HOME BASED / SEATTLE, WA – With more than 200 digital commerce searches each year, EcommerceRecruiter.com is the leading contingency-based executive search firm serving the Shop.org, Ad:Tech, and IR-500 communities. To opt-in to our popular “Ecommerce Job of the Day” email, click here. (Simply unsubscribe at the end of your job search.)
One of the coolest home based ecommerce jobs jobs around!
HARRY’S COMMENTS: We are working with Libbey in their search for a home based Retail National Accounts Manager for Ecommerce — based in Metro Seattle. That’s right: Home based. But based in the Seattle metro area. Meaning, you might have to move to Seattle in order to work from home.
Because Seattle’s where the Mothership is.
If you’ve seen the May issue of Internet Retailer magazine, now doubt you were as knocked out by the Amazon cover story as I was. Let me give you some stats on just how massive Amazon has become …
- In 2016, Amazon grew its product sales by ~25% to $124 billion, a figure that represents nearly 31% of the IR 1000 online sales total. One company out of a thousand, doing nearly a third of all online sales. Yikes.
- Internet Retailer estimates that in the US alone, total sales transacted on Amazon-owned sites reached $147 billion (up 31% from 2015).
- Roughly 50 million US household subscribe to Amazons Prime loyalty program.
- Last December, Prime purchases account for 57% of total US Amazon purchases, up 46% from a year earlier.
- Nearly half of all Prime members buy something online once a week, and 81% of Prime shoppers say they “always or frequently” research products online before buying in stores.
Basically, Amazon is reinventing the industry right underneath our feet.
Amazon continues to invest heavily in expanding the Prime offering with over 50 million items now available for two-day, next-day, or same-day delivery … On top of 1-click ordering … An endless aisle … MAP pricing … A site that gets smarter about your needs and values each time you click … Plus a whole lot more. It’s irresistible.
Which is precisely the point.
By now Amazon just seems to have its own gravitational pull over consumers. I remember reading in last years letter to shareholders, Jeff Bezos said “Our goal with Amazon Prime is to make sure that if you are not a Prime member, you are being irresponsible.”
And so it is.
In its Q1 ’17 analyst call, Amazon indicated that its fulfillment center buildout to support Prime/FBA growth will weigh on North American margins through 2017, which some analysts believe is “a justified investment in the Prime flywheel.” Meaning, the institutional investment community continues to hold Amazon to a different standard than it holds traditional retailers.
Whether that’s good or bad is a story for another day.
Today, we’re discussing what some branded manufacturers are doing to use Amazon’s ascent as a growth engine. Believe it or not, the rise of Amazon is actually WONDERFUL NEWS for companies that that have real R&D functions, robust manufacturing operations, and vibrant, dearly beloved consumer brands — yet until now remained largely on the IR-500’s sidelines because they simply lacked the ecommerce infrastructure to build direct-to-consumer relationships. Today, 3rd party markets like Amazon and Walmart / Jet make all that possible.
Such is the case with Libbey.
Libbey is a U.S. designer, manufacturer and distributor of glass tableware products. The company serves three main markets: food service, retail and business-to-business. The firm’s corporate headquarters are in Toledo, Ohio. In addition to its manufacturing plants in Louisiana and Ohio, Libbey has productive facilities outside the United States in Mexico, Portugal, the Netherlands and China, and nearly 80% of Libbey’s sales are generated within North America, and online is an increasingly important aspect of how Libbey goes to market.
Libbey is literally a household name. Not many other companies can say that.
About the Role
As Libbey’s new Retail National Accounts Manager for Ecommerce, you will work remotely to grow revenue and manage the sales and profit with e-tailers established within an assigned U.S. account base. Initially, your activities will center around Amazon — which is why you’ll be based in metro Seattle. We’re looking for a dynamic, business oriented CPG Sales pro to drive new product distribution, promotions, and category management while leading sales and assisting with marketing and program development for all ecommerce partners and initiatives.
You’ll work across sales, senior management, customer service, revenue management, marketing, manufacturing, content and supply chain operations — so you’ll need to really understand what makes those executives tick. Reporting to the Director of Retail National Accounts, you’ll be responsible for growing Libbey’s online business with assigned accounts in line with Libbey’s overall corporate strategy.
You’ll have responsibility for ecommerce growth for your designated accounts base, including (but not limited to) managing online sales plans and execution, collaborating with marketing to facilitate brand and promotional program presentations on retailer sites, and assisting in the delivery and optimization of digital marketing campaigns and best in class online product presentation.
This is an EXTREMELY high profile job.
As usual, we spent a ton of time on the phone with this client teasing out exactly what you’ll need to KNOW and DO to hit the ground running in this role. Truly, there were FIVE Libbey execs on our intake call. Some of the things we can share with highly qualified candidates include …
- The “real” background requirements for this position, along with the top five things all resumes MUST have to be considered for the role.
- The top five problems that exist due to this position being open. These are the little fires you will be expected to put out during your first month on the job. Every job has these — whether your recruiter wants you to know about them or not!
- What your average day / week will look like in this role. There’s what you read in the standard job posting … then there’s reality. We’ve got the reality.
- The top KPI’s that will determine your success in this role. In a nutshell: How you keep score.
- The major projects you’ll need to complete by Day 100 to be considered a home-run in this position. We’ve got the lowdown on how you can plug-and-play and drive REAL value in this job.
We have a massive amount of proprietary intel to share with qualified candidates. Our industry research for this assignment exceeds 100 pages! Be sure to TEXT me, Harry Joiner, for this info at (404) 281-2025.
Or simply use the email link when you apply for the role below.
- Amazon reporting, analysis, optimization and implementation.
- Create and communicate a monthly performance and key metric scorecards for respective e-tailer accounts.
- Generate accurate forecast monthly and provide meaningful insights on customer and market performance to increase sales and share.
- Develop, implement and communicate business programs and initiatives with E-Commerce customer(s) in support of mutual business growth and objectives. This includes the understanding of effective investment of trade, eCommerce media and brand marketing budget across variables including assortment and pricing. Actively monitor, report and improve on these programs in conjunction with marketing team.
- Coordinate and lead E-Commerce-related operations and supply chain related initiatives for key e-tailer accounts. Track/Manage e-tailer operational metrics and benchmarks including fill rates, operational efficiencies and logistics execution.
- Actively leverage learnings and expertise from Amazon.com into the rest of the business to improve other e-tailer/customer e-commerce strategies and plans.
- Foster relationships within key customers and retail partners to develop understanding of key priorities and business philosophies. Represent eCommerce Sales in customer dialogue/meetings. Lead negotiations with new sales partners. Lead Sales-specific eCommerce planning with customers and internal peers, including assortment mix and pricing.
- Evaluate potential third party relations partners in conjunction with eCommerce, Sales and Marketing teams.
- Conduct market research and analysis to understand customer needs and identify opportunities for new business
- Effectively manage the sales pipeline by utilizing Libbey’s CRM tool
- Design effective sales tools including presentations, samples, reports, etc.
- Partner with forecasters/planners and Customer Service for effective production planning and service
- Work cohesively with internal teams to communicate customer requirements and opportunities (product and service opportunities, special developments, competitive information, or feedback gathered through field activity)
- As and when needed, manage support staff. Actively develop the careers of direct reports within a learning environment that encourages them to become subject matter experts and future leaders.
- Attend Libbey sales & business meetings, training events and Industry Trade shows (including International Housewares Show, Chicago, IL and New York Tabletop Spring & Fall shows)
- Provides subject matter expertise in current industry best practices and relevant innovation ensuring a best in class consumer experience to drive revenue.
- Provides oversight into the definition and prioritization of enhancements and development roadmaps for features and functionality that deliver revenue growth opportunities.
- Liaises with business unit stakeholders, utilizes analytics, reviews customer research and competitive analysis to create consumer engagement and grow revenue.
Requirements & qualifications:
- Must be able to work remotely from the Seattle, Washington area.
- 3+ years’ experience in CPG (Consumer Packaged Goods) within the eCommerce channel.
- Bachelor’s Degree or other 4-year Degree from an accredited college or university in a relevant field.
- Must have excellent knowledge of Amazon structure and guidelines.
- Familiarity using Amazon’s vendor / seller account management portals.
- Working knowledge of digital marketing principles; including SEO, SEM, and content lifecycle management.
- Understanding of inventory forecasting, planning, and management operations.
- Proficiency using Microsoft Office, Amazon vendor portals, business intelligence reports.
- Demonstrated deep understanding of online/digital channels to include online pricing and promotions, digital marketing and eCommerce fulfillment.
- Demonstrated track record of progressive thinking with a bias towards removing barriers, creating new and different, and outperforming the marketplace.
- Must be willing to travel extensively, 50-60%
- Work requires travel to current/prospective customers, trade shows, and Libbey events or training. This requires a valid driver’s license and clean driving record.
- Proven sales background working with retail and/or foodservice customers
- Ability to collaborate with, and lead others
- Ability to develop and deliver presentations
- Strong interpersonal communication & negotiation skills
- Strong organization skills
Applications for this position are being coordinated by Kelley Newsome. To apply, CLICK HERE. Candidates, please be sure to email Kelley for additional information that will differentiate you in your candidacy. Due to the intensely competitive nature of this search, thorough preparation for these interviews with this proprietary material is strongly recommended.