What are the responsibilities and job description for the Ecommerce Sales Director position at The Malco Group?
Brief Description
Role: Ecommerce Sales Director
Company: Malco Group
Reports To: VP of Marketing
Location: Hybrid – Annandale, MN
Department: Marketing & Sales
About The Malco Group
The Malco Group, formed through Aspen Pumps Group’s acquisition of Malco Tools in October 2024, is a leading manufacturer and distributor of high-quality HVACR and building construction solutions. Our portfolio includes trusted brands like Malco Tools, ACE Chemicals, C&D Valve and Veto Pro Pac Bags, delivering innovative tools, condensate pumps, cleaning chemicals, and HVACR system components to trade professionals across North America. Guided by a commitment to excellence, innovation, and sustainability, we empower HVACR professionals with turnkey solutions to enhance efficiency and performance.
Position Overview
The Malco Group is seeking a results-driven Ecommerce Sales Director to lead and scale our ecommerce revenue. This role owns the end-to-end ecommerce business, with direct accountability for revenue growth, channel strategy, and customer expansion.
This role is accountable for driving revenue growth across assigned accounts, ensuring omni-channel alignment between ecommerce, retail, and wholesale strategies to maximize overall performance.
This role will also play a critical part in strengthening channel governance, pricing integrity, and marketplace discipline to support sustainable, profitable growth across the Malco Group portfolio.
This is a highly cross-functional leadership role that bridges Sales, Marketing, Retail, Operations, and Product Management to drive profitable growth, strengthen key account partnerships, and build a scalable ecommerce engine across the Malco Group portfolio.
Key Responsibilities
Revenue Ownership & Strategy
The Malco Group recognizes the importance of offering comprehensive benefits and perks to its employees, including:
Role: Ecommerce Sales Director
Company: Malco Group
Reports To: VP of Marketing
Location: Hybrid – Annandale, MN
Department: Marketing & Sales
About The Malco Group
The Malco Group, formed through Aspen Pumps Group’s acquisition of Malco Tools in October 2024, is a leading manufacturer and distributor of high-quality HVACR and building construction solutions. Our portfolio includes trusted brands like Malco Tools, ACE Chemicals, C&D Valve and Veto Pro Pac Bags, delivering innovative tools, condensate pumps, cleaning chemicals, and HVACR system components to trade professionals across North America. Guided by a commitment to excellence, innovation, and sustainability, we empower HVACR professionals with turnkey solutions to enhance efficiency and performance.
Position Overview
The Malco Group is seeking a results-driven Ecommerce Sales Director to lead and scale our ecommerce revenue. This role owns the end-to-end ecommerce business, with direct accountability for revenue growth, channel strategy, and customer expansion.
This role is accountable for driving revenue growth across assigned accounts, ensuring omni-channel alignment between ecommerce, retail, and wholesale strategies to maximize overall performance.
This role will also play a critical part in strengthening channel governance, pricing integrity, and marketplace discipline to support sustainable, profitable growth across the Malco Group portfolio.
This is a highly cross-functional leadership role that bridges Sales, Marketing, Retail, Operations, and Product Management to drive profitable growth, strengthen key account partnerships, and build a scalable ecommerce engine across the Malco Group portfolio.
Key Responsibilities
Revenue Ownership & Strategy
- Own and deliver ecommerce revenue targets across Amazon, key accounts, and B2B2C distribution partners
- Develop and execute a holistic ecommerce growth strategy aligned with company revenue and margin goals
- Identify and unlock new revenue streams, channel expansion opportunities, and portfolio bundling strategies
- Align ecommerce initiatives with retail and wholesale strategies to maximize total account performance
- Lead ecommerce strategy with key accounts including Amazon and major distributors
- Partner closely with Retail to build integrated omni-channel plans across in-store and digital
- Build joint business plans (JBPs) that drive growth across both physical and digital shelves
- Partner with Sales to reduce friction between ecommerce, wholesale, and retail channels
- Own Amazon channel performance across Vendor Central and Seller Central
- Drive revenue through pricing strategy, promotions, content optimization, and advertising (AMS)
- Ensure pricing integrity and brand control across marketplaces through proactive monitoring and enforcement
- Identify and mitigate unauthorized seller activity and channel conflict risks
- Partner cross-functionally to implement scalable marketplace governance processes
- Monitor channel health including service levels, profitability, and competitive positioning
- Establish and enforce MAP/iMAP policies across ecommerce channels
- Develop scalable processes to improve channel visibility, compliance, and accountability
- Partner with Sales, Marketing, Product and Legal to protect brand equity and pricing consistency
- Implement tools and reporting to proactively monitor marketplace activity and violations
- Develop ecommerce programs that enable distributors and partners to grow digital sales
- Support portfolio consolidation strategies (multi-brand, one-PO selling) through ecommerce channels
- Ensure consistent brand, pricing (MAP/iMAP), and product representation across partner platforms
- Oversee product content strategy leveraging PIM/DAM systems to ensure best-in-class digital shelf presence
- Ensure alignment between retail and wholesale merchandising and ecommerce content
- Improve conversion through enhanced content, SEO/SEM alignment, and customer experience optimization
- Monitor and act on performance metrics including traffic, conversion rate, AOV, and ROAS
- Partner with Operations and Supply Chain on inventory planning, demand forecasting, and fulfillment alignment
- Align ecommerce demand with retail and wholesale promotions, resets, and seasonal cycles
- Collaborate with 3PL partners to ensure service levels meet expectations
- Establish KPI frameworks and reporting cadence for ecommerce performance
- Develop ecommerce reporting views reflecting total account performance
- Leverage analytics tools to drive data-informed decisions and optimization
- Monitor competitive landscape, pricing, and market trends
- VP of Marketing: Align on digital shelf, content strategy, and demand generation
- VP of Sales, Americas: Drive integrated commercial strategy across channels to maximize total omni-channel performance
- Director of Retail: Align in-store and ecommerce strategies, promotions, and account plans to maximize total omni-channel performance
- Director of Operations: Align inventory, forecasting, and fulfillment
- Product Management Leadership: Influence pricing, assortment, and product strategy
- Bachelor’s degree in Business, Marketing, or related field (MBA preferred)
- 8–12 years of ecommerce, digital sales, and/or retail channel experience
- Demonstrated success in scaling revenue across ecommerce and retail-connected channels
- Experience in distribution-driven (2-step) business models preferred
- Proven ability to influence senior stakeholders and lead cross-functional initiatives
- Familiarity with Traction EOS principles and ability to implement them effectively.
- Willingness to travel for customer visits, trade shows, and team collaboration (15–25%).
The Malco Group recognizes the importance of offering comprehensive benefits and perks to its employees, including:
- 401k with company matching.
- Medical, Dental & Vision Insurance
- Company paid life insurance and paid short-term disability.
- Paid time off