Director of Digital Sales and E-commerce

Director, Digital Sales Job Summary:

We are looking for a seasoned, performance-oriented Director, Digital Sales to oversee and expand online revenue across major third-party marketplaces and proprietary e-commerce channels throughout North America for a consumer products organization based in Rockville, MD. This position plays a pivotal role in accelerating direct-to-consumer growth while strategically managing additional digital revenue streams such as Amazon, retail media ecosystems, and newer commerce platforms to maximize overall online performance. The successful candidate will offer a clear commercial vision, extensive expertise in digital commerce, and demonstrated success generating growth across diverse digital sales channels.

If you don't currently reside in the Rockville, MD area, you must be willing to relocate. Relocation assistance will be provided. If you're not willing to relocate, your application won't be considered.

Director, Digital Sales Responsibilities:

• Create and execute an end-to-end digital sales roadmap focused on accelerating DTC performance while strengthening results across Amazon and other online platforms (including Walmart.com, Target.com, social selling channels, and third-party marketplaces).
• Oversee full financial ownership of the digital sales business, including P&L accountability, to drive sustainable profitability and operational effectiveness.
• Lead, coach, and develop a team of digital channel managers and performance marketing professionals to deliver against sales goals.
• Partner closely with marketing, product, sales operations, digital product, and fulfillment teams to enhance product content, pricing architecture, promotional execution, and delivery models.
• Leverage analytics, consumer insights, and market intelligence to identify opportunities and guide channel-specific growth strategies.
• Establish and maintain productive partnerships with Amazon and other marketplace providers to unlock merchandising programs and negotiate advantageous agreements.
• Evaluate and coordinate internal teams, third-party vendors, and agency partners to successfully manage blended 1P/3P Amazon strategies and drive efficient channel expansion.
• Collaborate cross-functionally to align demand planning, inventory management, and supply chain operations supporting digital commerce channels.
• Work with internal stakeholders to continuously enhance the end-to-end digital purchasing journey.
• Direct pricing, product mix, and promotional planning to remain competitive while protecting margins.
• Maintain brand standards and ensure adherence to platform guidelines across all online sales environments.

Director, Digital Sales Qualifications:

• Undergraduate degree in Business, Marketing, or a comparable discipline required; advanced degree (MBA) strongly preferred.
• Minimum of 7 years in e-commerce or digital sales roles, including at least 3 years with direct responsibility for Amazon and multi-channel marketplace management.
• Established history of driving meaningful revenue growth on Amazon (1P and/or 3P) alongside scaling DTC and retailer-owned e-commerce platforms.
• Background in consumer packaged goods, retail, or health and wellness industries is advantageous.
• Familiarity with digital shelf performance tools and retail media ecosystems is a plus.
• Demonstrated ability to think strategically while remaining actively engaged in execution.
• Expert-level knowledge of Amazon Seller Central or Vendor Central, Amazon Ads, and e-commerce SEO principles.
• Hands-on experience managing platforms such as Shopify, Walmart Marketplace, Target+, Instacart, and/or global marketplace environments.
• Advanced analytical capabilities with a proven ability to translate data into actionable business insights.
• Working knowledge of CRM systems, e-commerce reporting platforms, and marketplace analytics tools (e.g., Helium 10, Jungle Scout, Profitero, and similar solutions).