E-Commerce Director

At Monrovia we are dedicated to creating a more beautiful world by selecting and growing plants of superior quality. We know that creating a beautiful garden or landscape is about connecting to the beauty of nature. We use our hearts, minds, and hands to nurture plants for all types of landscapes. Our passion for plants, use of natural processes, and our years of experience result in plants that enable consumers to achieve a landscape of exceptional beauty and share in the joy that comes from creating healthy living spaces. About the Role Monrovia is seeking a Director of E-Commerce to lead and scale our direct-to-consumer and digital commerce business with retailers. This is a hands-on, operational leadership role based at our Dayton, Oregon nursery, requiring on-site presence to partner closely with shipping and nursery operations. You will own the e-commerce DTC business, including P&L performance, fulfillment, and customer experience—while also expanding Monrovia’s drop-ship capabilities in support of retail partners. This role does not currently have direct reports, but is a highly influential leadership position that requires driving alignment and execution across Marketing, Operations, Production, Sales, and IT. The role is supported by resources and collaboration from marketing, sales, and IT. Success will depend on ability to lead through influence, initiative, and accountability. The ideal candidate is both strategic and deeply hands-on, with experience managing an e-commerce enterprise, preferably in live or perishable goods. What You’ll Do Business Ownership & Strategy Own the e-commerce P&L, including revenue growth, margin optimization, and cost control Develop and execute a scalable DTC growth strategy, aligned with company and marketing objectives Define success metrics and lead a test-and-learn culture in e-commerce to continuously improve performance Forecast revenue, demand, and operational needs; align inventory, pricing, and promotions accordingly Identify friction points and implement improvements across the experience, collaborating with Digital Marketing Director and IT teams to solve problems Fulfillment, Shipping & Operations (Critical Focus) Lead all aspects of order fulfillment, shipping, and delivery experience for live plants Work with nursery and shipping teams at all 3 nurseries to ensure operational excellence Optimize shipping rates, packaging, transit times, and plant quality upon arrival Investigate returns, credits, and operational issues with a focus on root cause and continuous improvement Own and continuously improve the e-commerce shipping process, including training and supporting teams as needed Track inventory of all materials needed in shipping process, and identify new vendors, box types, and other materials needed Build and scale drop-ship programs with retail partners Collaborate with IT and Finance teams to set up links to internal systems from partner POS platforms Assist retail partners in setting up Monrovia systems Ensure seamless integration with retailer systems and evolving channel requirements Collaborate with sales reps to support initiatives and maximize selling opportunities with retail partners Balance DTC growth with a strong commitment to supporting retail partners Merchandising and Product Management Analyze sales, margin, and inventory turn by product and channel to optimize assortment and merchandising strategy Oversee product catalog, item setup, and maintenance across systems and channel platforms including drop ship, directing IT resources on development needs as needed Stay ahead of market trends to maintain a relevant and competitive assortment Advocate for plant assortments, bundles, plant types for e-commerce sales opportunity Customer Experience & Conversion Optimization Collaborate with Director of Digital Marketing to create the best customer journey in the industry, from product discovery through delivery Lead testing and optimization of conversion rate, AOV, and merchandising performance, working with Digital Marketing Director as needed on email campaigns and digital marketing to test ideas and build on success Improve abandoned cart rates and decrease refunds and returns Identify friction points and implement improvements across the experience, collaborating with Digital Marketing Director and IT teams to solve problems Data, Reporting & Insights Develop reports on e-commerce conversion, revenue, margin, and marketing channel performance on a weekly, monthly and ad hoc basis Translate data into clear insights and actionable recommendations Monitor promotion effectiveness and refine strategy based on performance Communicate performance clearly to leadership and cross-functional partners Cross-Functional Leadership (Critical to Success) Lead through influence across Operations, Production, Sales, and IT Partner closely with Digital Marketing Director to align traffic generation (email, social, paid) with conversion and merchandising strategy Collaborate with sales reps to identify potential drop ship partners and manage drop ship to national big box Work across teams to define priorities, align execution, and remove barriers Act as the central owner of e-commerce performance, ensuring accountability across all contributing functions Who You Are Strong analytical skills with experience working with data sets and performance metrics Hands-on experience with e-commerce platforms (e.g., Magento, Shopify) and POS systems Problem-solving mindset Strong communication and influencing skills—ability to lead without direct authority Entrepreneurial mindset with a strong sense of ownership and accountability Willingness to work on-site in Dayton, Oregon and travel to other nurseries in Visalia, California and Cairo, Georgia as frequently as needed Excellent verbal and written communication skills Experience and Education 5-8+ years of experience in e-commerce, DTC, or digital commerce leadership Proven ownership of a P&L or revenue-driving business line Experience with fulfillment, logistics, and shipping optimization (live goods or perishable products strongly preferred) Experience building or managing drop-ship programs and retail integrations Experience scaling e-commerce with significant yearly growth Work Environment and Physical Demands This role is primarily office-based at our Dayton home office headquarters. Travel (approximately 10-20%, dependent on season) is required to nursery grow facilities in Oregon, California, and Georgia. Site visits will include outdoor environments — greenhouses, growing fields, in varying weather conditions. Some lifting (up to 30 lbs.) and extended periods of standing may be required during site visits. Benefits and Compensation at Monrovia Competitive salary and annual bonus opportunity Comprehensive benefits package - medical, dental, and vision coverage for employees and dependents 401(k) retirement plan with employer match Generous paid time off program and paid company holidays Employee plant and product discount across all locations Professional development support including certification reimbursement and conference attendance A value-driven culture that genuinely believes people and plants both need the right conditions to grow You’ll be able to purchase Monrovia plants for your own garden at 20% off wholesale prices At Monrovia, we not only grow the most beautiful plants – we also grow careers. Come grow with us. Monrovia is an Equal Opportunity Employer. We comply with all applicable labor laws, both State and Federal. We are committed to maintaining a workplace that is safe, inclusive, and free from harassment or discrimination. We celebrate diversity and are committed to creating a GREAT environment for all employees. #J-18808-Ljbffr Monrovia