Director of Ecommerce

The eCommerce Sales Director plays a critical role, leading the eCommerce / retail online sales and presence of these three business entities. This position is important as it entails managing each brand's image online, enhancing product visibility, and driving sales through digital channels. The primary goal is to optimize the online shopping experience, increase sales performance, and align e-commerce strategies with overall corporate goals. This role requires a data-driven leader with strong online sales and analytical capabilities.

What you will do: 

eCommerce Sales Strategy and Operations: 

• Strategic Sales Planning and Execution: Develop and implement comprehensive, multi-channel eCommerce sales strategies focused on profitable growth through market/competitive analysis, targeted channel strategies, pricing, promotional campaigns, and customer acquisition and retention. 
• Niche Market Identification and Development: Identify and pursue volume opportunities within niche target markets relevant to each brand. This may include participation in relevant trade shows and industry events.  
• Revenue Growth and Profitability: Drive online revenue while maximizing profit margins through sales forecasting, budget management, and cost optimization. 
• Technology and Trend Integration: Leverage eCommerce technologies and stay up to date of industry trends to enhance sales performance. 

Team Leadership and Management: 

• Team Building and Development: Recruit, onboard, and develop a skilled eCommerce retail sales team. This includes defining clear roles and responsibilities for sales representatives specializing in inbound lead handling (calls, website inquiries) and outbound lead generation. Foster a collaborative and results-oriented team environment. 
• Sales Team Leadership and Coaching: Provide ongoing coaching, mentorship, and training to the sales team to enhance their sales skills and product knowledge. Develop and implement sales SOPs and sales training programs focused on effective lead qualification, needs analysis, closing techniques, and CRM utilization. 
• Inbound Lead Management: Develop and implement processes for efficiently managing inbound leads from various sources (calls, website inquiries, chat, etc.). Ensure timely follow-up and lead qualification. Establish SOPs for response times and lead handling.  
• Outbound Sales: Collaborate with marketing to implement outbound lead generation strategies to proactively identify and engage potential customers. Set clear targets for outbound sales activities and track progress closely. 
• Sales Process Optimization: Continuously evaluate and optimize the sales process to improve conversion rates and shorten the sales cycle. Identify and address bottlenecks in the sales funnel. Implement best practices for lead nurturing and follow-up. 
• Performance Management and Reporting: Manage key performance indicators (KPIs) for the eCommerce Retail sales team, track individual and team performance against these KPIs, and provide regular performance reports to senior management. Analyze sales data to identify trends, opportunities, and areas for improvement.  
• Sales Team Motivation and Incentives: Ensure a motivating and rewarding environment for the sales team. Implement sales incentive programs to recognize and reward top performers. Foster a culture of healthy competition and continuous improvement. 
• Collaboration and Communication: Facilitate effective communication and collaboration between the sales team and other departments, such as marketing, engineering, and parts and service.  

Strategic Partnerships and Growth: 

• Retail Partner and Stakeholder Collaboration: Partner closely with internal and external stakeholders, especially third-party eCommerce retail partners, to develop and implement innovative programs that increase sales, brand share, and profitability across our eCommerce footprint. 
• eCommerce Growth Initiatives: Lead retail eCommerce initiatives, driving scalable partnerships and maximizing profitability and brand growth. Focus on identifying and pursuing strategic growth opportunities. 
• Scalable eCommerce Program Development: Collaborate with internal and external stakeholders to develop and implement scalable eCommerce strategies and programs across the organization. 

What you need to succeed: 

• Bachelor’s degree in Business Administration, Marketing, or a related field required. Master’s degree or MBA preferred. 
• Professional certifications in digital marketing, e-commerce, or project management preferred. * 8 years in e-commerce management or a related field. 
• Proven experience managing eCommerce platforms, including Shopify or Magento 
• Experience in B2B online sales of durable goods, industrial equipment, or related products preferred. 
• Retail eCommerce experience (Samsclub.com, Costco.com, Amazon.com, experience a plus). 
• Proficiency in CRM software (Infor CRM a plus) and digital marketing tools such as marketing automation (Adobe Marketo a plus). 
• Excellent understanding of the entire eCommerce platform lifecycle. 
• Ability to travel up to 15%. 
• Exceptional sales and presentation skills, with the ability to effectively communicate with executive leadership, sales teams, and external partners. 
• Proven ability to lead, motivate, and develop high-performing sales teams.