Sr Director, Marketplace Strategy

2 weeks ago

Framingham MA United States Staples, Inc. Full time

Staples is business to business. You’re what binds us together.

HiTouch is full-service company with a network of local distribution centers in the United States.  HiTouch provides a wide range of office productivity services in personalized and environmentally responsible ways.  After joining the Staples family in 2018, HiTouch has helped us grow alternative distribution channels.

The Director of Marketplace Strategy and Revenue is responsible for leading the strategic planning and revenue generation for the marketplace. They are responsible for all sales and profit performance aspects across our 3rd party marketplaces (Amazon, Walmart, Target, EBay, NewEgg). In addition, they are responsible for partnering with the Exec VP on the overall strategic transformation of Staples / Hitouch Marketplace business. This role will lead, develop and operationalize the strategy required to grow the business from $200M in 2023 to $1B business over the next 3-4 years.

What you’ll be doing:

Growth Transformation

  • Lead growth transformation for marketplace in pursuit of $1B in marketplace revenue over the next 2-3 years through the defined strategic pillars (FBA, Amazon Today, Accelerating base growth and Vendor Exclusivity)
  • Refine the strategy across each pillar, evaluating competitive advantage and capabilities needs managing progress and financial outcomes relative to objectives.
  • Operationalize the growth plan ensuring progress is consistent with stated goals, provide executive leadership updates, risks assessment and resources required to advance. 
  • Further build out product capability roadmap for Marketplace differentiating Staples/HiTouch from the balance of 3PL resellers and enabling best in class control of brand, price. 
  • Develop and re-architect resource model and organization structure to support transformation, including hiring talent, evaluating current talent on team and building capability in other internal (Staples) functions.
  • Drive cross-functional and cross-channel alignment, support, and advocacy in pursuit of our strategies, leading planning sessions with Staples Merchandising desk leads, inventory and supply chain teams, STS teams and Finance.
  • Define overall strategy for Marketplaces, shaping narrative for Staples / HiTouch and vendor community.
  • Lead product vendor exclusivity transformation with Merchandising across our top 50 vendors, selling the Staples / HiTouch growth transformation, and developing plan to support vendor consolidation of 3PL volume through Staples.

Revenue & Performance Management

  • Own sales and margin performance for Marketplace business, driving towards $ 300M sales budget targets for 2024 and 26M in EBITDA. 
  • Utilize and further develop performance management tools to drive underperforming areas of the marketplace portfolio from a category, seller level.
  • Work with Analytics team to manage to optimize performance for EBITDA $, supporting move from descriptive analytics to prescriptive analytics, streamlining operations and controls.
  • Lead pricing transformation, develop operating model to evaluate impact of price / cost changes, ensure we maximize our competitive cost advantage in the market through price, build sustainable processes and team capability to manage pricing to achieve our growth and EBITDA goals.

 

What you bring to the table:

  • Strong leadership and people management skills.
  • Excellent communication, negotiation, and interpersonal skills.
  • Strategic thinking, problem-solving ability, and innovation mindset.
  • Business ownership mentality, ability to be strategic but also get hands dirty to execute 
  • Brings energy with ability to create excitement in others and pride in work

 

What’s needed- Basic Qualifications:

  • Bachelor's degree in Business Administration, Marketing, Economics, or related field, or equivalent work experience
  • Minimum of 10 years of experience in strategic planning, business development, or marketplace management, with at least 5 years in a leadership role.

 

What’s needed- Preferred Qualifications:

  • Master’s degree in Business Administration or related field.
  • Experience in digital marketplaces and e-commerce platform
  • Proven track record in developing and executing marketplace strategies that have significantly 
  • increased revenue.
  • Extensive experience in budget management and financial forecasting.

 

We Offer:

  • Inclusive culture with associate-led Business Resource Groups 
  • Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays) 
  • Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more 

 

 

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