E-Commerce Sales Specialist

The E-Commerce Sales Specialist is responsible for growing customer adoption and revenue across the company's digital commerce channels. This role serves as the day-to-day commercial owner of e-commerce—acquiring and onboarding customers, enabling digital purchasing, optimizing the company storefront, and supporting e-commerce growth through channel partners and connected commerce.

The Specialist works cross-functionally with Sales, Product Management, Marketing, IT, Customer Data, external channel partners, and customers to improve the digital buying experience and grow e-commerce sales.

Key ResponsibilitiesCustomer Acquisition & Enablement — 40%

• Identify e-commerce opportunities within existing accounts and acquire new digital customers.
• Introduce customers to the platform and drive adoption.
• Coordinate account validation, establish users and credentials, and resolve access issues.
• Train customers on search, ordering, reordering, and available digital tools.
• Guide customers through first purchase and encourage repeat utilization.
• Re-engage inactive digital customers and identify barriers to adoption.
• Coordinate digital account activity with the broader Sales organization.
• Triage, qualify, and hand-off in-bound digital activity and leads for the Sales and Marketing groups.

Digital Sales Growth — 20%

• Drive e-commerce revenue through customer acquisition, adoption, and repeat purchasing.
• Monitor digital sales, customer activity, and purchasing behavior.
• Identify opportunities to increase purchase frequency, product penetration, and digital share of customer spending.
• Develop targeted activities to move appropriate customers and transactions online.
• Track and communicate e-commerce performance, opportunities, and trends.

Digital Merchandising & Storefront Optimization — 20%

• Execute day-to-day merchandising and commercial presentation of the company e-commerce storefront.
• Ensure appropriate products are published, categorized, and effectively presented.
• Program and optimize product search, related products, substitutes, accessories, and cross-sell recommendations.
• Monitor search behavior, navigation, and other indicators of customer friction.
• Coordinate product information needs and gaps with Product Management.
• Coordinate promotions and supporting content with Marketing.
• Recommend improvements that make products easier to find, evaluate, and purchase.

Channel Partner & Connected Commerce — 10%

• Support e-commerce growth through distributor and channel partner websites.
• Coordinate with channel partner e-commerce teams to onboard, merchandise, optimize, and sell company products on their digital storefronts.
• Facilitate the transfer of information and data from internal sources to digital channel partners as requested.
• Identify opportunities to improve product visibility, search placement, content, and digital sales through partner websites.
• Support future PunchOut and connected-commerce implementations with customers.
• Coordinate customer requirements, testing, training, launch, and adoption of storefronts within customer purchasing systems.

Platform Coordination & Improvement — 10%

• Serve as the business-side liaison between customers and internal teams supporting e-commerce.
• Coordinate with leadership and cross-functional teams on platform functionality, integrations, APIs, and technical issues.
• Coordinate with customer data teams on account validation, setup, and customer records.
• Translate customer feedback and business needs into platform improvement recommendations.
• Work with IT and development resources to define, test, and implement enhancements.
• Coordinate customer communication and training for new features, rollouts, and improvements.
• Additional marketing and digital tasks as assigned.

Key Performance Measures

• E-commerce revenue and growth across company and partner digital channels.
• Customer accounts onboarded and users/contacts activated.
• Active digital purchasing accounts and existing-customer adoption.
• Net-new digital customers.
• Repeat purchasing and platform utilization.
• Digital merchandising and search effectiveness.
• Channel partner e-commerce activation and product visibility.
• Successful launch and adoption of PunchOut and connected-commerce customers.