JOB SUMMARY

The Director of Retail Sales Strategy represents Onnit within the Unilever Wellbeing Collective and is accountable for strengthening ONNIT’s sales planning discipline across all classes of trade. We need someone who will be a leader of leaders who will see beyond the horizon to find opportunities and anticipate challenges. This role plays a critical role in developing and building the strategic growth for the Onnit brand, including the go-to-market strategy for long-term growth and profitability.  This role requires a highly strategic, data driven and collaborative leader with deep experience in omni-channel sales within high growth CPG environments.  

KEY RESPONSIBILTIES

Annual & Long Range Sales Planning
•    Build the annual sales plan in partnership with Sales, Finance, Marketing, and Supply Chain
•    Translate ONNIT’s goals into channel, customer, and product level targets
•    Develop long range demand and revenue forecasts to support strategic planning

Forecasting & Demand Planning
•    Own the S&OP forecast process, including cadence, accuracy tracking, and scenario modeling
•    Partner with Demand Planning/Supply Chain to ensure inventory availability and minimize out of stocks
•    Identify risks and opportunities versus plan and communicate them proactively

Sales Performance Management
•    Track performance against plan at customer and product levels while meeting revenue & profit targets
•    Build dashboards, scorecards, and KPIs that give Sales leaders actionable insights
•    Analyze trends to identify growth opportunities or performance gaps

Go to Market & Commercial Strategy Support
•    Support pricing and promotional strategy in order to mitigate channel conflict while simultaneously meeting topline and profitability objectives including but not limited to PPA, display and merchandising strategy, and SKU rationalization 
•    Partner with internal teams in the development of innovation and actively contribute to the commercialization process through assessing size of prize and collaborating with finance to determine costing model
•    Provide data driven recommendations to optimize mix, margin, and customer profitability
•    Execute shopper marketing initiatives at key retailers

Cross Functional Alignment & Communication
•    Act as the connective tissue between Sales, Finance, Marketing, and Supply Chain
•    Translate strategy into clear, actionable plans for field teams
•    Ensure consistent communication of goals, expectations, and performance

Category Insights & Analytics
•    Lead analysis and provide insights from customer-specific and syndicated data.  
•    Lead development of selling stories on innovation with customers 
•    Build models to support scenario planning, pricing decisions, and resource allocation
•    Provide insights that shape commercial strategy and investment decisions

Candidates are not required to reside in Austin, Texas but must be willing to travel as needed to support business operations.

QUALIFICATIONS

•    10+ years of experience in CPG Sales with people leadership experience and proven track record of success working in sales planning, customer development, category management, and trade planning.
•    An inclusive leader with strong communication skills, a passion for team development and a high degree of comfort in giving and receiving actionable feedback.  
•    Ability to influence cross-functionally and build capabilities for the entire organization – with a passion for problem-solving, collaboration, digging into the details, and rolling up sleeves to make things happen.
•    Proven ability to work with all levels of leadership + functions across key customers to build best-in-class partnerships
•    Entrepreneurial spirit, tenacity, dependability, integrity, and innovative sensibility
•    Personally and professionally motivated to deliver results and get things done
•    Robust analytical skills with experience in driving the P&L and successfully leading cross-functional teams through challenging business environments.
•    Expert storyteller with the ability to translate data into insights and distill disparate learnings into cohesive plans to drive the business – capitalizing on opportunities and mitigating threats.
•    Sharp organizational skills and the ability to multi-task and thrive in a dynamic, deadline-driven environment.
•    Superior presentation and communication skills (written and verbal).

The Director, Paid Performance owns paid media end to end. Google first, Meta second, with eventual oversight of every channel where we put a dollar in front of a customer. Strategy, in-platform execution, agency oversight, and the unit economics that decide what we keep spending on. Hands-on in the accounts now, transitioning to agency oversight once the foundation is rebuilt.

What You Own

• Paid acquisition strategy and in-platform execution across Google and Meta
• New-customer CAC, blended CAC, CAC payback, LTV-to-CAC, subscription attach rate
• Testing infrastructure: incrementality, holdouts, geo tests, creative experimentation
• Channel mix, budget allocation, and weekly performance reporting to CMO and CEO
• Agency relationships once the foundation is rebuilt
• Cross-functional partnership with brand, creative, lifecycle, retention, and finance

Required Experience

• 6 to 8 years in paid media, with at least 4 years at digitally native DTC brands
• Demonstrated ownership of paid budgets at $4M+ annually, ideally in subscription or supplement
• Hands-on operator in Google Ads (Search, Shopping, PMax) and Meta Ads Manager
• Track record of running incrementality tests (geo holdouts, conversion lift, PSA baselines)
• Fluency in Shopify, GA4, customer match, server-side tracking, and modern attribution
• Experience transitioning paid programs between in-house and agency models

Required Skills

• Builds campaigns, writes keyword and negative lists, reads search terms reports daily
• Designs experiments with intent and reads them with statistical discipline
• Holds agencies, attribution platforms, and platform-reported numbers to a higher standard
• Communicates performance in numbers, not narratives
• Owns CAC publicly, without hiding behind blended metrics or favorable date ranges

How We Work

• DTC obsessed, data first, iterative testing as the default
• Direct communication and short feedback loops
• Open to being wrong when the data says so
• Growth as the actual work, not a buzzword

First 90 Days

• Read every active campaign across Google and Meta, surface waste and opportunity
• Stand up a single weekly report on new-customer CAC and payback for CMO and CEO
• Launch at least two incrementality tests with clear hypotheses and read dates
• Recalibrate New Customer Acquisition setup with sized customer match lists and LTV-based values
• Define the agency operating model: remediate, transition, or replace

Overview
The Director of Amazon owns the Amazon channel as a revenue and conversion engine, with full accountability for driving profitable growth across the business. This role is responsible for developing and executing strategies that increase revenue, improve contribution margin, and enhance customer engagement across the Amazon ecosystem.
This role operates with a GM mindset, owning the Amazon P&L and leading cross-functional efforts across performance marketing, creative, and operations to maximize total channel performance. The Director of Amazon is accountable for how effectively traffic converts into revenue and plays a critical role in scaling the channel efficiently.

Key Responsibilities

Business Leadership & Strategy
•Own Amazon P&L, including revenue, contribution margin, and forecasting
•Develop and execute growth strategies across acquisition, conversion, and retention
•Define and deliver annual and quarterly plans aligned with broader business goals
PDP & Conversion Optimization
•Own end-to-end performance of product detail pages across the Amazon catalog
•Lead PDP optimization strategy across images, copy, A+ content, and brand store
•Establish and manage a structured testing roadmap to improve conversion rates
Pricing, Promotion & Demand Strategy
•Own pricing strategy and promotional calendar across all SKUs
•Optimize Subscribe & Save, bundling, and cross-sell strategies
•Balance revenue growth, margin, and brand positioning in all decisions

Catalog & Merchandising
•Own catalog structure, assortment strategy, and variation architecture
•Improve discoverability and merchandising across the digital shelf
•Identify opportunities for assortment expansion and optimization
Inventory & Demand Alignment
•Partner with supply chain and demand planning to align inventory with demand
•Ensure in-stock rates and inventory efficiency across key SKUs
•Align promotions and growth initiatives with inventory availability
Performance & Paid Media Alignment
•Partner with Performance Marketing to align spend with conversion performance
•Ensure PDP quality and conversion readiness before scaling media investment
•Use performance insights to guide prioritization and optimization

Marketplace Operations
•Oversee listing health, suppressions, and backend catalog accuracy
•Ensure operational excellence across the Amazon channel
•Manage execution of catalog updates and issue resolution

Cross-Functional Leadership
•Collaborate with Performance Marketing, Creative, Supply Chain, and Finance
•Drive alignment across teams to improve total channel performance
•Lead external partners (including retail media agency) where applicable

Success Metrics
•Revenue growth with improved contribution margin
•Increased conversion rates across key SKUs
•Reduced reliance on discounting
•Improved efficiency of paid media (blended ROAS / TACOS)
•Strong in-stock rates and inventory performance
•Increased organic revenue contribution

Qualifications

•8–10+ years of ecommerce or digital marketing experience, with strong Amazon expertise
•Deep experience with Amazon Seller Central and marketplace best practices
•Strong understanding of P&L management and performance-driven growth
•Experience leading cross-functional teams and external partners
•Proven track record of driving revenue growth and operational improvements
•Analytical mindset with ability to translate data into action

Candidates are not required to reside in Austin, Texas but must be willing to travel as needed to support business operations.