Head of eCommerce

Job Description

Job Description

Description:

The Head of eCommerce will serve as the executive owner of the digital P&L, accountable for accelerating profitable growth and expanding EBITDA contribution across Amazon (1P & 3P), Direct-to-Consumer (DTC), and paid digital media.

This leader will build a scalable, performance-driven eCommerce engine that enhances enterprise value, improves cash flow conversion, and supports the investment thesis of the sponsor.

The Head of eCommerce will be responsible for the business performance of Stonewall Kitchen’s .com and marketplace (primarily Amazon, but including Wal-Mart) sites. This role will oversee eCommerce operations, develop growth strategies, and work cross-functionally to align eCommerce initiatives with our broader SWK strategies.

JOB SUMMARY

eCommerce Strategy & Growth

• Develop and execute a comprehensive eCommerce strategy to drive revenue growth and profitability across SWK.com and Amazon
• Identify opportunities for growth and outline the path to achieve, with a focus on highest ROI opportunities for the company via focused goal-setting.
• Align marketplace strategies with the company’s broader Direct to Consumer and omnichannel objectives.

Operational Excellence & Optimization

• Oversee eCommerce operations, including pricing and promotions, product listings, catalog optimization, content strategy, and vendor management.
• Analyze performance metrics (conversion rates, ad spending efficiency, customer reviews, etc.) and implement data driven improvements.
• Ensure compliance with eCommerce policies and optimize operational efficiency, including inventory planning and fulfillment coordination.

Cross Functional Collaboration

• Partner with internal teams (wholesale, supply chain, finance, retail, and marketing) to ensure seamless execution of eCommerce initiatives.
• Work closely with product and operations teams to manage inventory availability, demand planning, and fulfillment strategies.
• Align eCommerce promotions with broader brand campaigns, and seasonal strategies.

Leadership & Vendor Management

• Manage and develop a high-performing eCommerce team.
• Build relationships with marketplace account managers to drive growth and optimize platform support.
• Stay ahead of industry trends, emerging marketplace features, and competitive landscape.

Value Creation Objectives

• Deliver outsized digital revenue growth while expanding contribution margin.
• Improve gross-to-net discipline and reduce trade inefficiencies within Amazon 1P.
• Optimize media spend to drive incremental, profitable growth (not vanity ROAS).
• Enhance working capital efficiency through improved forecasting and inventory velocity.
• Build repeatable DTC acquisition and retention models with disciplined CAC/LTV management.
• Establish scalable reporting infrastructure aligned to Board-level KPIs.

CORE RESPONSIBILITIES

1. Digital Channel P&L Ownership

• Own revenue, gross margin, contribution margin, and EBITDA impact of all digital channels.
• Develop annual operating plan and multi-year growth roadmap.
• Drive forecast accuracy, inventory alignment, and demand planning in coordination with Operations.
• Implement financial guardrails around promotional strategy and media investment.

1. Amazon (1P & 3P) Strategy & Optimization

• Architect profitable hybrid 1P/3P strategy, including SKU rationalization and channel mix optimization.
• Manage pricing architecture, trade spending, chargebacks, and co-op investments.
• Improve retail readiness, content conversion, and search visibility.
• Oversee Amazon Advertising (SP, SB, DSP) with contribution margin lens.
• Lead negotiation and relationship management with Amazon retail teams.

1. Direct-to-Consumer Acceleration

• Optimize DTC site experience, bundling strategy, subscription programs, and merchandising.
• Build performance marketing engine across paid search, paid social, affiliate, and lifecycle marketing.
• Improve CAC, AOV, repeat rate, and customer lifetime value.
• Manage fulfillment economics and shipping cost discipline.
• Establish testing roadmap (CRO, creative, offer strategy)

4. Digital Media & Growth Marketing

• • Allocate budget dynamically across retail media and off-platform channels.
• • Implement incrementality testing and attribution frameworks.
• • Drive efficiency improvements through structured experimentation.
• • Manage agency and platform partnerships with strict performance accountability.

• 5. Team & Infrastructure Build
• • Lead and develop a lean, high-performance team of 4–6.
• • Recruit selectively as needed to close capability gaps.
• • Implement standardized KPI dashboards and executive reporting cadence.
• • Create process discipline and scalable operating models suitable for bolt-on acquisitions.

QUALIFICATIONS & EXPERIENCE

• 15+ years of experience in eCommerce and/or marketplace management, preferably in the CPG or food industry.
• Proven track record oof driving revenue growth and profitability on Amazon and owned .com sites.
• Strong analytical skills with experience using analytics tools, advertising platforms, and reporting dashboards.
• Deep understanding of marketplace algorithms, SEO, pricing strategies, and promotional best practices.
• Experience managing marketplace advertising campaigns with a focus on performance optimization.
• Ability to collaborate across departments and influence strategic decision making.
• Strong leadership and team development skills.
• Proficiency in Amazon Seller Central, Vendor Central, Walmart Marketplace, and related