Director, Retails Sales - eCommerce

Dreaming big is in our DNA. It’s who we are as a company. It’s our culture. It’s our heritage. And more than ever, it’s our future. A future where we’re always looking forward. Always serving up new ways to meet life’s moments. A future where we keep dreaming bigger. We look for people with passion, talent, and curiosity, and provide them with the teammates, resources and opportunities to unleash their full potential. The power we create together – when we combine your strengths with ours – is unstoppable. Are you ready to join a team that dreams as big as you do?

SALARY:  $163,200 - $193,800, bonus and long-term incentive eligible

COMPANY:  

We are home to the nation’s most iconic beer and beyond beer brands, including Michelob ULTRA – America’s #1 top-selling beer – as well as Busch Light, Budweiser, Bud Light, Stella Artois, Cutwater Spirits, and industry-leading craft brands. From our longstanding efforts to support American farmers, military, veterans, and first responders, to emergency drinking water donations and responsible drinking programs, we are guided by our commitment to the communities we call home and the 65,000 hardworking Americans who bring our beer to life. We are powered by a team that shares our passion to create a future with more cheers. Are you ready to join a team that dreams as big as you do?

ROLE SUMMARY

The Director of eCommerce Marketplaces is the commercial owner for Anheuser-Busch’s U.S. Marketplace business, including DoorDash, Instacart, and Uber Eats, with leadership responsibility for additional rapid-delivery and other digital commerce platforms within the team’s scope. Reporting to the Head of eCommerce, this role is accountable for accelerating sales, share, and digital penetration; strengthening executive-level platform partnerships; and translating marketplace data, shopper behavior, and investment into clear growth strategies.

This leader will manage and develop at least one direct report and will serve as the primary internal and external Marketplace expert. The role requires end-to-end ownership across customer strategy, annual planning, joint business planning, forecasting, investment, retail media, digital execution, and performance management. The Director will work closely with Sales, Omni, Category Development, Insights, Brand, Media, Revenue Management & Legal to ensure marketplace plans are commercially rigorous, customer-ready, and executed with speed.

JOB RESPONSIBILITIES

Commercial Ownership & Growth Leadership

• Own the revenue, share, digital penetration, and growth strategy for all marketplace accounts, with clear accountability for performance versus plan and targets.
• Develop the marketplace 3YP, 1YP, annual operating plan, forecast, and customer-specific commercial plans aligned to U.S. eCommerce and enterprise priorities.
• Identify growth gaps, performance risks, and emerging opportunities early, then mobilize cross-functional action plans to address them.
• Prioritize platforms, retailers, brands, packs, occasions, and investments based on commercial impact, shopper missions, incrementality, and strategic fit.

Customer & Platform Leadership

• Lead senior relationships with marketplace platforms and position Anheuser-Busch as a strategic, insight-led growth partner.
• Own marketplace Joint Business Planning, QBRs, innovation sessions, strategic planning meetings, and major customer engagements, including agenda development, content, negotiations, and follow-through.
• Develop joint growth initiatives that improve assortment, availability, visibility, conversion, basket building, and category performance.
• Represent the marketplace business in strategic customer and leadership forums, including Vault visits and executive reviews.

Investment, Media & Commercial Optimization

• Own marketplace investment strategy and budget management, including retail media deployment, promotional funding, vendor scopes, and performance expectations.
• Partner with Commerce Media (Connections Team), Brand, and agency teams to build platform-specific investment plans and clear ROI and eROI frameworks.
• Use platform and performance data to optimize audience strategy, assortment, promotion, media, and execution while balancing sales growth, share, new-to-brand acquisition, and return.
• Lead disciplined post-event and campaign reviews, converting results into sharper future plans and investment recommendations.

Performance Management & Insights

• Own the marketplace performance management rhythm in partnership with eCommerce PPM/Finance, including weekly reporting, forecasting, scorecards, and leadership reviews.
• Translate sales, share, platform, shopper, media, and digital shelf data into decision-ready insights, risks, opportunities, and actions.
• Ensure consistent definitions, reporting narratives, and accountability across platforms and internal stakeholders.
• Leverage marketplace shopper behavior and trip-mission insights to influence customer strategy, category recommendations, and commercial activation.

Executional Excellence

• Ensure marketplace plans are executed accurately and on time across promotions, launches, assortment changes, onsite merchandising, and platform tests.
• Partner with the eCommerce Sales Strategy team to prioritize digital shelf needs, including search, taxonomy, content, PDP quality, ratings and reviews, and discoverability.
• Establish clear operating rhythms, ownership, and escalation paths across the marketplace team and agency/vendor partners.

People Leadership & Organizational Influence

• Lead, coach, and develop at least one direct report, setting clear roles, priorities, performance expectations, and development plans.
• Build a high-accountability, customer-responsive culture grounded in proactive ownership, rigorous follow-up, and measurable commercial impact.
• Act as the marketplace subject-matter expert across the broader commercial organization, helping teams understand platform models, opportunities, and implications.
• Influence cross-functional stakeholders without direct authority and create alignment across competing priorities in a fast-changing environment.

Key Success Measures

• Marketplace sales growth versus plan and forecast
• Share growth by platform, retailer, and priority segment
• Digital penetration and marketplace contribution to customer eCommerce growth
• Retail media and promotional return, including ROI/eROI and execution accuracy
• Quality and impact of customer plans, QBRs, JBPs, and strategic initiatives
• Platform relationship health and stakeholder feedback
• Team capability, accountability, and development

JOB QUALIFICATIONS

• Bachelor’s degree required; Master’s degree or MBA preferred.
• 10+ years of progressive experience in CPG, retail, eCommerce, digital commerce, customer development, or a related commercial field.
• Demonstrated experience owning customer or platform strategy, commercial plans, revenue delivery, and senior external relationships.
• Strong eCommerce and marketplace fluency, including retail media, digital shelf, assortment, promotion, content, search, measurement, and optimization.
• Experience leading Joint Business Planning, annual planning, forecasting, QBRs, negotiations, and executive customer presentations.
• Proven ability to translate complex data into a clear commercial point of view and actionable growth recommendations.
• Strong financial and analytical acumen, including budget ownership, investment prioritization, ROI evaluation, and performance management.
• People leadership experience with a track record of coaching talent, setting high standards, and building accountable teams.
• Exceptional influencing, communication, collaboration, and presentation skills across senior internal and external audiences.
• Ability to manage multiple high-priority workstreams, operate through ambiguity, and lead with urgency in a dynamic environment.
• Experience in beverage alcohol, regulated categories, three-tier distribution, or wholesaler systems is a plus.

WHY ANHEUSER-BUSCH:  

At Anheuser-Busch, our purpose is to create a future with more cheers. For more than 165 years as a leading American manufacturer, Anheuser-Busch has delivered a legacy of brewing great-tasting, high-quality beers that have satisfied beer drinkers for generations. As the nation’s top brewer, one of the fastest growing spirits companies, and an insurgent force in energy drinks, we drive economic prosperity nationwide through investments in our people, facilities, and communities. We are the only alcohol company that invests in the U.S. at this scale.   

BENEFITS:

• Health benefits including Medical, Dental, Vision, Wellness and Tax-Advantaged Savings and Spending Accounts 
• Life Insurance and Disability Income Protection 
• Generous Parental Leave and FMLA policies 
• 401(k) Retirement Savings options with a company matching contribution 
• Chance to work in a fast-paced environment among a company of owners 
• Free Beer!