Westin Furniture is a multi-brand outdoor furniture company operating across direct-to-consumer and major retail ecommerce channels. Our portfolio includes WestinTrends, CostaElm, supported by warehouse operations in California and Georgia with manufacturing & sourcing operations in China. We are investing in data infrastructure, talent, and channel discipline to grow profitably across the U.S. ecommerce landscape.
Position Summary
The Director of Ecommerce owns Westin's U.S. 1P and 3P marketplace business. This role is accountable for the revenue, contribution margin, and brand presence across our retailer accounts — from strategy and account management to retail media execution and operational compliance. The Director leads the account management team, sets channel and pricing strategy, and partners closely with Marketing, BI, Operations, and Finance to deliver profitable growth. This is a builder role. The successful candidate will operate at both the strategic and tactical levels — defining where we play and how we win, then driving the team to execute against clear, measurable scorecards.
Channel Scope
The Director is accountable for Westin's U.S. ecommerce performance across Wayfair, Amazon (1P Vendor Central and 3P Seller Central), Walmart.com and Walmart+, Target.com and Target+, HomeDepot.com, Lowes.com, Overstock and Bed Bath & Beyond, and other leading U.S. marketplaces as identified and prioritized.
Key Responsibilities
Strategy & P&L Ownership
- Channel P&L: Own revenue, contribution margin, and profitability at the channel and SKU level. Manage the gross-to-net waterfall, including allowances, co-op, MDF, returns, and chargebacks.
- Channel Strategy: in collaboration with senior leaderships, define where Westin plays, how it wins, and how it differentiates across each retailer. Set distribution strategy and channel-exclusive SKU segmentation across brands.
- Pricing Strategy: Define pricing architecture across channels — entry, mid, and premium tiers; promotional pricing; competitive response; and price floor governance in partnership with the CS team.
- Budgeting & Forecasting: Build and own annual budgets, forecasts, and monthly performance commitments by channel.
- Channel Conflict Management: Actively adjudicate cannibalization and brand positioning across Westin portfolio of brands and accounts, in close collaboration with leadership and channel peers on the brick & mortar side of the business.
Catalog, Content & Conversion
- Catalog & SKU Strategy: With leadership and Director of Product Management, decide which SKUs go where, drive new item setup velocity, and rationalize underperforming assortments. Build the new-item launch calendar by channel.
- Content Performance: Own PDP conversion outcomes — A+ content, enhanced content, imagery, video, and copy testing. Partner with the Salsify syndication team in Marketing to distribute, but own whether the content performs.
- Reviews & Voice of Customer: Drive review velocity programs (Vine, etc.), monitor and respond to ratings trends, and feed defect-driven insights back to product and operations.
Retail Media & Advertising
- Retail Media Strategy: Own Amazon Ads, Walmart Connect, Criteo (Target), Wayfair Sponsored, and equivalents across channels. Set TACoS targets, budget allocation, and SKU-level ROAS targets.
- Performance Accountability: Drive SKU-level performance visibility and accountability across the retail media team. Close the loop between ad spend, organic ranking, share of voice, and contribution margin.
- Tentpole Event Planning: Lead six-month-plus planning for Way Day, Prime Day, Black Friday/Cyber Week, Memorial Day, Labor Day, and other major events across content, inventory, ad spend, and pricing.
Retailer Relationships
- Account Ownership: Serve as senior point of contact for Wayfair, Amazon, Walmart, Target, Home Depot, Lowe's, and other key partners. Lead joint business planning, line reviews, and category captain conversations.
- Vendor Management: Manage 1P merchant relationships across Vendor Central, Item 360, Wayfair partner platforms, and equivalent retailer tools.
- Drive Collaborative Sales: In true omni-channel fashion, collaborate with brick & mortar counterparts to drive strategic growth.
Operations & Compliance
- Demand Planning & Inventory Positioning: Support supply chain counterparts in setting channel-level forecasts and stocking decisions across FBA, WFS, CastleGate, and owned warehouses (Westin CA and GA).
- Operational Compliance: In support of operations, drive OTIF, MSBD compliance, routing accuracy, and content compliance across retailers. Reduce chargebacks and defect rates as a margin lever, not just a quality metric.
- Marketplace Expansion: Evaluate and prioritize emerging U.S. channels and recommend entry or pass decisions with supporting business cases.
Leadership & Team Execution
- Team Management: Lead, coach, and hold accountable the account management team. Set clear scorecards and review cadences.
- Hiring & Development: Recruit, hire, and train account managers and channel specialists. Build a bench.
- Cross-Functional Partnership: Operate effectively at the seams with Marketing (Salsify, brand, creative), BI (Power BI), Operations (warehousing, fulfillment), Sellercloud CS, and Finance. Drive a culture of ownership, urgency, and measurable results.
Tools & Systems
- Salsify: Content syndication, supported by a dedicated team in Marketing.
- Sellercloud: Marketplace operations, pricing enforcement, and channel management, supported by a dedicated CS team.
- Power BI: Business intelligence and reporting platform (currently being implemented across the organization).
- Retailer Platforms: Vendor Central, Seller Central, Walmart Item 360, Wayfair Partner Home, Target Plus Partners, Home Depot, and equivalents.
Required Qualifications
- 8+ years of progressive ecommerce experience, with at least 3 years leading multi-channel 1P and 3P marketplace businesses.
- Proven P&L ownership at a director level, including contribution margin accountability — not just top-line revenue.
- Deep hands-on experience across Amazon (1P and 3P), Wayfair, Walmart, Target, and Home Depot. Familiarity with the specific operational and merchandising mechanics of each.
- Demonstrated success building and leading account management teams, including hiring, coaching, and performance management.
- Strong command of retail media — Amazon Ads, Walmart Connect, and equivalents — with the ability to set ROAS/TACoS targets and hold teams accountable to them.
- Experience managing retailer relationships at the merchant and category-manager level, including JBPs and line reviews.
- Strong analytical orientation. Comfort with SKU-level performance data, contribution margin analysis, and BI tools (Power BI, Tableau, or equivalent).
- Track record of operating in fast-moving, multi-brand environments and managing channel conflict thoughtfully.
- Bachelor's degree or equivalent experience.
Preferred Qualifications
- Furniture, home, or large-parcel ecommerce experience.
- Direct experience with Salsify and Sellercloud (or comparable PIM and channel management platforms).
- Experience working with offshore or distributed teams.
- Experience launching products on new marketplaces and evaluating channel entry decisions.
- Bachelor’s degree in Marketing, Business, Economics, or similar major is preferred. MBA is a bonus.
Success Metrics
- Revenue and contribution margin by channel
- Buy box / share of shelf percentage
- Conversion rate by channel and key SKU
- Content score / PDP completeness
- Retail media efficiency (ROAS, TACoS) by channel
- OTIF / MSBD compliance and chargeback rate
- Return rate and review/rating trends
- New item launch velocity and ramp
- Team retention, engagement, and capability growth
How to Apply
Submit your resume and a brief note describing the most significant 1P or 3P channel result you have personally delivered — what the situation was, what you did, and what the outcome was in revenue and margin terms.
Pay: $120,000.00 - $165,000.00 per year
Benefits:
- 401(k) matching
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Work Location: In person
