Senior Director, E-Commerce Sales

Greenworks•Mooresville, NC

About The Position

The Senior Director of E-Commerce Sales is a strategic leader responsible for driving profitable growth, market share, and brand integrity across all digital commerce channels. This role carries primary ownership of Amazon while also leading strategy and execution across key .com retail partners including Lowe’s, Walmart, Tractor Supply Co. (TSC), and other online marketplaces. Given the nature of the outdoor power equipment (OPE) and durable goods industry, this leader must balance long purchase cycles, seasonal demand, inventory complexity, and omnichannel customer behaviors. The Senior Director will ensure strong digital execution while protecting brand value, supporting retail partners, and optimizing direct-to-consumer (D2C) growth. This role requires deep expertise across B2B, B2C, and D2C channels, with a strong emphasis on navigating channel conflict, pricing consistency, and go-to-market alignment. The VP will partner cross-functionally to align marketing, supply chain, finance, and product teams to maximize performance, operational excellence, and long-term scalability.

Requirements

10+ years of progressive experience in e-commerce, digital sales, or related fields
Proven leadership experience managing Amazon business (Vendor Central and/or Seller Central)
Demonstrated success managing .com retail accounts such as Lowe’s, Walmart, and/or Tractor Supply Co.
Experience across B2B, B2C, and D2C business models
Strong understanding of digital marketing, SEO, paid media, and online merchandising
Experience managing P&L and delivering revenue growth targets
Strategic thinker with strong analytical and data-driven decision-making skills
Deep understanding of e-commerce platforms, tools, and technologies
Exceptional leadership and team development capabilities
Strong communication and stakeholder management skills
Ability to operate in a fast-paced, high-growth environment
Experience in consumer goods, durable goods, or outdoor power equipment industries
Familiarity with e-commerce platforms such as Shopify, Amazon Seller/Vendor Central, Walmart Marketplace
Revenue growth across Amazon and .com retail channels
Profitability and margin performance
Digital shelf optimization and conversion rates
Customer acquisition and retention metrics (D2C)
Inventory health and in-stock rates
Return on advertising spend (ROAS)

Responsibilities

Own end-to-end strategy, execution, and P&L for Amazon (Vendor Central and/or Seller Central)
Drive revenue growth, profitability, and market share across all Amazon categories
Optimize product listings, SEO, content, and digital shelf presence
Lead promotional strategy, pricing, and advertising (Amazon Ads, DSP, etc.)
Manage relationships with Amazon stakeholders and third-party agencies
Ensure operational excellence including inventory management, forecasting, and fulfillment (FBA/FBM)
Develop and execute e-commerce strategies for key retail partners (e.g., Lowe’s, Walmart, Tractor Supply Co.) while supporting broader omnichannel relationships
Partner closely with account sales leaders to ensure alignment between in-store and online strategies
Optimize product assortment, content, and search visibility across retailer platforms while adhering to retailer-specific requirements
Align promotional calendars and digital merchandising strategies with retailer priorities and seasonal demand patterns common in OPE/durable goods
Analyze performance metrics and implement data-driven improvements to drive sell-through and inventory efficiency
Lead strategy for owned e-commerce platforms (brand websites) with a focus on profitable growth and customer lifetime value
Develop and enforce a clear channel strategy that minimizes conflict between D2C and retail partners
Establish pricing, promotional, and assortment guardrails to protect brand equity and retailer relationships
Partner with marketing teams on digital campaigns, CRM, and lifecycle marketing to drive demand without disrupting retail channels
Optimize website experience, UX/UI, and checkout processes to reflect premium durable goods positioning
Define and manage channel segmentation strategy across Amazon, D2C, and retail partners
Ensure MAP (Minimum Advertised Price) and pricing consistency across all digital channels
Proactively identify and mitigate channel conflict risks, including unauthorized sellers and gray market activity
Partner with legal, sales, and marketplace teams to enforce brand protection policies
Balance short-term revenue opportunities with long-term brand and partner health
Identify and scale B2B e-commerce opportunities across digital platforms
Expand presence across relevant online marketplaces
Develop partnerships and integrations to enhance distribution and reach
Build, lead, and develop a high-performing e-commerce team
Collaborate with Marketing, Product, Supply Chain, Finance, and IT to ensure alignment
Establish KPIs, dashboards, and reporting to track performance and inform strategy
Drive a culture of accountability, innovation, and continuous improvement