Fulfillment Sales Director

Heritage Pool Supply Group•Saginaw, MI

31d•Onsite

About The Position

The Director of Fulfillment Sales is a senior leader responsible for driving revenue growth, profitability, and assisting with the delivery of operational excellence to fulfillment customers. This role sets the strategic direction for fulfillment account management, sales expansion, pricing strategy, forecasting, and cross-functional execution. The Director of Fulfillment Sales will work with a team of business analysts to determine product selection and set pricing for fulfillment customers while partnering closely with purchasing and operations to ensure seamless execution. This position requires experience with online marketplaces and customer proprietary websites and involves close communication and collaboration with key customers.

Requirements

Strong understanding of fulfillment models (3P, 1P, drop-ship, vendor direct)
Strategic vision and execution
Data-driven decision making
Exceptional negotiation and communication skills

Responsibilities

Strategic Leadership & Account Ownership Manage and grow relationships with key fulfillment customers.
Develop and execute long-term sales growth plans for fulfillment customers aligned with corporate objectives.
Conduct quarterly business reviews to drive sales and profitability accountability.
Online Channel & Assortment Strategy Define channel-specific product assortment and distribution strategies.
Determine which customers are authorized to sell particular products across various online sales channels to maximize reach and profitability.
Oversee marketplace expansion, fulfillment sales strategy, and channel conflict mitigation.
Align promotional calendars and marketing initiatives with customer growth plans.
Devise and implement strategies to determine optimal product assortments by customer and sales channel.
Analyze market trends, channel performance, and customer data to guide product placement.
Revenue Growth & Business Development Identify and secure new fulfillment partners and sales opportunities.
Develop growth plans tailored to each customer.
Evaluate emerging Amazon, Wal-Mart, and other third-party marketplace expansions.
Drive organic growth through assortment expansion and pricing optimization
Forecasting & Purchasing Alignment Work with purchasing team to establish forecasting frameworks to support high-volume customers.
Assist with alignment between sales demand, warehouse capacity, and purchasing lead times.
Operations Collaboration Partner with operations to meet customer expectations for performance, shipping times, and service level excellence.
Identify and help resolve operational challenges impacting key accounts.
Pricing & Margin Strategy Analyze margins, competitive positioning, and volume targets.
Work with pricing team and business analysists on pricing strategies for fulfillment accounts.
Balance desire to grow sales in competitive environment with margin objectives.
Approve pricing structures and discount strategies in alignment with profitability targets.
Team Leadership & Coordination Collaborate with a support team of Business Analysts.
Help coordinate sales and shipping efforts across Aqua Quick Ship fulfillment locations and other non-fulfillment warehouse locations to ensure unified execution.
Serve as a bridge between Sales, Purchasing, and Operations.
Financial Accountability Revenue and profitability responsibility for assigned accounts.
Organic growth of existing accounts.
New account acquisition and sales expansion.