Director, eCommerce Marketplaces

About the role

Brio Water Technology is seeking a Director of eCommerce Marketplaces to own and build the company's commercial presence across all marketplace channels beyond Amazon.com. This is a ground-up activation role at a critical moment in Brio's growth — the channels you build will become significant revenue contributors as the business scales.

Reporting to the VP of Ecommerce & Sales, you will be responsible for the full commercial lifecycle across Walmart, Lowe's, Best Buy, Walmart International, Amazon International, Chewy.com, and any new ecommerce marketplace channels Brio chooses to activate. You will own account setup and onboarding from scratch, item listings and PDP quality, promotional planning, and revenue performance across your portfolio.

This role requires a rare combination of operational precision and commercial instinct — someone who can execute the detailed, technical work of activating a new marketplace account while simultaneously thinking strategically about how to grow it into a meaningful revenue channel.

What you'll do

Account portfolio

Phase 1 — activate and grow:

• Walmart Marketplace
• Lowe's One Roof Marketplace
• Best Buy Marketplace
• Chewy.com
• Walmart International (Canada, Mexico)
• Amazon International (Amazon CA, Amazon UK/EU)

Phase 2 — evaluate and activate as business case is established:

• Target / Target Plus
• Additional international and regional marketplaces

Key responsibilities

Account activation & setup

• Own the end-to-end activation of every marketplace account in the portfolio — from application and approval through catalog onboarding and first sale
• Build and maintain account setup documentation, portal access, and credential management for each marketplace including COIs and EDI
• Manage item setup, attribute mapping, and catalog ingestion across all platforms — ensuring each SKU is listed accurately, completely, and compliantly
• Coordinate with internal teams on content submission and retailer-specific content requirements
• Navigate marketplace-specific compliance requirements — labeling, regulatory, and category-level rules — especially for international channels
• Establish fulfillment infrastructure for each account — including 3PL coordination, FBA enrollment for Amazon International, and drop-ship setup where applicable
• Develop international logistics recommendations to ensure on time fulfillment compliance

Commercial management

• Own the commercial P&L for each marketplace account — revenue, margin, sell-through, and market share
• Develop and execute account-specific promotional calendars aligned to each platform's selling events and seasonal windows
• Build and maintain demand forecasting and replenishment plans for each account in partnership with supply chain
• Manage trade fund commitments and co-op agreements; escalate deductions and chargebacks to senior leadership
• Develop pricing strategies that account for marketplace fees, freight, and competitive positioning on each platform while maintaining channel equity
• Build strong working relationships with merchant, buying, and vendor management contacts at each retailer

International marketplace management

• Own Amazon Canada and Amazon EU accounts — including catalog localization, pricing, compliance, and fulfillment
• Manage Walmart Canada and Walmart Mexico marketplace presence
• Coordinate product localization — translation, regulatory labeling, pack sizing, and country-specific compliance
• Manage international pricing accounting for duties, FX fluctuations, and competitive market positioning
• Work with supply chain and legal on cross-border logistics, customs documentation, and import compliance

  Analytics & reporting

• Monitor and report on account-level performance metrics: revenue, units, sell-through, search rank, content score, and conversion rate
• Partner with the Ecomm team to build marketplace-specific dashboards and performance reporting
• Provide weekly account P&L updates and a monthly marketplace portfolio review to the VP of Ecommerce
• Track competitive activity, category dynamics, and marketplace algorithm changes across all active platforms

Qualifications

• 7+ years of ecommerce experience with meaningful marketplace account management across multiple platforms
• Demonstrated experience activating and growing at least two non-Amazon US marketplace accounts from zero to revenue
• Deep familiarity with Walmart Supplier Center, Lowe's vendor portal, or similar retailer marketplace onboarding environments
• Experience with international marketplace accounts (Amazon EU/CA, or comparable)
• Strong commercial acumen — comfortable owning a P&L and making decisions that balance revenue growth with margin
• Excellent project management skills; able to manage multiple simultaneous account activations with different operational requirements
• Experience coordinating with internal creative, supply chain, and finance teams on content, fulfillment, and trade fund management

 Preferred qualifications

• Experience with Best Buy, Chewy, or specialty vertical marketplaces
• Familiarity with cross-border ecommerce, import compliance, and international logistics
• Background in water, household, or consumer goods product categories
• Experience with marketplace technology platforms (ChannelAdvisor, CommerceHub, Salsify, or similar)
• Spanish or French language proficiency a plus for international marketplace management

Success metrics

Year one success in this role is defined by activation speed, catalog quality, and early revenue generation. Specific KPIs include:

• Year one success in this role is defined by activation speed, catalog quality, and early revenue generation. Specific KPIs include:
• Number of marketplace accounts fully activated and generating revenue
• Time-to-first-sale on each new marketplace from contract signature
• Total active SKU count and listing compliance rate across all platforms
• Aggregate marketplace portfolio revenue vs. plan
• Sell-through rate and in-stock performance across all active accounts
• Content quality scores and search rank on priority items
• International marketplace revenue as a % of total ecommerce

Benefits / Perks

We believe in recognizing and rewarding our employees for a job well done. We offer growth potential for motivated individuals, competitive compensation, and a comprehensive benefits package, including:

• Medical, Dental, Vision, Life Insurance
• 401K Retirement Plan
• Paid Vacation Time
• Paid Holidays
• and More!