Customer Development Senior Manager, e-Commerce

Who are we

Yamamotoyama U.S.A. stands as a testament to the art of traditional Japanese green tea and nori seaweed products, upholding a commitment to unparalleled quality since 1690. Our culture is enriched by diverse backgrounds, all striving to find their unique voice in a harmonious blend. This spirit of unity in diversity extends to our portfolio, which includes the globally recognized Stash Tea Company, offering an expansive array of premium teas. In addition, we proudly present Ujido, a brand deeply rooted in the art and tradition of Japanese Matcha. Our dedication to excellence is not just in our products, but in the mosaic of voices that shape our legacy.

Purpose of the Role:

The Customer Development Senior Manager, e-Commerce, will lead and manage sales strategy and operations for the direct-to-consumer channel for Stash, Yamamotoyama and Ujido, including full P&L ownership. This role involves various responsibilities and objectives to ensure the success of the DTC e-Commerce business for both US and Canada. 

This role will not only drive revenue growth, but also champion the consistency and integrity of each brand’s digital identity and voice. It requires balancing commerce performance with consumer connection, ensuring that our digital ecosystem serves as both a conversion engine and a brand hub; deepening engagement, storytelling, and loyalty.

In addition, this role will develop and execute the digital merchandising strategy for the pure play eCommerce, grocery retail and foodservice channels. Cross-functional collaboration with customer development, marketing, finance, and operations is required to ensure consumer and customer satisfaction, and that business strategies and goals are achieved. 

Responsibilities:

• Define, develop and execute the US and Canada DTC revenue growth strategy with P&L ownership and responsibility.
• Oversee daily operations for 5 owned wholesale and direct to consumer channels
• Develop and execute the omnichannel digital merchandising strategy in conjunction with the omnichannel communications manager and marketing team, ensuring brand identity, voice, and tone consistency across all digital touchpoints to reinforce brand trust and recognition.
• Supervise and optimize full-funnel digital advertising strategy - overseeing awareness, consideration, and conversion campaigns across paid search, social, display, and emerging platforms in partnership with internal marketing and agency teams.
• Collaborate closely with marketing and creative teams to align content, storytelling, and commerce, ensuring each campaign drives measurable performance and strengthens the brand narrative.
• Balance short-term growth objectives with long-term brand equity, ensuring decisions reinforce the overall positioning and strategic direction for each brand.
• Analyze and report on website performance metrics, sales data, market trends, and competitor activities to identify opportunities for growth.
• Manage and nurture 3^rd party vendor relationships for paid media and website maintenance  
• Lead, develop, mentor, and motivate the internal team as well as agency partner(s).

Core Skills:

• Strategic Growth Leadership – Balances commerce performance with consumer connection and long-term brand equity growth.
• Omnichannel & eCommerce Expertise – Skilled in digital merchandising, CRM/email, SEO, and full-funnel paid media optimization to drive performance and loyalty.
• Brand Stewardship – Proven ability to protect and express consistent brand identity and voice across digital channels.
• Consumer & Customer Focused - Deep understanding of both consumer & customer needs and ability to consistently strengthen key relationships.
• Data Driven - Leverages accurate and timely data to identify risks and provide recommendations for sustainable solutions and business growth. 
• Stakeholder Management - Ability to manage multiple stakeholders and build relationships both internally and externally.

Core Behaviors:

• Relationships Builder - Build partnerships with customers and internal partners to drive execution and build inclusive relationships.
• Problem Solver - Seek solutions to problems that create waste and create repeatable processes that improve efficiency.
• Intellectually Curious - Consistently strive to understand the “why” behind outcomes and look for learning opportunities. 

Requirements:

• Bachelor’s degree or equivalent experience required.
• 4-5 years of website management, e-Commerce platforms (i.e. Shopify) & “Pure Play” e-commerce sales experience.
• Strategic and analytical thinker who is detail oriented and holds a very high bar for consumer & customer satisfaction and experience.
• Creative, highly motivated, self-starter, detail-oriented, organized, can efficiently work in an extremely fast-paced environment.
• Track record of consistently delivering or beating budgets and P&L targets.
• Highly collaborative and thrives working cross-functionally.
• Ability and willingness to travel 10%-15% of the time.

Physical Requirements: 

For the role of Customer Development Senior Manager, e-Commerce, the physical requirements are generally minimal due to the home office-based nature of the job. However, some physical demands may include:

• Regularly required to sit for extended periods
• Frequently required to use a computer, including typing and viewing a monitor
• Regularly required to talk and/or listen in conversations with customers and team members, both in-person and over the phone
• Occasionally may need to lift and move small office supplies, up to 25 lbs
• Occasional travel may be required for trade shows or meetings, which could involve standing for long periods, walking long distances, and transporting light materials
• Good manual dexterity for the use of common office equipment such as computer keyboards, monitors, copiers, and scanners

Note: The above physical requirements 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.

The annual pay range for this full-time position is $125,000 -  $135,000. Our pay ranges are guided by the discipline, level, and experience required. Within the range, individual pay may vary based on additional factors, including your specific location, desired skills/ technical competency, relevant experience, and advanced education/ training. Benefits include Medical, Dental, Vision, Life, AD&D, LTD, EAP, Health & Wellness, Vacation Accrual, and 401(k) with Safe Harbor Contribution.  In addition, we offer our employees discounts on our product, tuition reimbursement, continuing education support, and more!

Yamamotoyama is an equal opportunity employer. At Yamamotoyama, we are dedicated to fostering an inclusive environment that cultivates creativity and innovation. Although rich in history, innovation is woven into our DNA, and this demands diversity of thought. Our commitment to serving our community wholeheartedly compels us to embrace a broad spectrum of perspectives, backgrounds, regions, and experiences