Director of Ecommerce

Retailer Relationships and Account Management: Develop relationships with buyers, category managers, vendor managers, and other decision-makers at Chewy, Walmart, and additional retail partners. Lead joint business planning, account reviews, assortment recommendations, promotional calendars, and growth initiatives. Expand distribution, online assortment, and product visibility across priority accounts. Collaborate with retail partners to address business challenges and improve account results. Represent the company in commercial discussions covering product introductions, pricing, promotions, inventory, and channel investments. Build partnerships that provide access to retailer programs, business insights, and new growth opportunities.

Product Launches and Channel Expansion: Own commercial planning and execution for new product introductions across online retailers. Coordinate item setup, assortment, pricing, product content, inventory availability, promotional support, and launch schedules. Work with Product, Brand, Supply Chain, Sales, and Finance to ensure launch readiness. Evaluate opportunities to enter additional e-commerce channels, categories, and retailer programs.

Retail Media and Paid Acquisition: Define retail media and paid acquisition strategies across Chewy, Walmart, Petco, iHerb, and other relevant platforms. Establish channel budgets, performance goals, and investment priorities aligned with broader business objectives. Assess media performance in relation to revenue, margin, conversion, customer acquisition, and lifetime value. Review campaign outcomes and recommend adjustments to improve efficiency and incremental sales. Direct the work of the Paid Media Specialist, agencies, and external partners.

Cross-functional Leadership: Collaborate with Sales, Marketing, Product, Supply Chain, and Finance to deliver e-commerce priorities. Align sales projections, inventory plans, and marketing spending with retailer requirements and growth goals. Share business priorities, results, and recommendations with domestic and international stakeholders. Establish scalable workflows, reporting practices, and operating routines. Coach and develop future team members as the e-commerce organization expands.

Qualifications: At least five years of progressive experience in e-commerce, digital commerce, retail account management, or a related commercial function. Demonstrated accountability for e-commerce revenue, profitability, or channel P&L.Direct experience managing at least one major online retailer or marketplace, such as Chewy, Petco, Walmart, or a comparable platform. Working knowledge of 1P, 3P, and marketplace business models. Experience developing relationships with retail buyers, category managers, vendor managers, or other commercial stakeholders. A track record of turning channel strategies into measurable business growth. Experience introducing products, expanding online assortments, or increasing distribution through retail partners. Strong financial and analytical capabilities, including forecasting, budgeting, margin evaluation, and performance reporting. Ability to lead complex initiatives across Sales, Marketing, Product, Supply Chain, and Finance. Excellent executive communication and presentation skills.

Preferred Qualifications: Experience in pet care, pet food, CPG, consumables, or another consumer category with frequent repeat purchases. A background managing an established e-commerce business within a mid-sized or large consumer company, or successfully scaling online retail for an emerging brand. Demonstrated success moving a business or product portfolio from a 3P to a 1P model. Familiarity with Amazon Vendor Central, Seller Central, or comparable retailer platforms. Experience overseeing retail media strategy, agency partners, or internal paid media teams. Previous people-management experience. Experience collaborating with global or cross-border teams.

Location: U.S. Remote or Hybrid in Bellevue, WA