We are working with a profitable, growing, PE-backed skincare brand in its search for a Director of Ecommerce based in Irvine, CA. This is an on-site role, and the client offers relocation. Founded by a world renowned dermatologist and pioneer in medical grade skin care, the client has established itself as a leader in the doctor-dispensed cosmeceutical market. The firm has 300 employees and operates with the scientific credibility that only comes from real medical expertise combined with the commercial sophistication of one of the world’s best private equity investors. The client’s unique value prop lies in its two-channel approach: It maintains professional distribution through more than 4000 authorized healthcare providers while also building a robust DTC ecom business. This hybrid model offers two self-reinforcing advantages: 1./ It provides credibility through professional endorsement, while 2./ connecting online sales to physician referrals. This, in turn, drives higher LTVs through the trust associated with medical recommendations. Not surprisingly, my client’s product portfolio centers on medical-grade formulations that command premium AOVs thanks to the clinical backing that support their efficacy claims. Its products have demonstrated clinical results, enabling the company to maintain strong margins while commanding higher price points than traditional beauty products. About the Role As my client’s new Director of Ecommerce, you’ll manage all the complexity that goes with scaling a $50 million P&L in a regulated, physician-dispensed market under private equity ownership. This role requires … 1. an exceptional blend of technical platform expertise, 1. strategic business acumen, and 1. industry-specific knowledge that, frankly, few execs possess. Salesforce Commerce Cloud mastery is greatly preferred (but not required), given that my client’s business involves medical-grade skincare requiring sophisticated regulatory compliance, professional channel integration, and complex product configurations that consumer platforms cannot handle. Their $40M-$50M ecom P&L requirement means you’ll need a proven ability to manage complex unit economics in competitive beauty markets while meeting institutional investor reporting standards. Sharpen your pencils! Moreover, you’ll need to understand the mechanics of premium brand storytelling and know how to translate things like “clinical efficacy” into plain, simple language your customers understand. There’s a fine line between maintaining medical credibility and appealing to your target customer’s wants, needs, and desires. Don’t forget: There are FDA restrictions on therapeutic claims, so you can’t just “say anything” in an effort to build trust through scientific validation and professional endorsements. In this role, we are looking for someone with proven experience with conversion rate optimization, omnichannel analytics, and subscription based revenue models. Cross-functional leadership experience is a must, and we’d prefer a working knowledge of Salesforce Commerce Cloud (Shopify Plus experience may suffice). Given that you’ll have some involvement with private equity operating partners, financial literacy is essential. Essential Duties And Responsibilities: eCommerce Operations • Execute the North American eCommerce strategy aligned with broader business goals and digital objectives • Manage the direct-to-consumer digital business, ensuring consistent growth in awareness, engagement, and revenue • Lead initiatives that improve the customer journey from discovery through conversion and retention • Oversee eCommerce merchandising strategy, promotions, seasonal campaigns, inventory planning, content and analytics • Build strong partnerships with internal stakeholders (Finance, Marketing, Product Development, Supply Chain, Customer Service) to ensure North American business achieves its goals • Manage third-party agencies, system integration partners and vendors (developers, subscription platforms, CRO tools, etc.) Digital Execution • Manage and implement an ecommerce roadmap to drive revenue, profitability, and customer satisfaction • Launch new capabilities with a focus on loyalty, personalization, and content • Champion the customer experience by improving UX, streamlining journeys, and delivering personalized content • Identify and integrate emerging digital capabilities to drive differentiation and engagement Data & Analytics • Provide weekly and monthly sales reporting with defined KPIs • Surface actionable insights using customer surveys and digital analytics • Test and refine site experiences to improve conversion and retention rates • Track the ROI of digital investments with clear reporting on customer growth, engagement, and eCommerce performance Performance & Optimization • Use data and testing to identify friction points in the customer journey and prioritize improvements • Collaborate with Finance to develop budget scenarios tied to sales goals and marketing investments • Work closely with Planning teams to align inventory with demand, optimize assortments, and ensure product availability • Provide regular reporting to senior leadership on DTC performance Qualifications: • A Bachelor’s degree is required, preferably in a Marketing, Communication or related field; advanced degree preferred. • A minimum of 12 years of experience in eCommerce or digital marketing, preferably in beauty, skincare, or CPG is required, with a minimum of five years in a management role with DTC responsibility. • Proven success scaling an eCommerce business and achieving revenue targets. • Proficiency in Salesforce Commerce Cloud or Shopify Plus and analytics tools (Google Analytics, etc.). • Experience with CRM/email marketing (Klaviyo), conversion rate optimization (CRO), and A/B testing platforms. • Strong understanding of digital advertising, SEO, and retention strategies. • Exceptional project management and communication skills. • Passion for skincare and understanding of the beauty consumer a plus. Additional Skills And Abilities Include: • Adaptive, responsive individual able to thrive in an extremely fast-paced and dynamic work environment; handles pressures well; adjusts plans to meet changing needs. • A team player who works well with a variety of field-based sales groups, cross-functional teams, brand leadership, global and clinical/retail partners. • Excellent organizational, time and project management skills. • Stay updated with market trends and competitor activities. • Excellent communication and negotiation abilities. • Problem-solving and decision-making capabilities.