Director/Senior Director of Integrated Commerce

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.
• Apply now
• 13 Marketing
• Remote (United States)
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