Expert, Senior
Head of Online Sales
Position Summary
Role and Responsibilities
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Revenue Ownership Own overall online revenue, profitability, and growth. Define channel mix strategy, set targets, and drive sustainable growth through pricing discipline, non-price initiatives (assortment, bundling, channel exclusives), and new commercial initiatives aligned with growth strategy (new channels, partnerships, segment expansion).
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Channel & Partnership Leadership Lead new channel expansion and partnership development (marketplaces, emerging channels, B2B segments). Secure alignment with partners on commercial strategy, volume targets, and mutual growth objectives.
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Sales Leadership Partner with Sales Leads to develop category/channel strategies aligned with overall direction. Challenge their thinking, build capability, and ensure strategies are bold, realistic, and well-reasoned.
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Forecasting & Execution Own demand forecasting accuracy and weekly sales performance tracking. Review forecasts, validate assumptions, and ensure Sales Leads adjust plans based on market signals and execution reality.
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Supply Balance Ensure aggressive sales plans supported with stable supply. Translate commercial targets into inventory requirements with Business Units; own accountability for aging inventory resulting from commercial decisions.
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Stakeholder Alignment Ensure cross-functional alignment across Business Units, marketing, operations, and finance on commercial priorities. Resolve conflicts and drive partnership decisions with commercial judgment.
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Continuous Learning & Performance Lead weekly and post-campaign reviews to extract learnings, track KPIs (revenue, conversion, margin), and translate into continuous improvements. Build a high-performing sales organization.
Skills and Qualifications
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Minimum 10+ years of eCommerce or online sales leadership experience, with at least 5 years in a strategic leadership role directing sales teams or channel strategy.
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Proven track record owning P&L outcomes in competitive, fast-paced online retail or marketplace environments.
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Deep understanding of eStore operations, marketplace mechanics, voucher and promotion governance, and online customer journeys.
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Strong analytical capability with experience tracking and optimizing KPIs (revenue, conversion rate, traffic, AOV, margin).
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Demonstrated ability to lead, develop, and hold teams accountable through clear expectations, coaching, and consistent performance management.
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Excellent cross-functional collaboration skills; ability to align stakeholders across supply chain, marketing, operations, and finance around commercial goals.
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Strategic thinking with strong operational discipline; comfort balancing bold commercial ambition with realistic execution constraints.
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