Marketing and D2C Manager

About the Role

We are seeking an experienced D2C E-Commerce Manager to own and grow our direct-to-consumer and drop-ship channel business across North America. This role carries a clear growth mandate: triple channel revenue over the next four years across major retail e-commerce platforms — including Lowes, The HomeDepot, Walmart, Wayfair, Amazon, and other drop-ship partners — while building the data foundation, tools, and processes that make that growth scalable, including PIM (Product Information Management) and product content syndication platforms.

The ideal candidate is a proven channel builder: someone who has launched, scaled, and optimized sales across multiple e-commerce channels and knows how to translate clean product data, compelling content, retail media investment, and operational excellence into measurable, compounding revenue growth.

The Growth Mandate: 3X in Four Years

This is not a maintenance role. The D2C Manager will build and execute a multi-year channel growth roadmap with clearly staged milestones:

• Year 1 — Foundation: Achieve 100% item data completeness in PIM; syndicate enriched content to all active retail partners; fix compliance/chargeback leakage; establish baseline KPIs and reporting.

• Year 2 — Optimization: Expand assortment on existing channels; win search rank through content and reviews; launch/scale retail media programs; improve conversion and share of digital shelf.

• Years 3–4 — Expansion: Launch new marketplaces and drop-ship partners; add automation and integration capacity; build out the team and playbooks needed to sustain 30%+ CAGR.

Key Responsibilities

Channel P&L &Growth

• Own revenue, margin, and P&L performance for drop-ship e-commerce channels (Lowe's, Home Depot, Walmart, Wayfair, Amazon, and emerging partners) across North America.

• Build and maintain the 4-year channel growth roadmap; own annual operating plans, quarterly forecasts, and gap-closure actions.

• Identify, evaluate, and launch new marketplaces and drop-ship partners to expand the digital channel portfolio.

Product Data, PIM and Syndication

• Administer and optimize the PIM system as the single source of truth for product data; enforce data governance, taxonomy, and attribute completeness standards.

• Manage product content syndication (e.g., Syndigo, Salsify, 1WorldSync) to distribute enriched content —images, video, copy, specs, and rich media — to retail partner platforms.

• Own new item setup speed-to-shelf: reduce time from item creation to live, shoppable listing.

Digital Shelf & Demand Generation

• Drive digital shelf excellence: search rank, content health scores, ratings & reviews programs, enhanced/A+ content, and conversion optimization.

• Plan and manage retail media and sponsored product investment (e.g., Walmart Connect, Home Depot Orange Apron Media, Lowe's One Roof Media, Amazon Ads) with clear ROAS targets.

• Coordinate promotional calendars, pricing strategy inputs, and MAP policy monitoring/enforcement across channels.

Drop-Ship Operations and Scalability

• Ensure healthy order flow: EDI/API integration integrity, inventory feed accuracy, fill rate, on-time ship, and fulfillment SLA compliance.

• Manage retailer compliance programs; monitor, dispute, and root-cause chargebacks and fines to protect margin.

• Partner with supply chain on demand forecasting and S&OP inputs so inventory availability keeps pace with channel growth.

• Champion automation and tooling improvements (order management, feed management, digital shelf analytics) needed to scale volume without scaling headcount linearly.

Relationships & Team

• Build trusted relationships with retailer merchant and dot-com teams; lead line reviews, joint business planning, and growth program negotiations.

• Collaborate cross-functionally with sales, marketing, creative, supply chain, IT, and finance to execute flawlessly.

• As the channel scales, help define, hire, and develop supporting roles (content specialists, marketplace analysts, retail media coordinators).

Top 5 Talent Requirements

1. Proven Multi-Channel E-Commerce Growth Track Record

Demonstrated success building and scaling sales across multiple e-commerce channels — not just maintaining them. Candidates must show quantifiable results (revenue growth, new channel launches, category expansion) across drop-ship and/or marketplace models with major North American retailers. Experience delivering sustained double-digit growth against a multi-year plan is strongly preferred.

2. Hands-On Drop-Ship Retailer Expertise (Lowes, Home Depot, Walmart, etc.)

Direct, working knowledge of the major home improvement and mass retail dot-com ecosystems — including vendor portals (e.g., Lowe's Vendor Gateway, Home Depot IDM/Vendor Drop Ship, Walmart Supplier One/DSV), item setup processes, content requirements, compliance/chargeback management, and how to work effectively with retailer merchant teams.

3. PIM & Product Syndication Proficiency

Hands-on experience administering PIM platforms and syndicating product content through tools such as Syndigo, Salsify, or 1WorldSync. Must understand product data governance, attribute mapping, taxonomy, digital asset management, and how content health directly drives search rank and conversion on the digital shelf.

4. Data-Driven Commercial Acumen

Strong analytical skills with the ability to interpret channel performance data (POS, traffic, conversion, share of search, content scorecards, retail media ROAS) and turn insights into action. Comfortable owning forecasts, pricing strategy inputs, and promotional ROI analysis. Excel proficiency required; digital shelf analytics tools (e.g., Profitero, DataWeave) strongly preferred.

5. Cross-Functional Leadership & Retailer Relationship Management

A self-starter who can lead without direct authority — coordinating supply chain, IT/EDI, marketing, and creative teams to execute flawlessly, while building trusted relationships with external retail partners. Strong communication, negotiation, and project management skills are essential in this highly cross-functional, growth-focused role.

Success Metrics (KPIs)

• Channel revenue and margin vs. annual plan; progress toward the 4-year 3X target

• New item speed-to-shelf and PIM data completeness / content health scores

• Search rank / share of digital shelf, conversion rate, and ratings & reviews velocity

• Retail media ROAS and incremental sales contribution

• Fill rate, on-time ship, SLA compliance, and chargeback rate reduction

• New channel/marketplace launches and their revenue ramp

Qualifications

• Bachelor's degree in Business, Marketing, E-Commerce, or related field (or equivalent experience).

• 5+ years of e-commerce channel management experience, with at least 3 years in drop-ship/DSV models with major North American retailers.

• Direct experience with PIM systems and content syndication platforms.

• Working knowledge of EDI order flows, drop-ship operations, and retailer compliance programs.

• Experience managing retail media/sponsored products programs is a plus.

• Ability to travel occasionally for retailer line reviews and industry events.

What We Offer

• Competitive base salary plus performance-based incentives tied to channel growth

• Comprehensive medical benefits

• Paid time off and holidays; professional development opportunities

• Ownership of a strategic, high-visibility channel with a clear multi-year growth mandate