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Scentbird is seeking a Director of Integrated Commerce to lead all revenue channels outside the core monthly subscription business. Reporting to the CMO, you will own strategy and execution across wholesale retail (Walmart, Target, AutoZone, Meijer, Sam's Club, Costco), Amazon (primary channel, #1 category position), direct e-commerce (scentbird.com and drift.co), and on-air opportunities across US and international markets.
You will work at the intersection of merchandising, marketplace operations, key account management, and P&L ownership. Your primary KPI is channel revenue within approved margin parameters, and you are responsible for ensuring channels drive overall company growth while avoiding cannibalization.
Key responsibilities include:
**US Wholesale Retail:** Own sell-in, sell-through, and joint business plans for major retailers. Utilize your network to open new retail accounts and lead pitch presentations. Expand SKU and door count in existing accounts. Build line review calendars and lead buyer presentations, pricing conversations, and promotional negotiations. Manage brokers and manufacturer representatives. Own trade spend, deductions, chargebacks, and compliance with retailer requirements (routing, labeling, packaging). Work with Operations on case packs, retail-ready packaging, EDI, planogram execution, and replenishment forecasting. Drive in-store performance through retailer media networks and field merchandising partners.
**Channel Architecture and Governance:** Own price and pack architecture across DTC, Amazon, and retail to ensure each channel earns its place without undercutting others. Build channel P&L views with Finance (revenue, gross margin, contribution margin, trade/advertising load). Report channel performance to the executive team.
**Budget & Forecasting:** Lead forecasting for Integrated Commerce channels and annual budget planning.
**Owned E-commerce:** Grow total e-commerce revenue, revenue per visitor, and average order value through product page quality, cross-sell, bundling, gifting, and post-purchase offers. Own the e-commerce promotional calendar for both sites and align with acquisition and CRM calendars. Partner with Product and Engineering on catalog structure, merchandising tools, and site experience.
**Amazon:** Own the full Amazon business for both brands across US and international markets: catalog, content, pricing, inventory, advertising, and profitability in partnership with an agency. Manage the Amazon agency to deliver revenue KPIs while protecting margin. Own listing and brand store quality, A+ content, variation structure, Subscribe and Save economics, review velocity, and Buy Box integrity. Own advertising effectiveness (TACOS, ROAS) and promotional strategy. Forecast demand and manage FBA inventory. Set Amazon strategy and a la carte pricing for new product launches.
**Requirements:**
- 10+ years of experience in e-commerce, marketplace, or omnichannel commerce roles
- Proven track record managing multiple channels simultaneously with P&L accountability
- Experience with major retail accounts (Walmart, Target, or similar tier-1 retailers)
- Deep Amazon expertise (catalog management, advertising, FBA, pricing strategy)
- Strong financial acumen and ability to build and manage channel P&Ls
- Experience with wholesale distribution and key account management
- Demonstrated ability to manage cross-functional teams and stakeholders
- Excellent analytical and problem-solving skills
- Experience with e-commerce platforms and merchandising optimization
**Nice to Have:**
- Category experience in Aircare
- Experience launching wholesale distribution into a new country outside the US
