Senior Manager, RGM OBPPC E-Comm

The Senior Director II, RGM OBPPC E-Commerce leads digital-native RGM and OBPPC strategies supporting the U.S. eCommerce business across pure-play, omnichannel, marketplace, subscription, and emerging commerce models.

• Develops digital commerce growth strategies across acquisition, conversion, repeat purchase, subscriptions, replenishment, loyalty, assortment, package architecture, and value propositions specific to eCommerce shopper missions and fulfillment models.

• Builds system alignment for digital-first portfolio, package, subscription, pricing, promotion, membership, and route-to-market strategies while maintaining coherence with enterprise OBPPC guardrails.

• Leads cross-functional workstreams to uncover digital growth opportunities using consumer cohorts, behavioral data, search and discovery signals, basket analysis, customer lifetime value, and unit economics.

• Develops test-and-learn plans and contingency actions to deliver the annual business plan and strengthen long-term digital customer economics.

Lead Annual Planning Process:

• Develop annual and multi-year eCommerce growth strategies aligned with the NAOU growth algorithm, translating the eCommerce OBPPC lead’s portfolio direction into channel-specific roadmaps, pilots, and measurable commercial outcomes.

• Build digital-native RGM capabilities within national governance, including subscription economics, cohort management, lifecycle value, digital assortment, algorithmic visibility, marketplace dynamics, and fulfillment cost-to-serve.

• Analyze and recommend digital pricing and value architectures across one-time purchase, Subscribe & Save, memberships, bundles, replenishment, and promotional mechanics, in partnership with Retail Strategy/TPO and customer teams.

• Partner with Retail Strategy/TPO, Digital Commerce, Retail Media, Data and Insights, Finance, and customer teams to embed digital promotion, retention, and investment optimization principles.

• Partner with Channel and Sales leadership on multi-year initiatives, including subscriptions, auto-replenishment, loyalty and membership benefits, virtual bundles, personalization, digital shelf, retail media, cross-category basket building, and non-price value propositions.

Stewardship of Performance:

• Conduct gap-to-plan and cohort-performance analysis across revenue, transactions, units, margin, customer acquisition cost, conversion, repeat purchase, retention, churn, subscription penetration, average order value, and customer lifetime value.

• Develop fact-based recommendations to close performance gaps through pricing, bundles, subscriptions, loyalty, personalization, digital media, assortment, package, and replenishment interventions.

• Provide account leadership with analysis of digital competitors, marketplace sellers, search and algorithm visibility, ratings and reviews, subscription propositions, fulfillment promises, and relative customer value.

• Identify opportunities to improve contribution margin and customer lifetime value across the portfolio by optimizing acquisition, conversion, order frequency, basket size, retention, cost-to-serve, and channel transfer.

• Develop strategies to recruit online shoppers, build recurring purchase habits, expand missions, increase replenishment frequency, and maximize value from high-frequency digital shoppers.

• Establish ongoing digital performance and cohort reporting, including acquisition-to-retention funnels, subscription health, repeat-purchase curves, LTV-to-CAC economics, promotional incrementality, retail-media effectiveness, and package profitability.

• Identify growth and optimization opportunities and translate them into prioritized experiments, business cases, commercialization recommendations, and scalable digital playbooks.

• Strategy/TPO, customer teams, Finance, Supply Chain, Marketing, and bottlers.

Education Requirements

• Minimum Required: Bachelor’s degree in business, economics, finance, marketing, data science, engineering, product management, or a related discipline

Experience

• 5 years of experience in eCommerce, digital product, subscription, marketplace, growth strategy, retention, digital merchandising, customer analytics, or digital business-model roles. Experience from Amazon, Walmart.com, Chewy, Instacart, DoorDash, Uber Eats, Shopify, subscription-led consumer businesses, or comparable .com environments is highly relevant; traditional in-store retail experience is not required.

• Experience developing digital business plans and unit-economic models, including customer acquisition cost, lifetime value, contribution margin, retention, churn, repeat purchase, average order value, subscription economics, and fulfillment cost-to-serve.

• Experience designing or evaluating digital pricing, Subscribe & Save, memberships, loyalty, bundles, personalization, promotions, and replenishment propositions.

• Experience translating digital-native concepts and metrics into clear recommendations for senior leaders and aligning executives with different commercial, financial, operational, and customer perspectives.

• Demonstrated ability to collaborate with product, growth, marketing, finance, analytics, supply chain, operations, sales, retailers, marketplaces, and technology partners and influence without direct authority.

• Strong executive communication, storytelling, and relationship-building skills across technical, commercial, and operational audiences.

• Leadership skills demonstrated through ownership of complex cross-functional products, propositions, or growth programs; direct people-management experience is valuable but not required.

• Strong analytical fluency with behavioral cohorts, funnels, experimentation, incrementality, forecasting, and financial modeling; ability to translate multiple digital data sources into commercial actions and scenario plans.

• Strong experience with one or more of the following: subscription and retention strategy, customer lifetime value, growth analytics, digital assortment, marketplace economics, loyalty, digital pricing, or eCommerce package/value propositions.

• Ability to lead complex test-and-learn programs from hypothesis and experiment design through measurement, recommendation, commercialization, and scale.

• Working knowledge of modern eCommerce and analytics tools or concepts such as SQL, Tableau or Power BI, Adobe or Google Analytics, Amazon Vendor Central/Seller Central, Walmart, retail-media reporting, experimentation platforms, CRM/CDP tools, cohort analysis, and syndicated marketplace and financial data. Familiarity with Apollo, CAPS, Nielsen, or Stratum is helpful but can be learned.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.