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Job description
The Director of Sales, Ecommerce is responsible for leading PSi’s ecommerce business and delivering profitable, sustainable growth across Amazon and other strategic ecommerce marketplaces.
This role serves as the senior commercial owner of the ecommerce channel, combining sales leadership, retail expertise, operational discipline, analytics, and marketplace strategy to maximize performance for PSi and its brand partners. The Director will develop and execute strategies across assortment, pricing, inventory, product launches, promotions, advertising, content, and operations while leading a high-performing ecommerce team.
The ideal candidate is a commercially minded ecommerce leader with deep Amazon expertise who is equally comfortable analyzing performance, negotiating with Amazon, developing brand growth strategies, leading a team, and solving the operational challenges that determine ecommerce success.
Key Responsibilities
Ecommerce Sales & Commercial Strategy
Own ecommerce sales strategy and performance across Amazon and other strategic marketplaces, delivering revenue, margin, market-share, and profitability objectives
Develop annual and long-range business plans across assortment, pricing, inventory, promotions, advertising, and new product launches
Identify growth opportunities across assortment expansion, new products, fulfillment models, programs, and emerging marketplaces
Lead strategic assortment and category reviews to identify distribution gaps, incremental opportunities, underperforming items, and competitive threats
Use marketplace, retailer, consumer, and performance insights to develop strategies that generate disproportionate growth for PSi’s brand partners
Amazon & Marketplace Leadership
Serve as PSi’s senior commercial lead for Amazon and maintain strong relationships with Amazon retail, vendor, and marketplace stakeholders
Maintain deep expertise across Amazon Vendor Central, Seller Central, Direct Fulfillment, and other relevant Amazon programs
Lead Joint Business Planning, business reviews, annual vendor negotiations, cost negotiations, and strategic commercial discussions
Evaluate opportunities across Direct Fulfillment, Born-to-Run, direct import, promotions, and emerging Amazon capabilities
Monitor pricing, Buy Box performance, CRaP status, competitive activity, assortment, availability, and category trends
Stay current on Amazon policies, programs, tools, and marketplace changes and translate them into actionable business strategies
Revenue, Profitability & Performance
Own ecommerce performance against revenue, gross margin, profitability, inventory, and operational targets
Analyze sales, shipped COGS, traffic, conversion, market share, pricing, inventory, and advertising performance to identify opportunities and risks
Evaluate profitability at the brand and ASIN level, including net PPM, accruals, co-op, freight allowances, chargebacks, deductions, and promotional investments
Establish scorecards and KPIs that create visibility and accountability across the ecommerce business
Lead recurring business reviews and clearly communicate performance, risks, opportunities, and recommended actions to leadership
Balance topline growth with margin, working capital, inventory productivity, and long-term profitability
Product Launch, Catalog & Operational Excellence
Own ecommerce launch readiness to ensure new products are identified, scheduled, set up, in stock, and positioned for successful launch
Ensure ASIN creation, pricing, product detail pages, assets, inventory, advertising, and promotional support are completed ahead of launch
Establish standards and accountability for catalog health, item setup, content accuracy, suppressions, variations, pricing, availability, and unauthorized changes
Partner with Planning, Operations, Order Management, and Brand Management to maximize inventory availability and fulfillment performance
Monitor operational KPIs including vendor confirmation rate, fill rate, on-time delivery, defect rate, and Direct Fulfillment performance
Identify root causes behind shortages, stranded inventory, chargebacks, compliance issues, catalog problems, and fulfillment failures and drive corrective actions
Support forecasting using sales history, seasonality, promotions, launches, marketplace trends, and inventory constraints
Marketing, Promotions & Ecommerce Growth
Lead ecommerce promotional strategies around product launches, seasonal moments, Prime events, and other key retailer tentpoles
Partner with advertising resources to align paid media investment with sales, inventory, launch, and profitability objectives
Develop full-funnel growth strategies integrating assortment, content, search, pricing, promotions, advertising, inventory, and conversion
Evaluate promotional effectiveness, incremental sales, ROI, and opportunities for future investment
Identify opportunities for testing and optimization across product pages, search, pricing, promotions, advertising, and consumer engagement
Brand Partner & Client Leadership
Serve as a senior ecommerce advisor to PSi’s brand partners and develop a strong understanding of their products, objectives, launch calendars, and growth priorities
Translate marketplace performance and insights into clear, actionable recommendations
Lead ecommerce business reviews and strategic planning conversations with key partners
Develop growth plans connecting brand objectives with marketplace opportunities across assortment, inventory, content, promotions, and advertising
Communicate risks and opportunities proactively and strengthen PSi’s value as a strategic ecommerce partner through insights, execution, responsiveness, and measurable results
Team Leadership & Cross-Functional Execution
Lead, coach, and develop a high-performing ecommerce team with clear roles, priorities, standards, and accountability
Establish operating rhythms that ensure critical ecommerce activities are consistently executed and exceptions are quickly identified and resolved
Develop team capabilities across Amazon systems, ecommerce strategy, analytics, retail fundamentals, client communication, and commercial decision-making
Create a culture of ownership, urgency, continuous improvement, and consumer-focused problem solving
Partner closely with Sales, Brand Management, Planning, Operations, Finance, Marketing, and Business Intelligence to drive cross-functional execution
Required Skills & Experience
7+ years of progressive experience in ecommerce, sales, account management, retail, or digital marketplace leadership
Demonstrated success owning and growing a significant ecommerce business and leading high-performing teams
Strong understanding of Amazon retail economics, including pricing, net PPM, accruals, freight, co-op, chargebacks, profitability, and vendor negotiations
Experience with Joint Business Planning, QBRs, promotional strategies, forecasting, and new-product launches
Strong knowledge of ecommerce assortment, catalog management, content optimization, conversion, pricing, inventory, promotions, and advertising
Strong financial and analytical acumen with the ability to translate complex data into clear decisions and actions
Exceptional communication, presentation, negotiation, and relationship-building skills with strong executive presence
Proven ability to identify root causes, establish accountability, and drive issues through resolution
Entrepreneurial, resourceful, highly accountable, and comfortable operating in a fast-moving environment
Bachelor’s degree in Business, Marketing, Sales, or a related field preferred
Preferred Platforms & Tools
Experience with some or all of the following:
Amazon: Vendor Central, Seller Central, Amazon Retail Analytics, Direct Fulfillment, Born-to-Run, Brand Registry, Amazon Advertising, DSP, and AMC
Ecommerce & Analytics: Circana, Pacvue or similar platforms, Helium 10, SmartScout, competitive intelligence, keyword/search analytics, and A/B testing
Business Intelligence: Power BI, advanced Excel, dashboards, performance scorecards, and forecasting tools
Retail Media: Sponsored Products, Sponsored Brands, Sponsored Display, DSP, ROAS, TACoS, conversion rate, CPC, attribution, and incremental lift
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Worksite address
minneapolis, MN, 55400, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.