Director of eCommerce

Massimo Zanetti Beverage USA

About The Position

The Director of eCommerce will lead the Amazon business and broader pure-play eCommerce channels, including Instacart, emerging marketplace partners, and Retail Media strategy. This leader will own the commercial strategy, execution, and P&L performance for Amazon, driving excellence in content, conversion, digital shelf presence, media efficiency, and customer experience. This is a highly visible, cross-functional role focused on accelerating growth, deepening retailer partnerships, and elevating brands across all digital commerce platforms. The Director will collaborate closely with Sales, Marketing, Finance, Supply Chain, and external agency partners to deliver sustainable, profitable growth. This role is critical for the company's growth, defining how to succeed online by driving profitable sales, strengthening retailer partnerships, and delivering a best-in-class experience that reflects the portfolio's strength. It is central to shaping the future of digital commerce strategy and accelerating long-term, sustainable growth.

Requirements

7–10+ years of experience in eCommerce, with at least 5 years focused on Amazon (Vendor and/or Seller Central).
Proven track record of owning and growing a major Amazon business (preferably CPG, food & beverage, or household goods).
Strong understanding of digital merchandising, conversion optimization, platform algorithms, and search performance.
Experience leading Retail Media programs with expertise in Amazon Ads and Instacart Ads.
Deep comfort with data analysis and translating insights into clear action plans.
Strong financial acumen with experience managing P&L, forecasting, and trade/media spend.
Excellent communication, collaboration, and executive-level presentation skills.
Ability to operate with both strategic vision and hands-on execution.
Experience managing external agencies; previous team-leadership experience.

Responsibilities

Own the Amazon business end-to-end across assortment, forecasting, promotional strategy, content, retail media, and operational health.
Develop and deliver the Amazon annual operating plan, including revenue, profit, and share targets.
Monitor daily/weekly business performance, identifying drivers, risks, and opportunities across traffic, conversion, media, and profitability.
Own the P&L for Amazon and pure-play eCommerce channels, managing trade spend, media investment, and profitability levers.
Drive accurate forecasting in partnership with Demand Planning to ensure optimal in-stock levels and avoid out-of-stocks or over-inventory.
Lead monthly performance reviews and deliver recommendations to course-correct as needed.
Oversee best-in-class PDP content, A+ content, brand stores, images, and video—ensuring SEO strength and conversion optimization.
Partner with Marketing and Creative teams to maintain aligned branding and cohesive storytelling across all eCommerce touchpoints.
Manage ongoing PDP health (variations, ratings & reviews, keyword relevance, content testing).
Own Amazon media strategy and execution (Sponsored Products, Sponsored Brands, Sponsored Display, DSP).
Partner with Marketing/Media teams to develop integrated Retail Media plans across Amazon, Instacart, and other platforms.
Optimize investments to deliver efficient ROAS, TACoS, and share growth.
Lead strategy and execution for Instacart and other digital commerce partners, defining assortment, promos, content, and media plans.
Build a scalable playbook for emerging online retailers and marketplace opportunities.
Partner with customer teams and marketing to ensure consistent activation and demand creation.
Act as the central connector between Sales, Marketing, Supply Chain, Finance, and external agency partners.
Ensure alignment on launch plans, promo calendars, media strategy, content updates, and operational requirements.
Present insights, dashboards, and performance updates to senior leadership regularly.
Analyze customer, shopper, and category data to inform strategy, drive decision-making, and fuel continuous improvement.
Stay ahead of platform changes, competitive movements, algorithm shifts, and best practices.
Build and enhance dashboards, KPIs, and reporting frameworks to drive accountability and clarity.
Lead and develop a high-performing team, including two direct reports focused on marketplace operations and retail media.
Provide coaching, prioritization, and professional development to support organizational growth.