Head of Online Sales

Position Summary

Role and Responsibilities

• 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).

• 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.

• 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.

• 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.

• 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.

• 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.

• 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

• 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.

• Proven track record owning P&L outcomes in competitive, fast-paced online retail or marketplace environments.

• Deep understanding of eStore operations, marketplace mechanics, voucher and promotion governance, and online customer journeys.

• Strong analytical capability with experience tracking and optimizing KPIs (revenue, conversion rate, traffic, AOV, margin).

• Demonstrated ability to lead, develop, and hold teams accountable through clear expectations, coaching, and consistent performance management.

• Excellent cross-functional collaboration skills; ability to align stakeholders across supply chain, marketing, operations, and finance around commercial goals.

• Strategic thinking with strong operational discipline; comfort balancing bold commercial ambition with realistic execution constraints.

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