Senior E-commerce Manager, Strategy & Channel Growth

Location: U.S. Remote, or Bellevue, WA Hybrid

HICC Pet is seeking an experienced e-commerce business leader to own the strategy, growth and financial performance of our online retail channels, including Amazon, Chewy, Petco and other strategic e-commerce partners.

This role will serve as the business owner for our e-commerce channels, with responsibility for revenue growth, profitability, retailer relationships, new product launches and channel expansion. The successful candidate will understand the distinct business models and customer dynamics of major e-commerce retailers and translate those insights into channel-specific growth strategies.

The role will also set the strategic direction for retail media and paid acquisition, including budget allocation, performance targets and investment decisions.

This position is ideal for someone who has managed a meaningful e-commerce business within an established consumer brand or successfully scaled a smaller brand through major online retailers.

What You’ll Be Doing

E-commerce Strategy and P&L Ownership

• Own the strategy, revenue growth, gross margin and overall financial performance of HICC Pet’s e-commerce channels.
• Develop annual and quarterly business plans based on company priorities, retailer opportunities, competitive activity and consumer trends.
• Establish channel-level revenue, profitability, market share and growth targets.
• Manage sales forecasts, budgets, promotional investments and resource allocation across e-commerce channels.
• Analyze channel performance and identify opportunities to improve sales, margin, conversion and long-term customer value.

E-commerce Retailer and Account Management

• Build strong relationships with buyers, category managers, vendor managers and other key contacts at, Chewy, Petco and additional retail partners.
• Lead joint business planning, business reviews, assortment discussions, promotional planning and growth initiatives.
• Identify opportunities to expand product distribution, online assortment and visibility across strategic retail accounts.
• Partner with retailers to resolve business issues and improve account performance.
• Represent HICC Pet in commercial discussions involving new products, promotions, pricing, inventory and channel investment.
• Develop relationships that create access to retailer programs, insights and growth opportunities.

New Product Launches and Channel Expansion

• Lead the commercial planning and execution of new product launches across online retail channels.
• Coordinate product setup, assortment, pricing, content, inventory, promotional support and launch timelines.
• Partner with Product, Brand, Supply Chain, Sales and Finance teams to ensure launch readiness.
• Identify opportunities to expand into new e-commerce channels, categories and retailer programs.

Retail Media and Performance Strategy

• Establish the strategic direction for retail media and paid acquisition across Chewy, Petco, iHerb and other relevant channels.
• Set channel budgets, performance expectations and investment priorities based on broader business goals.
• Connect media performance with sales, margin, conversion, customer acquisition and lifetime value.
• Review campaign results and identify opportunities to improve efficiency and incremental sales.
• Guide the work of the Paid Media Specialist, agencies and external partners.

Cross-functional Leadership

• Partner with Sales, Marketing, Product, Supply Chain and Finance teams to execute e-commerce priorities.
• Align sales forecasts, inventory plans and marketing investments with retailer expectations and growth targets.
• Communicate business priorities and performance insights to local and overseas stakeholders.
• Build scalable processes, reporting standards and operating rhythms for the e-commerce function.
• Provide leadership and coaching to future team members as the e-commerce organization grows.

What We’re Looking For

• 5+ years of progressive experience in e-commerce, digital commerce, retail account management or related commercial roles.
• Demonstrated ownership of e-commerce revenue, profitability or channel P&L.
• Direct experience managing business with at least one major online retailer or marketplace, such as Amazon, Chewy, Petco, Walmart or a comparable platform.
• Strong understanding of retailer business models, including 1P, 3P and marketplace operations.
• Experience building relationships with retail buyers, category managers, vendor managers or other commercial decision-makers.
• Proven ability to develop channel strategies and translate them into measurable business results.
• Experience launching new products, expanding online assortment or growing distribution through retail partners.
• Strong financial and analytical skills, including forecasting, budgeting, margin analysis and performance reporting.
• Ability to lead complex cross-functional initiatives across Sales, Marketing, Product, Supply Chain and Finance.
• Strong executive communication and presentation skills.

Preferred Qualifications

• Experience in pet care, pet food, CPG, consumables or another high-repeat-purchase consumer category.
• Experience working for a mid-sized or large consumer brand with an established e-commerce business. Or experience successfully scaling the e-commerce business of a startup or emerging brand.
• Demonstrated success transitioning a business or product portfolio from 3P to 1P.
• Familiarity with Amazon Vendor Central, Seller Central or similar retailer systems.
• Experience managing retail media strategy, agencies or internal Paid Media teams.
• Previous people-management experience.
• Experience working with global or cross-border teams.

How Success Will Be Measured

Success in this role will include:

• Sustainable e-commerce revenue and gross-margin growth.
• Stronger strategic relationships with Chewy, Petco and other priority retail partners.
• Successful new product launches and assortment expansion.
• Improved forecasting, inventory alignment and promotional planning.
• Progress toward the appropriate 1P, 3P or hybrid model for each channel.
• Better alignment between paid media investment and overall business performance.
• Scalable e-commerce processes, reporting and team capabilities.

Compensation Range: Annual Compensation $100,000-$160,000

Compensation will vary based on location, experience, seniority, and overall qualifications. Offers at the higher end of the range are less common and depend on the candidate’s overall qualifications

HICC America Corp. is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to status as a protected veteran or a qualified individual with a disability, or other protected status such as race, color, religion, sex, sexual orientation, gender identity, national origin or age.

HICC America Corp. has adopted a drug-free workplace policy. Working under the influence of drugs or alcohol is not permitted.

Any employment offer from HICC America Corp. is contingent upon the candidate having and maintaining a valid U.S. Work Authorization status throughout employment.