Commercial Director

Role Overview:

We’re looking for a commercially sharp, relationship-led leader to lead revenue strategy, commercial enablement, and external partnerships across all key channels, brands, and geographies. This is a high-stakes role with two critical missions: protect and optimise our Amazon core, while accelerating scalable growth across other marketplaces, direct-to-consumer, and wholesale channels.

You’ll lead the commercial function at One Retail Group, with full ownership of channel performance, and trading outcomes. This isn’t a back-office or strategy-only role. It’s outward-facing, hands-on, and relies heavily on building senior relationships with our partners, marketplaces, and platforms to unlock preferential terms, visibility, and growth.

We need someone who’s commercially rigorous, analytically sharp and deeply comfortable with e-commerce - but who also brings a dose of charm, hustle, and persuasion. Someone who picks up the phone, builds senior trust, and delivers outcomes at speed

You’ll lead multiple teams and work cross-functionally with Product, Operations, and Marketing to drive execution and ensure we’re trading smartly across every touchpoint.

Key Responsibilities

Drive Growth Across Channels

• Own commercial strategy across all revenue channels including Amazon, DTC, marketplaces, and wholesale.

• Push diversification and be the business lead championing growth outside of Amazon - especially across emerging marketplaces, D2C, and high-potential regions such as EMEA and North America.

• Ensure the Amazon business remains healthy, competitive and margin-protective while driving incremental growth elsewhere.

• Prioritise initiatives that deliver both contribution margin and strategic resilience.

• Translate strategic objectives into clear trading priorities, pricing frameworks, and promotional plans that align with broader business goals.

Build High-Value Partnerships

• Lead senior relationships with key platforms and retail partners to build trust, unlock opportunities, build campaign exposure, and improve commercial terms.

• Actively pitch and develop non-standard deals such as unlocking platform marketing support, category exemptions, or bespoke product arrangements. You will be expected to represent our commercial interests at the most senior level and open doors others cannot.

• Turn channels from transactional listings into value-driving partnerships with marketing access, co-branding and promotional support.

• Be the face of One Retail Group in key commercial relationships - making the case for our brands, products and ambition.

• Actively explore new routes to market and product-channel fit opportunities, supported by insights and category trends.

• Be commercially literate in digital marketing to spot high-impact partnership opportunities and collaborate effectively with our Head of Marketing. This includes understanding platform-led campaigns (e.g. Amazon DSP, TikTok Shop), co-funded campaigns with partners, and performance channels (paid, organic, influencer, affiliate). You should be able to assess, pitch, and shape these in the moment - especially when opportunities arise during external meetings or negotiations.

Team Leadership & Performance

• Lead and drive our trading, marketing, and customer care teams - setting direction, standards, and accountability for performance and pace.

• Coach and develop team members, instilling a strong sense of ownership, commercial rigour, and pace.

• Foster a culture of continuous improvement, entrepreneurship and commercial hustle aligned to our values.

Lead Pricing and Commercial Enablement

• Own end-to-end pricing strategy across SKUs, channels, and markets.

• Ensure pricing decisions support contribution margin, growth goals and buy box health.

• Oversee tools and reports to ensure the team can trade with clarity and confidence.

Trading Execution & Promotional Planning

• Oversee trading calendars and key sales events across all channels, ensuring coordinated pricing, stock, and marketing alignment.

• Partner with Operations and Product Teams to manage seasonal demand planning, inventory allocation, and margin optimisation.

• Lead non-Amazon commercial execution, from ranking strategies on free-to-use marketplaces (like Decathlon) to creating bespoke launch plans that navigate Buy Box limitations.

• Lead revenue-driving initiatives such as product launches, clearance strategies, and peak season campaigns.

Champion Cross-Functional Execution

• Drive alignment across Trading, Product, Operation, Marketing and Finance to ensure decisions are made in context and with pace.

• Resolve friction fast by removing blockers, challenge assumptions, and driving action.

• Own key commercial decision-making, especially around seasonal demand and high-stakes moments.

Ideal Candidate:

• 10+ years in commercial or trading roles, ideally with exposure to online marketplaces, eCommerce and traditional retail.

• Has led and developed high-performing teams - sets the bar, mentors well, and takes full ownership of outcomes.

• Experience driving non-Amazon marketplace growth, including launching brands across emerging EMEA platforms and building deep ties with trading partners.

• Skilled at building commercial partnerships and knows how to open doors, win trust, and unlock value.

• Confident operating across data, margin, inventory, and customer experience levers.

• Commercially sharp, fast-moving and pragmatic - focuses on action and results.

• Comfortable switching between commercial strategy, partner negotiations, and hands-on execution.

• Driven by opportunity, takes initiative, and finds ways to get things done.

• Hands-dirty mentality - happy to dive into the weeds, pick up the phone, fix the issue, and move on.

• Passionate about growing brands and unlocking new opportunities — always looking for the next lever to pull.

• Goes above and beyond - leads from the front, holds high standards, and thrives in a business that’s scaling fast.

Who is One Retail Group?

One Retail Group is an international online retailer, brand owner, and marketplace specialist. Our story is humble, growing from a single product launched in 2013, we now own multiple brands in the home appliance, lifestyle and personal care categories. Our future is exciting as we strive to launch onto new platforms and expand our operations even further across the globe. 

We work at pace, we learn fast, where necessary we fail fast. This role will provide you with the chance to leave your mark and make a difference to a very exciting company. We’re proud of our collaborative team and continued high standards as we work together to achieve our shared ambitious goals.