eCommerce Sales Manager

PURPOSE

Lead Twinings’ growth across priority ecommerce platforms—including Walmart.com, Target.com, Keurig.com, Albertsons.com, Instacart and others—by building high-impact strategies, strengthening customer relationships, and delivering commercial results. This role is the direct owner of ecommerce sales strategy and execution across assigned pureplay and omnichannel customers, ensuring strong alignment with brick & mortar sales and marketing.

You will also champion digital shelf optimization (content, images, assortment) and develop sustainable processes to monitor and act on performance, visibility, and conversion across all ecommerce touchpoints.

CONTEXT

Twinings North America (US and Canada) is a strategic growth engine for the global business, with the ambition to double in size over the next five years. We operate in the dynamic and expanding wellbeing drinks category, with a strong heritage brand undergoing rapid digital transformation.

Twinings is the #1 tea brand in U.S. ecommerce and is widely recognized as a leader in digital retail within the CPG industry. Our high-performing ecommerce team sets the benchmark across the organization—and we’re looking for best-in-class talent to continue raising the bar.

This role reports to the Director of Ecommerce and will be a visible leader in helping Twinings win in the digital retail environment—operating cross-functionally with sales, marketing, insights, and global stakeholders. The ideal candidate is a commercially driven operator with digital acumen, customer empathy, and an ownership mindset.

SCOPE

Reporting into the Director of Ecommerce, the Ecommerce Sales Manager will be responsible for:

• Developing and executing ecommerce sales strategies to grow revenue and share across top accounts
• Owning the relationship management, business planning, and performance tracking for Walmart.com, Target.com, Keurig.com, Albertsons.com, Instacart and other key online retailers
• Driving alignment and connectivity between ecommerce and brick & mortar sales plans
• Leading content, assortment, and copy optimization for the digital shelf, in collaboration with internal teams and agencies
• Leading sponsored ads/search, display, and other tactics across retail media networks, in collaboration with internal teams and agencies
• Monitoring and acting on changes in search rank, product availability, content quality and pricing visibility
• Partnering with marketing and insights to develop account-specific digital activations and to analyze performance drivers
• Managing both 1P (first-party) and 3P (third-party/marketplace) ecommerce business models across retail partners—understanding the nuances, benefits, and operational requirements of each.
• Supporting the rollout of hybrid 1P/3P strategies for select retailers where Twinings is exploring a dual approach for the first time—this includes managing direct customer relationships alongside setting up and operating marketplace seller accounts
• Helping inform and influence the role of direct-to-consumer selling within the broader organization

ACCOUNTABILTIIES 

• Develop annual and quarterly ecommerce business plans by account
• Lead Joint Business Planning and manage relationships with ecommerce buyers and platform contacts
• Track and analyze sales performance, traffic, conversion, and digital shelf metrics
• Collaborate cross-functionally to ensure assortment, promotions, supply, and fulfillment are optimized for ecommerce success
• Own the process of copy, image, and page optimization across all ecommerce platforms
• Stay abreast of retailer platform changes, trends, and best practices to proactively adapt strategy
• Collaborate closely with omnichannel sales leads to maintain cohesive customer strategies
• Manage external agencies and tools to support content syndication, ratings & reviews, and performance tracking
• Champion new ideas and test-and-learn experiments that drive ecommerce sales or visibility

EXPERIENCE REQUIRED 

• 5–8 years of experience in ecommerce account management, consulting, or online retail within the CPG/FMCG industry
• Proven success managing accounts like Walmart.com, Amazon, Target.com, or other large ecommerce retailers
• Experience managing both 1P and 3P ecommerce models, ideally with direct exposure to launching or operating hybrid strategies within the same retailer
• Strong understanding of the digital shelf, ecommerce analytics, and content optimization
• Experience working cross-functionally across sales, marketing, and supply chain
• Strong analytical skills with a results-oriented, data-driven mindset
• Strong written and verbal communication, with customer-facing experience
• Ability to manage multiple accounts or projects simultaneously, with ownership mentality

We are an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.