We’re looking for a dynamic, commercially minded leader to take on the role of eCommerce Business Unit Controller here at Pets Choice. This is a hands-on and strategic position, ideal for someone who thrives in a fast-moving environment where agility, adaptability, and entrepreneurial thinking is key. As the senior figure in our eCommerce division, you’ll lead B2B sales and marketplace partnerships—including Amazon PAN EU, Ocado, Pureplay, Zooplus, eBay, and emerging platforms—while working shoulder-to-shoulder with the team to make things happen. You’ll not only steer the commercial and operational direction of the channel, but also roll up your sleeves to drive results day to day. This is a unique opportunity to shape and scale a fast-growing part of the business. You’ll work closely with the Senior Leadership Team, influencing company-wide strategy while delivering on revenue and margin targets. Key Responsibilities Financial Performance • Oversee the full P&L for the B2B and marketplace channels, including gross sales, deductions, advertising spend, fulfillment costs, and net margin. • Manage and negotiate JBPs with accounts to drive sales and protect growth. • Regularly review actual performance vs. budget/forecast, explaining variances and updating information as required. • Develop and refine models, such as contribution margin per SKU, per customer, or per channel to ensure maximum profitability across the portfolio. • Work with finance to manage all chargebacks and inaccuracies within the channel. Ensure timely resolution of disputes with Amazon (shortages, overages, labelling, etc.) • Define and execute the long-term growth strategy for Amazon and eCommerce channels. • Lead the annual business planning (AOP) process in collaboration with finance, operations, and brand teams • Drive innovation, range development, and digital merchandising strategy Business Partnering with Commercial, Operations, and Marketing • Work with sales leaders to evaluate new B2B opportunities, setting pricing and volume expectations based on financial impact. • Collaborate with operations and build costing models to understand how fulfillment choices (e.g., FBA vs. FBM) affect margins. Provide training into operational performances and highlight any issues. Work to streamline process. • Partner with marketing teams to deliver customer centric digital content relevant to the sales channel and brands. • Manage budgets for all advertising initiatives - Work with external agency to deliver key growth advertising campaigns for the channel. • Collaborate with category and innovation to deliver key market intelligence data for the channel that allows us to make data driven decisions for the business. • Negotiate contracts with all external agencies including, Ads (Amerge), Market data (Jungle Scout) and logistics (Amazon Freight.) Account Oversight • Track performance of key accounts (e.g., Amazon Vendor Central or Ocado) including: • Revenue recognition and chargebacks. • Advertising spend and ROI (e.g., Amazon Ads, Ocado shelf placements.) • Inventory performance (sell-through, aging, stock-outs.) • Ensure alignment between finance and operations on fees, penalties, and deductions. Forecasting, Budgeting & Strategic Planning • Lead monthly reforecasts and annual budgeting processes for the eCommerce business unit. • Provide financial input for strategic decisions such as: • Entering new marketplaces or countries • Launching new product lines via B2B or Amazon • Adjusting minimum order quantities or pricing models Reporting & KPI Tracking • Build and maintain channel-specific dashboards (e.g., Amazon performance summary, B2B sales by customer, SKU margin tracker). Use internal systems such as Power BI • Report on key metrics such as: • Gross-to-net revenue performance • Operating margin by channel • Advertising cost of sale (ACoS) and return on ad spend (ROAS) • Inventory turnover and working capital tied to eCommerce • Board reporting Brand Registry & Content Governance • Own Amazon Brand Registry compliance and ASIN protection (trademark, content rights, and brand health.) • Manage suppression cases and counterfeit prevention processes. • Collaborate with digital content and legal teams to protect brand assets. Continuous Improvement & Scaling • Identify inefficiencies in processes related to eCommerce—such as manual reporting, margin gaps, or chargeback errors—and work cross-functionally to resolve. • Work with the Leadership Team to form actionable plans. • Work with leadership to assess acquisition opportunities. • Support technology upgrades (e.g., EDI) that improves financial and operational performance by reducing inefficiencies and manual efforts. Key Skills & Experience • 5+ years in eCommerce or Amazon account leadership • Proven success with P&L ownership and commercial negotiations • Strong understanding of Amazon systems (Vendor Central, ARA, Advertising, Brand Registry) • Experience of leading and managing an eCommerce team • Highly analytical and confident using data to drive strategy • Excellent stakeholder management and communication skills