Senior E-commerce Manager, Strategy & Channel Growth

Job Description

Location: U.S. Remote, or Bellevue, WA Hybrid

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HICC Pet is seeking an experienced e-commerce business leader to own the strategy, growth and financial performance of our online retail channels, including Amazon, Chewy, Petco and other strategic e-commerce partners.

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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.

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The role will also set the strategic direction for retail media and paid acquisition, including budget allocation, performance targets and investment decisions.

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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.

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What You’ll Be Doing

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E-commerce Strategy and P&L Ownership

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• Own the strategy, revenue growth, gross margin and overall financial performance of HICC Pet’s e-commerce channels.
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• Develop annual and quarterly business plans based on company priorities, retailer opportunities, competitive activity and consumer trends.
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• Establish channel-level revenue, profitability, market share and growth targets.
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• Manage sales forecasts, budgets, promotional investments and resource allocation across e-commerce channels.
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• Analyze channel performance and identify opportunities to improve sales, margin, conversion and long-term customer value.
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E-commerce Retailer and Account Management

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• Build strong relationships with buyers, category managers, vendor managers and other key contacts at, Chewy, Petco and additional retail partners.
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• Lead joint business planning, business reviews, assortment discussions, promotional planning and growth initiatives.
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• Identify opportunities to expand product distribution, online assortment and visibility across strategic retail accounts.
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• Partner with retailers to resolve business issues and improve account performance.
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• Represent HICC Pet in commercial discussions involving new products, promotions, pricing, inventory and channel investment.
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• Develop relationships that create access to retailer programs, insights and growth opportunities.
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New Product Launches and Channel Expansion

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• Lead the commercial planning and execution of new product launches across online retail channels.
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• Coordinate product setup, assortment, pricing, content, inventory, promotional support and launch timelines.
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• Partner with Product, Brand, Supply Chain, Sales and Finance teams to ensure launch readiness.
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• Identify opportunities to expand into new e-commerce channels, categories and retailer programs.
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Retail Media and Performance Strategy

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• Establish the strategic direction for retail media and paid acquisition across Chewy, Petco, iHerb and other relevant channels.
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• Set channel budgets, performance expectations and investment priorities based on broader business goals.
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• Connect media performance with sales, margin, conversion, customer acquisition and lifetime value.
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• Review campaign results and identify opportunities to improve efficiency and incremental sales.
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• Guide the work of the Paid Media Specialist, agencies and external partners.
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Cross-functional Leadership

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• Partner with Sales, Marketing, Product, Supply Chain and Finance teams to execute e-commerce priorities.
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• Align sales forecasts, inventory plans and marketing investments with retailer expectations and growth targets.
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• Communicate business priorities and performance insights to local and overseas stakeholders.
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• Build scalable processes, reporting standards and operating rhythms for the e-commerce function.
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• Provide leadership and coaching to future team members as the e-commerce organization grows.
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What We’re Looking For

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• 5+ years of progressive experience in e-commerce, digital commerce, retail account management or related commercial roles.
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• Demonstrated ownership of e-commerce revenue, profitability or channel P&L.
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• Direct experience managing business with at least one major online retailer or marketplace, such as Amazon, Chewy, Petco, Walmart or a comparable platform.
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• Strong understanding of retailer business models, including 1P, 3P and marketplace operations.
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• Experience building relationships with retail buyers, category managers, vendor managers or other commercial decision-makers.
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• Proven ability to develop channel strategies and translate them into measurable business results.
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• Experience launching new products, expanding online assortment or growing distribution through retail partners.
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• Strong financial and analytical skills, including forecasting, budgeting, margin analysis and performance reporting.
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• Ability to lead complex cross-functional initiatives across Sales, Marketing, Product, Supply Chain and Finance.
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• Strong executive communication and presentation skills.
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Preferred Qualifications

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• Experience in pet care, pet food, CPG, consumables or another high-repeat-purchase consumer category.
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• 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.
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• Demonstrated success transitioning a business or product portfolio from 3P to 1P.
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• Familiarity with Amazon Vendor Central, Seller Central or similar retailer systems.
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• Experience managing retail media strategy, agencies or internal Paid Media teams.
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• Previous people-management experience.
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• Experience working with global or cross-border teams.
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How Success Will Be Measured

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Success in this role will include:

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• Sustainable e-commerce revenue and gross-margin growth.
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• Stronger strategic relationships with Chewy, Petco and other priority retail partners.
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• Successful new product launches and assortment expansion.
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• Improved forecasting, inventory alignment and promotional planning.
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• Progress toward the appropriate 1P, 3P or hybrid model for each channel.
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• Better alignment between paid media investment and overall business performance.
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• Scalable e-commerce processes, reporting and team capabilities.
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Compensation Range: Annual Compensation $100,000-$160,000

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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

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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.

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HICC America Corp. has adopted a drug-free workplace policy. Working under the influence of drugs or alcohol is not permitted.

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Any employment offer from HICC America Corp. is contingent upon the candidate having and maintaining a valid U.S. Work Authorization status throughout employment.

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