E-commerce Business Development Sr. Manager

About the Job

The E-commerce BD Sr. Manager leads the company's digital and ecommerce business development planning & execution and is responsible for delivering the company's ecommerce revenue, profit, and household penetration objectives across Amazon, TikTok Shop, and emerging digital commerce platforms. This role owns channel strategy, customer P&L management, annual business planning, and identification of new routes-to-market that expand Gold Bond's digital footprint and household penetration. Collaborating closely with the Senior Manager of Performance Marketing and Content, this position also guides digital brand presence, new product launches, and the use of ecommerce as a testing and validation ground.

Main Responsibilities

Amazon 1P Strategy & Management

• Lead the company's Amazon strategy as a 1P Vendor Central including the annual Joint Business Planning (JBP) process with Amazon.
• Manage Amazon forecast accuracy, inventory health, chargebacks, operational performance, and promotional planning.
• Develop plans to expand category share, improve assortment penetration, and maximize profitability.
• Partner with Amazon retail support (MPG), media (MPG/Sr. Manager PM), and supply chain team to unlock growth opportunities.
• Use Amazon as a strategic launchpad to test new products and validate consumer acceptance before transitioning to brick-and-mortar distribution, in close partnership with the marketing and product teams.
• Collaborate continuously with Sr. Manager of Performance Marketing to optimize platform performance through catalog management, content enhancements, and digital advertising (including Sponsored Products, DSP, and Brand Stores).

TikTok Shop Growth

• Develop and scale creator-led commerce strategies, including affiliate programs and influencer partnerships.
• Partner with agency teams to optimize TikTok Shop Ads, affiliate activation, and conversion performance.
• Identify opportunities in livestream commerce and creator collaboration programs.
• Manage TikTok Shop GMV, conversion, traffic, and profitability targets.
• Partner with our third-party fulfillment solution (L&R) to scale ecommerce efficiently and improve service levels across multiple channels.
• Define platform-specific tactics to grow sales, improve the customer experience, and strengthen the company's digital shelf presence.

New Channel Development

• Identify, evaluate, and launch emerging ecommerce opportunities including social commerce, marketplace partnerships, health and wellness marketplaces, and B2B digital channels.
• Build business cases and financial models to assess market attractiveness, investment requirements, and profitability potential.
• Lead pilot programs and test-and-learn initiatives to validate new channels before larger-scale investment.
• Develop strategic relationships with platform partners to secure growth opportunities, beta programs, and enhanced merchandising support.

Digital Brand & Marketing Presence

• Work in close collaboration with the Sr. Manager of Performance Marketing and Brand Marketing to ensure brand alignment across digital touchpoints.
• Define the company's presence on ecommerce platforms, balancing performance with storytelling and brand consistency.
• Serve as the organization's lead in shaping the ecommerce digital brand strategy—across both consumer and professional audiences.

Product Launch Enablement

• Partner with marketing to execute digital-first launches and support test-and-learn strategies.
• Monitor results and recommend go-to-market plans for broader rollouts.
• Use ecommerce insights to shape product positioning, packaging, and feature messaging.

P&L and Advertising Accountability

• Manager customer P&Ls to ensure profitable growth across all platforms.
• Monitor and report on key performance indicators (e.g., revenue, ROAS, CAC, conversion rates), making data-informed decisions to adjust investments.
• Collaborate with finance, supply chain, and analytics teams to ensure alignment between forecasts, performance, and resource allocation.

Partner and Platform Oversight

• Serves as the enterprise leader for ecommerce business development, influencing cross-functional teams, agencies, retailers, and platform partners to deliver growth objectives despite having no direct reports.
• Identify and support cross-functional teams to deploy tools and technologies to support ecommerce operations, marketing performance, and channel growth.

Core Competencies

• Entrepreneurial Growth Mindset: Crafts and executes a forward-looking roadmap for ecommerce expansion and has demonstrated the ability to identify whitespace opportunities, launch emerging channels, test new business models, and scale successful initiatives into meaningful revenue streams.
• Fiscal Accountability: Manages customer P&L and collaborates on advertising spend with a focus on profitability and ROI.
• Ethics & Integrity: Leads with honesty, transparency, and brand stewardship.
• Accountability & Dependability: Consistently meets performance targets and follows through on strategic initiatives.

Success Measures

• Amazon Net Sales and TikTok Shop GMV
• New Channel Revenue Contribution
• Customer P&L
• Brand Share Growth at Amazon and TikTok Shop
• Forecast Accuracy
• Conversion Rate
• New Product Launch Success
• Digital Shelf Availability

About You

Basic Qualifications

• Bachelor's degree required.
• 7+ years of ecommerce, marketplace, or omnichannel business development experience.
• Deep expertise managing Amazon Vendor Central (1P) businesses.
• Experience leading customer negotiations, annual business planning, and commercial agreement discussions with major ecommerce retailers and marketplace platforms.
• Proven ability to influence cross-functional stakeholders across marketing, supply chain, finance, and sales functions.
• Experience launching and scaling social commerce initiatives, including TikTok Shop.
• Demonstrated success managing multimillion-dollar customer P&Ls.
• Strong analytical skills and knowledge of ecommerce tools (e.g., ARA, DSP, Amazon Ads, Google Analytics).
• Proven ability to collaborate across teams and lead external agency relationships.

Preferred Qualifications

• Experience within CPG, health & beauty, personal care, or wellness categories.
• Experience with Amazon Retail Analytics Premium (ARA), Vendor Central, DSP, AMC, and retail media platforms.
• Knowledge of marketplace fulfillment, inventory planning, and demand forecasting.