Director of Sales-Ecommerce

Publisher Services, Inc; Minneapolis (MN); On-site; USD 150,000 - 190,000; Full time

Job summary

Publisher Services, Inc. seeks a Director of Sales, Ecommerce to lead our ecommerce business on Amazon and other strategic marketplaces. You will own the senior commercial strategy, align cross-functional teams, and drive profitable growth for our brand partners.

You will shape assortment, pricing, launches, promotions, and content; oversee performance analytics and marketplace operations; and grow a high-performing team to meet ambitious revenue targets.

Qualifications

• 7+ years of progressive ecommerce or digital marketplace leadership experience.
• Proven track record in growing ecommerce revenue and managing cross-functional teams.
• Deep understanding of Amazon retail economics, pricing, and vendor negotiations.
• Experience with Joint Business Planning, QBRs, promotions, forecasting, and new product launches.
• Strong ability to translate data into actionable business decisions.

Responsibilities

• Own ecommerce strategy and performance across Amazon and other strategic marketplaces, driving revenue and profitability.
• Lead annual and long-range planning across assortment, pricing, inventory, promotions, advertising, and launches.
• Drive growth through assortment expansion, new products, and fulfillment model opportunities.
• Manage senior relationships with Amazon stakeholders and negotiate favorable terms.
• Establish KPIs and scorecards; lead business reviews and communicate risks and opportunities.
• Coach and develop a high-performing ecommerce team and align cross-functional partners.

Skills

Amazon expertise

Ecommerce leadership

Sales strategy

Negotiation

Team leadership

Analytics

Executive communication

Education

Bachelor's degree in Business, Marketing, or related field

Tools

Amazon Vendor Central

Seller Central

Power BI

Excel

Circana

Pacvue

Helium 10

SmartScout

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