Director of Marketplace Operations & Growth

Our client, a well-established ecommerce and distribution company is seeking a strategic, results-driven Director of Marketplace Operations & Growth to lead and scale their marketplace business across multiple brands.

This executive-level role will oversee the entire Marketplace organization, driving both day-to-day operational excellence and long-term growth initiatives across all marketplace channels.

The ideal candidate brings a unique combination of marketplace expertise, operational leadership, technical fluency, and commercial acumen. This person will be responsible for maximizing marketplace performance, identifying new growth opportunities, improving operational efficiencies, and ensuring the organization remains positioned for continued expansion.

You will lead a cross-functional team responsible for marketplace operations, sales and advertising performance, catalog management, technical integrations, and execution support while partnering closely with Merchandising, Customer Service, and IT.

Reporting Structure
Direct Reports:

• Technical Marketplace Manager
• Business Manager (Sales & Advertising)
• Marketplace Operations/Data Entry Team (directly or indirectly)

The organization currently consists of:

• Technical Marketplace team responsible for integrations, marketplace relationships, and listing operations
• Business Management team focused on sales growth, advertising, kitting, and merchandising initiatives
• Marketplace support team handling data entry, case management, troubleshooting, and catalog maintenance

Responsibilities
Marketplace Strategy & Growth

• Develop and execute marketplace growth strategies across multiple brands and channels.
• Own annual revenue, profitability, and growth goals for all marketplace businesses.
• Evaluate and launch new marketplace opportunities, categories, product lines, and SKU expansion initiatives.
• Analyze data and market trends to identify growth opportunities and make investment recommendations.
• Build data-driven business cases to support strategic investments and resource allocation.
• Drive expansion of private label and proprietary product portfolios.

Operational Leadership

• Oversee daily marketplace operations to ensure excellent execution and performance.
• Establish and manage KPIs, SLAs, dashboards, and performance standards across all marketplace functions.
• Improve operational workflows, efficiency, and scalability.
• Identify and eliminate bottlenecks that negatively impact growth, performance, or customer experience.
• Serve as the escalation point for critical operational and technical issues.

Team Leadership & Accountability

• Lead, mentor, and develop managers and cross-functional teams.
• Foster a culture of accountability, performance, collaboration, and continuous improvement.
• Set clear objectives and performance expectations across marketplace operations, sales, catalog management, and technical functions.
• Conduct regular business reviews and performance assessments.

Marketplace Operations & Compliance

• Maintain strong marketplace account health, compliance, and operational standards.
• Oversee marketplace relationships and support strategic negotiations regarding rates, terms, and program participation.
• Ensure compliance with marketplace-specific policies, listing requirements, and performance metrics.
• Monitor and improve listing quality, catalog completeness, and SKU availability.

Technical Marketplace Oversight

• Partner closely with technical teams to oversee marketplace integrations, APIs, feeds, channel engine configurations, and listing infrastructure.
• Provide strategic guidance on troubleshooting and resolving marketplace posting, synchronization, and integration issues.
• Evaluate system scalability and ensure technical readiness for marketplace and SKU expansion.
• Act as a bridge between business and technical stakeholders.

Sales, Advertising & Catalog Optimization

• Oversee marketplace sales performance and profitability.
• Guide advertising strategy, marketplace promotions, and merchandising initiatives.
• Support SKU growth by increasing product visibility, assortment breadth, and marketplace coverage.
• Optimize pricing, shipping rules, and profitability strategies.
• Drive initiatives that improve conversion rates, sales velocity, and margin performance.

Cross-Functional Collaboration

• Partner with Merchandising to align category strategy, assortment planning, and private brand growth initiatives.
• Collaborate with Customer Service teams to ensure marketplace policies and service levels support an exceptional customer experience.
• Work with IT and technical teams to align marketplace technology investments with business objectives.
• Coordinate with multiple stakeholders to ensure successful execution of strategic initiatives.

Qualifications
Required:

• 8+ years of progressive leadership experience in eCommerce, marketplace operations, retail, or related industries.
• Proven experience managing managers and leading cross-functional teams.
• Strong understanding of marketplace operations and growth strategies.
• Advanced analytical and financial skills with experience managing revenue, profitability, growth targets, and investment decisions.
• Demonstrated ability to establish and manage KPIs, SLAs, and accountability frameworks.
• Exceptional problem-solving and decision-making capabilities.
• Strong communication and stakeholder management skills.

Preferred

• Hands-on experience with major marketplaces such as:
• Amazon Seller Central
• Walmart Marketplace
• eBay
• Target Plus
• TikTok Shop
• Other leading marketplace platforms
• Experience with channel management, feed management, marketplace integrations, and eCommerce technology platforms.
• Working knowledge of APIs, marketplace feeds, channel engines, listing management systems, and integration tools.
• Experience leading both operational and growth-focused marketplace functions.
• Background scaling multi-brand or multi-channel marketplace organizations.

Location: 3 days onsite New York, NY - 2 days remote
Salary: $250K + 10% Bonus