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Executive Vice President, Direct Brands

Date:  Jun 14, 2022
Location: 

Fairfax, VA, US, 20031

Onsite or Remote:  Hybrid
Company Name:  Luxor

At Luxor, we create an innovative and forward thinking culture that our employees love, and our products reflect this. As a manufacturer of innovative workspace product solutions that are sold to the commercial, educational, industrial and other end markets, we are constantly developing functional products that are value priced. Under our Stand Up Desk Store brand, we create workspace furniture solutions that nurture a healthy and collaborative work environment.

GENERAL PURPOSE:

 

Luxor Workspaces is a leading manufacturer of innovative workspace solutions including office products, furniture, equipment, and accessories for use in office, education, industrial, foodservice, hospitality, and healthcare settings.  Luxor Workspaces goes to market through numerous brands including sales to resellers, as well as direct sales, through brands including Luxor, Stand Up Desk Store, Stand Steady, and Kwikboost.  We pride ourselves on an innovative and forward-thinking culture that our employees love, and our products reflect this. We have grown both organically and through acquisitions rapidly over recent years, and will continue to do so.  As a product company, we are constantly developing and expanding into new functional products and categories that meet the needs of our customers. We are looking for an experienced, innovative eCommerce brands leader who thrives on the execution of rapid growth to join our team.

The EVP position has ownership of the full P&L for our multiple online brands, including revenue achievement, marketing strategy development and execution, product strategy and management, channel management and expansion, and sales.  Our eCommerce brands have experienced very rapid growth over the past 4-5 years, and the EVP must be adaptable, knowledgeable, and experienced in aggressively growing a multi-channel eCommerce business with multiple brands, in the $50m to $250m revenue range.  This requires proven success as an expert priority-setter, able to juggle and multi-task while leading teams to focus on the most important priorities.  Must also be an independent and strategic thinker, having the ability and desire to manage self and teams through day to day responsibilities without direction. 

The primary responsibility of this position is to meet or exceed annual Revenue and Profitability targets, and successfully grow the business year over year with a long term growth strategy.  This will be accomplished through product innovation and expansion, the expert design and execution of paid and organic revenue growth strategies to expand sales and profitability of the assigned brand(s), and growing organic growth over time.  Both paid and organic growth are expected through effective and measurable marketing efforts, expansion of online channels, direct sales strategies, and expansion of products and categories that are consistent with the brands. 

 

ESSENTIAL DUTIES AND Responsibilities:

  • Develops, communicates, and executes annual Revenue and Profitability targets, and successfully grow the business year over year with a long term growth strategy.
  • Leads overall direct sales Brand/Product Strategy – works with individual Brand Leaders to set and update a cohesive overall brand/product strategy that will support and achieve revenue and profitability goals.
  • Drives Direct Brands innovation, working with Brand Leaders, Product Management and New Product Development teams to push and drive innovation for new products from ideation through to implementation and revenue. 
  • Promote and achieve seamless collaboration between Direct Brand teams and other departments – Operations, Sourcing, Demand Planning, Accounting, etc.
  • Continually strives to increase innovation while aggressively pushing operations, sourcing, and other departments to reduce time to revenue.
  • Provides high level strategic oversight and support for each Brand Leader’s marketing strategy and budget across all channels including digital media, traditional media, OTT, email, website, social media, and new opportunities. 
  • Supports the Brand Leaders in management of advertising and promotions to reach maximized revenue and profitability goals via media including print, broadcast, online, electronic media, email, social media and direct marketing.
  • Responsibility for establishing a coordinated brand website strategy and platform across all direct brands, including all strategy, UI, content, plug ins, functionality, promotions, articles, campaigns, etc.  Collaborates with IT Department teams to achieve desired technology outcomes and priorities.
  • Guides development of formal cross-Brand KPI’s and metrics to support data driven analysis of all ad spend results and approve ad strategies and campaigns for all online advertising.  Monitors Brand level results and works with Brand Leaders to optimize, and mentors teams in optimizing and continuous improvement using industry metrics including conversion rates, ACOS, TACOS, etc.  Set and monitor Brand teams goals for improving ad spend effectiveness, holding Brand teams accountable for results.
  • Leads improvement of the ratio of organic vs. ad-supported sales over time across Brands to provide healthier profitability over time. 
  • Strategic partnerships – identifies and connects with key leaders at identified companies to drive complementary/supportive product opportunities.  Supports the Brand Leaders in the effective selection of agency and third-party companies, and drives coordination across Brands for collaboration.
  • Support the direct Brand shared service teams in leveraging improved analytics, site testing, technology tools, and reports; drive Brands to identify, recommend, and implement optimizations and enhancements to the website/storefronts they manage.
  • Maintain focus and prioritize continuous learning activities for self and team on changing online and offline marketing tactics, including both traditional and digital media. Continuously monitors and adapts to new technologies, offerings, and strategies to ensure that the brand Marketing spend is as effective as possible.  Attends industry events, webinars and consume content to stay up-to-date on new strategies, and educates the Brand teams as a thought leader.
  • Identifies and proposes technical, operational and other business solutions to achieve financial targets. Monitor and drive KPIs/metrics and make adjustments to ensure the business is optimally maximized and growth targets are met.
  • Leads focus on the profitability of freight and the freight recovery strategies in place across all Direct Brands, manages and continually refines freight costs vs. freight recovery ratios to contribute to maximizing profitability while meeting or exceeding revenue targets.  
  • Actively participates as a key member of the Luxor Workspaces Leadership Team. 

 

Management Duties and Responsibilities:

  • Provides active management, prioritization, and technical strategy/guidance to the Marketing, Creative, Paid Search, Marketing Ops, and Product Management teams
  • Coaches and mentors direct and indirect reports on best practices in order to provide high quality and timely services to both internal and external customers
  • Provides direct reports with appropriate training, coaching, and motivation that enable their success and establish a positive working environment
  • Attracts, hires and develops A-player talent for the team
  • Establishes/manages the new hire training program for all staff roles, including an evaluation method to ensure knowledge transfer is achieved through the training program
  • Establishes metrics (KPIs) for team processes and initiatives; develop presentation formats and reports on a weekly and monthly basis
  • Oversees responsiveness of the team to inquiries and requests, and hold staff accountable for meeting service level expectations
  • Conduct employee performance reviews mid-year and annually to evaluate performance, provide feedback, and that high performers are challenged with additional responsibility
  • Monitor and enhance the performance of the team in the areas of productivity, quality of work, customer satisfaction, and technical expertise by providing individual coaching feedback sessions that focus on improving performance, communication skills and technical abilities
  • Ensures team accountability to meet team deadlines as established

 

OTHER DUTIES AND RESPONSIBILITIES:

  • Special projects and other duties as assigned

 

SKILLS AND ABILITIES REQUIRED:

  • 10-15 years of relevant work experience in high-growth consumer-facing environments, managing Directors and one/may P&L’s; must include experience with direct and multi-channel eCommerce bsunesses, preferably including Amazon
  • Ability to scale and lead a high-performing team; skilled leader and manager with talent selection and talent development experience
  • Product/Category Innovation, especially around workspace and technology products
  • Proven experience setting high-level strategies and building teams to meet them
  • Lead Brand Leaders in managing and optimizing ad spend at scale for high-growth direct eCommerce product brand(s)
  • Skilled at strategy development for product advertising to meet or exceed goals across multiple channels including Amazon, Google, etc. and leveraging spend to grow organic sales
  • Subject matter expertise in leading and managing innovative and effective marketing programs that generate revenue and profit growth results including SEO, affiliates, paid digital (YouTube, Facebook, Instagram, Google, Yahoo, Bing), Amazon Advertising, email, social, out of home, and print
  • Demonstrated expertise improving operations using data, analytics and metrics to measure performance and determine improvements; strong working knowledge of digital measurement and testing tools and enabling your teams to utilize them for better decision making
  • Proven experience providing strategic oversight of Brand Creative/Content marketing teams focused on online sales of products or services across multiple online channels
  • Financial acumen, ability to read and understand a P&L, manage expenses and spend actively, review results weekly and monthly taking actions required to meet or exceed monthly revenue and profit budgets
  • Problem solver, hands on ability and willingness, with a positive can-do attitude
  • Expert ability to focus team on multiple projects and execute / multitask

EDUCATION AND EXPERIENCE REQUIRED:

  • Work History Requirements:
    • Minimum 10 years in online marketing for a transactional ecommerce company, including multi-channel sales (must include Amazon)
    • Minimum 5 years managing a large team with direct and indirect reports, including managers and individual contributors
    • VP/Director level experience, with ownership of one or many P&L’s at a brand,  channel, or division level, with proven top and bottom line growth over time
    • Proven ability to manage six figure monthly advertising spend across channels
  • Education Requirements:
    • Bachelor’s Degree - preferably in Marketing or Business Management
    • MBA in Marketing strongly preferred

 

 

Computer equipment and level of software requirements:

  • Thorough understanding of Magento, Shopify, or other online eCommerce Platforms in environments with integrations to common ERP systems, Marketing Automation and Channel Management (i.e. Channel Advisor) tools and platforms
  • Marketing technology exposure: Google Ads, Facebook Ads Manager, Shopify, SEO Tools, Google Analytics, Adobe Creative Suite
  • Microsoft Office Suite and Analytics – especially strong Excel required
  • Strong social media technology platform understanding

 

Specific Knowledge, licenses, certifications REQUIRED:

  • None

 

SUPERVISORY RESPONSIBILITIES:

  • Manages direct reports including Brand Directors, VP’s, Directors and Managers

 

TRAINING REQUIREMENTS:

  • None

.

PHYSICAL DEMANDS:

  • None

 

PHYSICAL PROTECTIVE EQUIPMENT:

  • None

 

WORK ENVIRONMENT:

  • Usual office working conditions, with hybrid remote working after onboarding period
  • Office time required in Waukegan, IL and Fairfax, Virginia offices to work with teams periodically
  • Occasional business travel to attend conferences, meetings, events or training (5% or less annually).

We are an equal opportunity employer and comply with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex, pregnancy status, age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment. We comply with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law.


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