Head of Ecommerce

The Head of US/CA Markets owns the end-to-end business performance of the US and Canada e-commerce markets, acting as a local business owner with full P&L accountability.

The role is responsible for driving revenue, conversion, profitability and customer growth, ensuring strong local execution and fast decision-making in line with market dynamics and business objectives. Operating as a key pillar within the Western business unit, this role leads a cross-functional local team across Marketing, Merchandising and Operations, ensuring full alignment across all commercial and operational levers. The role operates within a matrix organisation, partnering closely with global and regional teams, while retaining local ownership of decisions impacting the bottom line, in line with substance requirements.

Scope & Accountability

• Full ownership of US/CA market performance (revenue, conversion, profitability)
• Local decision-making authority on P&L drivers (pricing, promotions, investments)
• Leadership of local teams across:
• Marketing
• Merchandising
• Operations & Logistics
• Accountability for end-to-end execution and business outcomes
• Responsibility for aligning local execution with global strategy and frameworks

Key Responsibilities

A. Business Ownership & Performance

• Own revenue, profitability and overall business performance for US/CA markets
• Define and execute the local growth strategy
• Identify and prioritise key business opportunities and risks

B. Commercial Planning & Execution

• Lead the commercial calendar and campaign strategy
• Ensure strong alignment between marketing, merchandising and operations
• Drive performance across key business moments

C. Pricing, Promotions & Investment Decisions

• Own local pricing and promotional strategy within global guidelines
• Allocate budgets and investments to maximise performance and ROI
• Balance growth, profitability and brand positioning

D. Customer & Conversion

• Drive improvements across the full funnel (traffic, conversion, repeat)
• Partner with CRM and Digital Product teams to improve customer experience and lifetime value
• Ensure local relevance in customer journey and execution

E. Cross-Functional Leadership

• Lead and align local teams across Marketing, Merchandising and Operations
• Ensure strong coordination across all business levers
• Drive accountability and performance culture within the team

F. Alignment with HQ & Western Structure

• Partner closely with the General Manager (Western) on strategy, planning and performance
• Collaborate with UK/EU teams as a capability hub for best practices and alignment
• Ensure consistency with global frameworks while adapting to local market needs

G. Governance & Decision-Making

• Ensure all key decisions impacting the bottom line are taken locally
• Maintain clear documentation and alignment with governance and compliance requirements
• Provide visibility and reporting on market performance and actions

Experience

• 8–12 years in e-commerce, retail or digital business roles
• Proven experience owning business performance and P&L
• Experience in multi-functional leadership roles
• Experience in US market strongly preferred

Functional Expertise

• Strong understanding of e-commerce business drivers (traffic, conversion, LTV)
• Experience in commercial planning, pricing and performance optimisation
• Ability to connect business strategy with execution