Title: Director, E-Commerce Merchandising & Vendor Relations
Location: Remote
At BBQGUYS.com, we believe life is better in your backyard and so is your career! We’re a passionate, collaborative team that moves fast, celebrates wins, and cares deeply about doing things the right way, not the easy way. As outdoor living experts, we are the only brand that offers everything: grills, outdoor kitchens, furniture & beyond. We are obsessed with top-of-the-line quality and committed to customer service. Join us on our mission to deliver the very best of outdoor living.
Role Description:
The Director of E-Commerce Merchandising & Vendor Performance is a critical commercial leadership role at BBQGuys.com, accountable for driving revenue, gross margin, conversion and overall performance across the catalog while building and owning the vendor relations and partner performance function. This role sits at the intersection of commercial strategy, ecommerce merchandising, and vendor brand management.
Reporting to the Senior Director, Merchandising, this leader oversees a team of Online Merchants (brand-assigned ecommerce managers accountable for revenue, assortment, margin, and site experience), a Jr. Online Merchant supporting brand and assortment operations, and a Vendor Relations function responsible for rebate and co-op performance, partner programs, scorecards, negotiations, and partner accountability. Two Online Merchants serve as people leaders, each managing a Site Merchandiser embedded within their brand portfolio.
This role requires a commercially minded strategic leader who can translate performance data into business decisions, strengthen vendor economics, and hold both internal teams and brand partners accountable for results. The ideal leader combines strong business judgement with analytical rigor and negotiation skills, while developing managers who own their business outcomes end to end.
Key Responsibilities
Brand & Site Merchandising Management
- Lead a team of Online Merchants and Senior Analysts, each assigned a portfolio of brands with revenue, gross margin, and CVR goals
- Set and drive brand performance expectations including weekly brand reviews, PDP health and Content Health audits, assortment decisions, and NPL content playbook ownership
- Monitor catalog-wide sales and profitability; act on underperforming brands and identify opportunities for assortment expansion
- Partner with Site Merchandising to ensure brand pages, PLPs, and PDPs reflect the intended shopping experience and convert at or above category benchmarks
- Partner with Pricing and Promotions to optimize everyday price, promo cadence, and margin capture across assigned brands
- Work cross-functionally with Marketing, Creative, and Tech to ensure campaign alignment, launch readiness, and site experience improvements
Vendor Relations & Partner Performance
- Own the vendor relations function — the single accountable leader for what BBQGuys earns from its brand partners and whether they meet our operational requirements
- Lead annual and quarterly vendor program negotiations including rebate and co-op growth, allowance structures, and reduction of 2-step distribution reliance
- Build and manage the key vendor programs in partnership with the Sr. Associate, Vendor Relations — defining enrollment criteria, activation standards, and QBR cadence
- Develop and deliver the BBQGuys value proposition pitch to brand partners — educating vendors on what BBQGuys offers and building the commercial case for deeper investment
- Hold vendors accountable to MSA expectations, PDP and content standards, NPL timelines, promo and pricing policies, and defective and warranty resolution standards
- Own vendor performance scorecards — tracking compliance, program performance, and relationship health across the full partner portfolio
- Build a target list of prospective brands by category gap, using market intelligence, search demand data, trade show intelligence, and supplier conversations
- Surface market insights that change a BBQGuys decision — competitor intelligence, category trends, brand share data, and emerging brand opportunities
Leadership & Team Development
- Lead a team of five direct reports; conduct performance reviews, development sessions, and growth conversations
- Coach two Online Merchants in people leadership as they step into managing Site Merchandisers
- Build a high-accountability, growth-oriented team culture where brand performance and vendor expectations are clearly set and consistently held
- Present progress updates, performance results, and strategic recommendations to the Senior Director and Executive team on a regular cadence
Skills & Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Demonstrated leadership ability.
- Ability to prioritize and handle several high-impact assignments simultaneously.
- Cultural inclination toward transparency, accountability, sense of urgency, and growth mindset.
- Good judgement and wisdom in negotiations and communication with external parties.
- Strong grasp of business fundamentals such as conversion rate optimization and P&L management.
- Expert knowledge with e-commerce metrics such as conversion rate and marketing fundamentals.
- Advanced computer skills that include the use of Excel, PowerBI, Adobe Analytics, Microsoft Office Suite and willingness to learn internal programs.
- Excellent analytical skills with the ability to define problems, collect data, establish facts, draw valid conclusions, and provide solutions.
- Excellent written and oral communication skills and is a cooperative, dedicated team player.
Required Education and/or Experience:
- Bachelor's degree in business, Marketing, Merchandising, or a related field, or equivalent professional experience
- 4-6 years of experience in ecommerce, retail buying, category management, or vendor/partner management
- 4- 6 years leading a team Experience in a Director-level or senior individual contributor role with commercial accountability
- Outdoor living, home improvement, or specialty e-retail experience preferred
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Occasional travel required for vendor meetings, trade shows, and company events
- Must be able to work in a climate-controlled office or home office environment
- Sitting for extended periods of time
- Manual dexterity needed for keyboarding and other repetitive tasks
- Vision must be good or corrected to normal to perform normal job duties
- Ability to read and write in English to process documentation and communications
