Ecommerce Sales Director

Brief DescriptionRole: Ecommerce Sales DirectorCompany: Malco GroupReports To: VP of MarketingLocation: Hybrid – Annandale, MNDepartment: Marketing & SalesAbout The Malco GroupThe Malco Group, formed through Aspen Pumps Group’s acquisition of Malco Tools in October 2024, is a leading manufacturer and distributor of high-quality HVACR and building construction solutions. Our portfolio includes trusted brands like Malco Tools, ACE Chemicals, C&D Valve and Veto Pro Pac Bags, delivering innovative tools, condensate pumps, cleaning chemicals, and HVACR system components to trade professionals across North America. Guided by a commitment to excellence, innovation, and sustainability, we empower HVACR professionals with turnkey solutions to enhance efficiency and performance.Position OverviewThe Malco Group is seeking a results-driven Ecommerce Sales Director to lead and scale our ecommerce revenue. This role owns the end-to-end ecommerce business, with direct accountability for revenue growth, channel strategy, and customer expansion.This role is accountable for driving revenue growth across assigned accounts, ensuring omni-channel alignment between ecommerce, retail, and wholesale strategies to maximize overall performance.This role will also play a critical part in strengthening channel governance, pricing integrity, and marketplace discipline to support sustainable, profitable growth across the Malco Group portfolio.This is a highly cross-functional leadership role that bridges Sales, Marketing, Retail, Operations, and Product Management to drive profitable growth, strengthen key account partnerships, and build a scalable ecommerce engine across the Malco Group portfolio.Key ResponsibilitiesRevenue Ownership & StrategyOwn and deliver ecommerce revenue targets across Amazon, key accounts, and B2B2C distribution partnersDevelop and execute a holistic ecommerce growth strategy aligned with company revenue and margin goalsIdentify and unlock new revenue streams, channel expansion opportunities, and portfolio bundling strategiesAlign ecommerce initiatives with retail and wholesale strategies to maximize total account performanceKey Account, Retail & Channel LeadershipLead ecommerce strategy with key accounts including Amazon and major distributorsPartner closely with Retail to build integrated omni-channel plans across in-store and digitalBuild joint business plans (JBPs) that drive growth across both physical and digital shelvesPartner with Sales to reduce friction between ecommerce, wholesale, and retail channelsAmazon & Marketplace ManagementOwn Amazon channel performance across Vendor Central and Seller CentralDrive revenue through pricing strategy, promotions, content optimization, and advertising (AMS)Ensure pricing integrity and brand control across marketplaces through proactive monitoring and enforcementIdentify and mitigate unauthorized seller activity and channel conflict risksPartner cross-functionally to implement scalable marketplace governance processesMonitor channel health including service levels, profitability, and competitive positioningChannel Governance & ComplianceEstablish and enforce MAP/iMAP policies across ecommerce channelsDevelop scalable processes to improve channel visibility, compliance, and accountabilityPartner with Sales, Marketing, Product and Legal to protect brand equity and pricing consistencyImplement tools and reporting to proactively monitor marketplace activity and violationsB2B2C & Wholesale EnablementDevelop ecommerce programs that enable distributors and partners to grow digital salesSupport portfolio consolidation strategies (multi-brand, one-PO selling) through ecommerce channelsEnsure consistent brand, pricing (MAP/iMAP), and product representation across partner platformsDigital Shelf & Conversion OptimizationOversee product content strategy leveraging PIM/DAM systems to ensure best-in-class digital shelf presenceEnsure alignment between retail and wholesale merchandising and ecommerce contentImprove conversion through enhanced content, SEO/SEM alignment, and customer experience optimizationMonitor and act on performance metrics including traffic, conversion rate, AOV, and ROASOperations, Forecasting & ExecutionPartner with Operations and Supply Chain on inventory planning, demand forecasting, and fulfillment alignmentAlign ecommerce demand with retail and wholesale promotions, resets, and seasonal cyclesCollaborate with 3PL partners to ensure service levels meet expectationsData, Analytics & Performance ManagementEstablish KPI frameworks and reporting cadence for ecommerce performanceDevelop ecommerce reporting views reflecting total account performanceLeverage analytics tools to drive data-informed decisions and optimizationMonitor competitive landscape, pricing, and market trendsKey RelationshipsVP of Marketing: Align on digital shelf, content strategy, and demand generationVP of Sales, Americas: Drive integrated commercial strategy across channels to maximize total omni-channel performanceDirector of Retail: Align in-store and ecommerce strategies, promotions, and account plans to maximize total omni-channel performanceDirector of Operations: Align inventory, forecasting, and fulfillmentProduct Management Leadership: Influence pricing, assortment, and product strategyQualifications Bachelor’s degree in Business, Marketing, or related field (MBA preferred) 8–12+ years of ecommerce, digital sales, and/or retail channel experience Demonstrated success in scaling revenue across ecommerce and retail-connected channels Experience in distribution-driven (2-step) business models preferred Proven ability to influence senior stakeholders and lead cross-functional initiatives Familiarity with Traction EOS principles and ability to implement them effectively. Willingness to travel for customer visits, trade shows, and team collaboration (15–25%).Benefits And PerksThe Malco Group recognizes the importance of offering comprehensive benefits and perks to its employees, including: 401k with company matching. Medical, Dental & Vision Insurance Company paid life insurance and paid short-term disability. Paid time off