Consultant (C2C), eCommerce Sales (Amazon & Costco)

About the position

HNI Corporation is a global family of brands for the workplace and home dedicated to enhancing the spaces where we live, work, and gather. We pride ourselves on fostering an environment where we make a positive impact on others; upholding our beliefs in integrity, inclusion and belonging. We are looking for a dynamic and results-driven Director of eCommerce Sales to lead our Workplace Furnishings relationship with Amazon and Costco! The ideal candidate will have a proven track record in eCommerce sales, particularly with experience as an Amazon Vendor Manager. This role will be responsible for developing and executing growth plans, managing the P&L, and working with cross-functional teams to drive online sales. The Director of eCommerce Sales will play a critical role in achieving revenue targets and identifying growth opportunities for our office furniture categories.

Responsibilities

• Develop and execute growth strategies for Amazon and Costco, focusing on expanding our product portfolio and driving sales in all office furniture categories.
• Schedule and lead quarterly face-to-face meetings with Amazon and Costco to review performance and strategize future growth opportunities.
• Own the ecommerce P&L, including sales and spend forecasting, negotiations, and identifying growth opportunities.
• Oversee retail pricing, monitor buy-box trends, and collaborate with leadership to ensure competitive market pricing.
• Strengthen and grow the established relationship with Amazon, addressing priority needs such as contract negotiations and outstanding tickets.
• Collaborate with internal cross-functional teams (supply chain, customer service, finance, marketing, merchandising, and content production) to optimize online sales opportunities.
• Analyze market data to identify product portfolio gaps and develop strategies to address them.
• Educate the organization on Amazon and broader ecommerce business practices and develop test-and-learn initiatives to advance our ecommerce capabilities.
• Create and deliver clear and concise presentations to communicate findings and recommendations to internal and external stakeholders.
• Work with product and supply chain teams to ensure consumer-ready packaging, complete technical specifications, and optimal inventory levels.

Requirements

• Minimum of 7+ years of relevant experience in ecommerce sales, with at least 2-3 years working in category sales or management at an online marketplace.
• Previous experience as an Amazon Vendor Manager is required.
• Hands-on experience with Amazon Vendor Service (AVS), Amazon Seller Central, Amazon Vendor Central, Wayfair, Costco, and Walmart.
• Proven track record of P&L management and driving portfolio expansion and contraction decisions based on market data.
• Strong problem-solving and analytical skills, with the ability to manage multiple cross-department projects.
• Excellent written and verbal communication and presentation skills.
• Demonstrated critical thinking ability, strong organizational skills, and attention to detail.
• Collaborative approach to working with support teams and respect for their workloads and priorities.
• Ability to provide concise communications to streamline discussions and accept constructive feedback.

Nice-to-haves

• Bachelor's degree in Business, Marketing, or a related field.
• Experience in the office furniture industry or a related sector.
• Familiarity with ecommerce marketing strategies and tools (e.g., AMS, content optimization, inventory management).