and investment. It works cross-functionally with Finance, Sales Operations, Supply Chain, Marketing, Product Development, and senior leadership. The position operates in a professional office environment with the ability to work remotely, requires travel to meet customers and vendors, and involves routine use of standard office equipment.

Requirements

Bachelor’s degree required.
10+ years in digital commerce or related roles, with 5 years leading e-commerce strategy.
Excellent oral and written communication skills, including the ability to communicate relevant information clearly and proactively.
Strong business acumen and strategic mindset, with the ability to connect 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.
Experience with eCommerce analytics and retail intelligence platforms such as Stackline, Profitero, Pacvue, or similar tools.
Ability to travel and navigate airports and transportation options to meet customers and vendors.
Ability to meet the stated physical requirements: occasional lifting or carrying up to 20 lbs, frequent handling of 10 lbs and/or walking or standing while operating controls, and constant negligible exertion and/or operating controls while seated.
Ability to choose between sitting and standing, work at a computer for prolonged periods, and occasionally push or pull.

Nice To Haves

Industry experience in CPG or retail preferred.
Working knowledge of retail media platforms, including Amazon Ads, Roundel, and Walmart Connect, strongly preferred.
Working knowledge of eCommerce and content platforms such as Shopify, Bazaarvoice, and Syndigo, strongly preferred.
Geographic preference for candidates local to EO in the San Francisco Bay Area; candidate location will be considered during the application process.

Responsibilities

Develop and execute 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, forecasting, and profitability performance, and establish account-level goals aligned with company financial objectives.
Coordinate strategies across digital accounts, including pricing, promotions, assortment, media, marketplace strategy, and channel positioning.
Develop scalable processes, tools, reporting, and operating standards for the digital channel.
Serve as the primary Sales partner to Marketing for digital commerce and communicate commercial requirements while Marketing owns creative, brand, content, and technology solutions.
Establish a regular content-refresh cadence based on regulatory changes, product updates, seasonality, retailer themes, consumer behavior, and brand initiatives.
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 senior leadership.
Lead and oversee the eCommerce Sales Manager and Digital eCommerce Lead, including team development, scheduling and payroll administration, priority-setting, accountability, training, and performance management.
Set direction, timelines, and standards for data pulls, report updates, and recurring deliverables; ensure accuracy, consistency, and timely execution.
Coach the eCommerce sales team in data interpretation and decision-making while emphasizing company KPIs and strategic priorities.
Execute digital growth opportunities in partnership with the Director of Strategy & Analytics, translating identified opportunities into plans covering target accounts and platforms, assortment, revenue potential, profitability, resources, and timing.
Assess emerging platforms, changes in consumer purchasing behavior, new distribution opportunities, and ways to improve productivity across existing accounts.
Monitor product and portfolio performance across the channel; identify digital-specific assortment, innovation, and growth opportunities and communicate needs to Product Development, Marketing, and executive leadership.
Ensure launches, discontinuations, assortment changes, and innovation plans reflect digital commerce requirements and opportunities.
Establish and optimize account-level assortment, pricing, promotional, and investment strategies to drive profitable digital-channel growth.
Report unsafe conditions or observed unsafe conduct to support a safe working environment.
Participate in company-provided AI training and responsibly use approved AI tools in accordance with company policies, data-privacy requirements, and guidelines.
Perform other tasks and projects as directed by the manager.