Director of E-commerce (Chewy, Walmart strategy and channel growth)

• **Location:**
• U.S. Remote, or Bellevue, WA Hybrid
• HICC Pet is seeking an experienced
• **e-commerce business leader**
• to own the strategy, growth and financial performance of our online retail channels, including Chewy, Walmart and other strategic e-commerce partners.
• This role will serve as the
• **business owner for our e-commerce channels, with responsibility for revenue growth, profitability, retailer relationships, new product launches and channel expansion.**
• The successful candidate will understand the distinct business models and customer dynamics of major e-commerce retailers and translate those insights into channel-specific growth strategies.
• The role will also set the strategic direction for retail media and paid acquisition, including budget allocation, performance targets and investment decisions.
• This position is ideal for someone who has managed a meaningful e-commerce business within an established consumer brand or successfully scaled a smaller brand through major online retailers.
• **What You’ll Be Doing**
• **E-commerce Strategy and P&L Ownership**
• Own the strategy, revenue growth, gross margin and overall financial performance of HICC Pet’s e-commerce channels.
• Develop annual and quarterly business plans based on company priorities, retailer opportunities, competitive activity and consumer trends.
• Establish channel-level revenue, profitability, market share and growth targets.
• Manage sales forecasts, budgets, promotional investments and resource allocation across e-commerce channels.
• Analyze channel performance and identify opportunities to improve sales, margin, conversion and long-term customer value.
• **E-commerce Retailer and Account Management**
• Build strong relationships with buyers, category managers, vendor managers and other key contacts at, Chewy, Walmart and additional retail partners.
• Lead joint business planning, business reviews, assortment discussions, promotional planning and growth initiatives.
• Identify opportunities to expand product distribution, online assortment and visibility across strategic retail accounts.
• Partner with retailers to resolve business issues and improve account performance.
• Represent HICC Pet in commercial discussions involving new products, promotions, pricing, inventory and channel investment.
• Develop relationships that create access to retailer programs, insights and growth opportunities.
• **New Product Launches and Channel Expansion**
• Lead the commercial planning and execution of new product launches across online retail channels.
• Coordinate product setup, assortment, pricing, content, inventory, promotional support and launch timelines.
• Partner with Product, Brand, Supply Chain, Sales and Finance teams to ensure launch readiness.
• Identify opportunities to expand into new e-commerce channels, categories and retailer programs.
• **Retail Media and Performance Strategy**
• Establish the strategic direction for retail media and paid acquisition across Chewy, Walmart, Petco, iHerb and other relevant channels.
• Set channel budgets, performance expectations and investment priorities based on broader business goals.
• Connect media performance with sales, margin, conversion, customer acquisition and lifetime value.
• Review campaign results and identify opportunities to improve efficiency and incremental sales.
• Guide the work of the Paid Media Specialist, agencies and external partners.
• **Cross-functional Leadership**
• Partner with Sales, Marketing, Product, Supply Chain and Finance teams to execute e-commerce priorities.
• Align sales forecasts, inventory plans and marketing investments with retailer expectations and growth targets.
• Communicate business priorities and performance insights to local and overseas stakeholders.
• Build scalable processes, reporting standards and operating rhythms for the e-commerce function.
• Provide leadership and coaching to future team members as the e-commerce organization grows.
• **What We’re Looking For**
• 5+ years of progressive experience in e-commerce, digital commerce, retail account management or related commercial roles.
• Demonstrated ownership of e-commerce revenue, profitability or channel

P&l

• Direct experience managing business with at least one major online retailer or marketplace, such as Chewy, Petco, Walmart or a comparable platform.
• Strong understanding of retailer business models, including 1P, 3P and marketplace operations.
• Experience building relationships with retail buyers, category managers, vendor managers or other commercial decision-makers.
• Proven ability to develop channel strategies and translate them into measurable business results.
• Experience launching new products, expanding online assortment or growing distribution through retail partners.
• Strong financial and analytical skills, including forecasting, budgeting, margin analysis and performance reporting.
• Ability to lead complex cross-functional initiatives across Sales, Marketing, Product, Supply Chain and Finance.
• Strong executive communication and presentation skills.
• **Preferred Qualifications**
• Experience in pet care, pet food, CPG, consumables or another high-repeat-purchase consumer category.
• Experience working for a mid-sized or large consumer brand with an established e-commerce business. Or experience successfully scaling the e-commerce business of a startup or emerging brand.
• Demonstrated success transitioning a business or product portfolio from 3P to 1P.
• Familiarity with Amazon Vendor Central, Seller Central or similar retailer systems.
• Experience managing retail media strategy, agencies or internal Paid Media teams.
• Previous people-management experience.
• Experience working with global or cross-border teams.
• **How Success Will Be Measured**
• Success in this role will include:
• Sustainable e-commerce revenue and gross-margin growth.
• Stronger strategic relationships with Chewy, Walmart and other priority retail partners.
• Successful new product launches and assortment expansion.
• Improved forecasting, inventory alignment and promotional planning.
• Progress toward the appropriate 1P, 3P or hybrid model for each channel.
• Better alignment between paid media investment and overall business performance.
• Scalable e-commerce processes, reporting and team capabilities.
• **Compensation Range:**
• Annual Compensation $120,000-$170,000 + Annual Incentive Bonus
• Compensation will vary based on location, experience, seniority, and overall qualifications. Offers at the higher end of the range are less common and depend on the candidate’s overall qualifications
• *HICC America Corp. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to status as a protected veteran or a qualified individual with a disability, or other protected status such as race, color, religion, sex, sexual orientation, gender identity, national origin or age.*
• *HICC America Corp. has adopted a drug-free workplace policy. Working under the influence of drugs or alcohol is not permitted.*
• *Any employment offer from HICC America Corp. is contingent upon the candidate having and maintaining a valid U.S. Work Authorization status throughout employment.*