Director - Digital Partner Commerce and B2B eCommerce

Director DPC & Partner Program

Director DPC (Director Partner Commerce/B2B eCommerce)

 

Purpose:

 

Responsible for driving profitable growth, strategic partnerships, and operational excellence across the DPC business. The role leads a portfolio of eCommerce partners, ensuring strong commercial performance, seamless execution, and long-term business development. This position serves as the primary link between partners and internal functions, translating business objectives into growth opportunities while delivering sustainable and profitable revenue growth.

 

The position will lead a team of account managers and work closely with Product, Marketing, Supply Chain, Finance, and Customer Service teams to maximize account performance and strengthen strategic partnerships.

 

 

Key Responsibilities:

 

Business Growth

• Own and deliver the channel revenue, profitability, and market share targets.
• Develop the Annual Business Plan, and lead the forecasting & budgeting processes at account levels cascading from the overall business plan 
• Develop and execute account strategies aligned with overall business objectives.
• Identify growth opportunities across existing and new accounts, and categories.
• Monitor market trends, competitive activities, and customer need to inform business decisions.

Account Management

• Build and maintain senior-level relationships with partners.
• Lead Joint Business Planning (JBP) processes and performance reviews with partners.
• Negotiate commercial agreements, promotional investments, and annual trading terms.
• Act as executive escalation points for major account-related issues.

Digital Commerce 

• Partner with customers to improve sales performance, assortment, availability, pricing, content quality, and grow market share.
• Identify opportunities to improve marketplace visibility, search performance, and promotional effectiveness.
• Collaborate with digital marketing teams to optimize traffic, conversion, and return on ads spends.
• Responsible for the brand presentation across marketplace platforms

(PDP images, A+ content, Product Attributes, Keywords, Long & Short Product Description, Display Name, Fit Guide and Size Chart and Understanding of PDP image Styling)

Financial Management

• Own account-level P&L performance and profitability.
• Manage trade investments, promotional spend, and commercial budgets.
• Track performance against revenue, margin, inventory, and order targets.

Team Leadership & Capability Building

• Lead, coach, and develop a high-performing team.
• Establish clear objectives, KPIs, and development plans.
• Build capabilities in digital commerce, analytics, and customer management.

 

 

 

Cross-Functional Collaboration

• Work closely with Supply Chain, Customer Service, Finance, Marketing, and Product teams to ensure flawless execution.
• Work with product teams to identify product gaps based on the partner product strategy/sale events and consumer base 
• Align demand planning and inventory strategies with customer requirements.
• Drive process improvements and operational efficiencies across the customer journey.

 

Key Performance Indicators:

• Revenue Growth – primary and secondary  
• Gross Margin & Profitability
• Account Market Share Growth
• Order-to-book Conversion Accuracy
• Marketing ROAS
• Inventory Health & Availability
• Team Engagement & Performance

 

Functional Expertise:

• 15+ years of experience in Account Management, B2B eCommerce, or Marketplace.
• Proven track record of managing large strategic accounts and delivering commercial growth and market share.
• High level of strategic thinking and demonstrates entrepreneurial drive
• Strong business acumen and understanding of digital ecosystem (Website, App, B2B eCommerce, marketplace, Omni-channel, digital & performance marketing, etc.) and financial metrics 
• Strong negotiation, influencing, and stakeholder management skills.
• Must demonstrate turnaround capabilities and can handle the unexpected with flexibility 
• Excellent analytical and data-driven decision-making capabilities.
• Experience leading and developing high-performing teams.
• Excellent communication and executive presentation skills.

 

Preferred Experience:

• Consumer Goods, Retail, Fashion, or Marketplace platforms.
• Experience working with large marketplaces and omnichannel retailers.

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Experience Level

Executive Level