Senior Director, eCommerce Sales

job purpose:  

The Senior Director, eCommerce Sales owns fairlife’s most important digital customer — Amazon — and leads the company’s eCommerce sales across Amazon and intermediary platforms. As the executive relationship owner and commercial lead, this role is accountable for the Amazon P&L, joint business plan, and profitable growth, and for building the sales strategy and account plans that turn fairlife’s digital commerce strategy into in-market results. Partnering closely with Digital Commerce (owner of the enterprise digital commerce strategy and cross-platform investment approach), Connections (Amazon media), and the NAOU Retail team, the Senior Director represents the digital customer and account perspective across the Retail Sales and Commercial leadership teams and strengthens fairlife’s position as a preferred partner as we unlock supply and scale. 

responsibilities:  

• Lead a team accountable for fairlife’s eCommerce sales strategy and account plans across Amazon, retailer.com and intermediary platforms, partnering with Digital Commerce (owner of enterprise digital commerce strategy and the cross-platform investment approach).  

• Serve as executive relationship owner for Amazon; lead the annual JBP, growth plans, AVN negotiations, and senior-level engagement.  

• Own the Amazon P&L, volume targets, profitability, forecasting, and supply alignment.  

• Own Subscribe & Save / subscription growth on Amazon.  

• Lead sell-in and commercialization of innovation in digital channels, partnering with RGM/Commercial on the OBPPC framework.  

• Represent the digital customer and account perspective to the Retail Sales and Commercial leadership teams.  

• Partner closely with the NAOU Retail team.  

 

skills/qualifications required:  

• 12+ years of progressive experience in sales, eCommerce sales, customer development, account management, or related commercial roles  

• Strong experience in consumer goods, beverage, or retail-driven environments, with demonstrated success leading complex, high-growth customer relationships  

• Deep knowledge of Amazon’s retail ecosystem and demonstrated experience developing and executing Amazon or comparable strategic eCommerce customer plans  

• Proven P&L ownership with strong commercial acumen across revenue growth, profitability, forecasting, supply, assortment, pricing, and negotiations  

• Demonstrated experience leading Joint Business Planning and senior-level customer relationships and negotiations  

• Strong understanding of eCommerce growth drivers, including subscription, assortment, digital merchandising, retail media, and commercialization of innovation  

• Proven ability to build, lead, and develop high-performing sales teams  

• Collaborative leader with demonstrated ability to influence across Sales, Digital Commerce, Commercial, RGM, Supply Chain, Finance, and Marketing  

• Exceptional communication, negotiation, and executive presence skills  

• Bachelor’s degree required; MBA or advanced degree preferred  

• Ability to thrive in a fast-paced, entrepreneurial environment  

how fairlife nourishes you: 

At fairlife, we believe in better — and that includes how we support our people. We offer a comprehensive suite of benefits and wellbeing resources designed to support you physically, emotionally, socially, and financially, both in and out of work. 

• Comprehensive medical, dental, and vision coverage, effective day one! 

• Supplemental health plans (hospital indemnity, accident, and critical illness insurance) 

• Paid Time Off