Senior Ecommerce Manager

About the Role:

The Senior Ecommerce Manager is a blended leadership role, combining trading expertise with marketing channel strategy to drive holistic ecommerce performance across a client account or vertical. You will be the primary commercial and strategic owner for your accounts – taking full accountability for both site trading performance and the quality of marketing execution across all digital channels. You'll define what success looks like for your accounts, build the plans to get there, and lead your team through delivery. You'll own the performance and strategic narrative, drive trading and marketing strategy, and bring the commercial judgement to know when to hold course and when to change it - while staying close enough to execution to maintain standards and momentum.

Acting as the bridge between the Ecommerce Manager layer and the Head of Ecommerce, this is a senior individual contributor role with team management responsibilities. You’ll bring equal capability across trading (conversion, AOV, promotional planning) and marketing (paid and organic channel strategy), using data and insight to continuously push performance forward.

Key Responsibilities:

Trading & Site Performance

• Lead the trading strategy for your accounts, with ownership of KPIs including revenue, conversion rate, AOV, COS, and ROAS.
• Oversee and drive the promotional calendar for key events, seasonal campaigns, and brand activations - sharing insight across channels for joined-up planning.
• Use THG’s reporting platform, GA4 and third-party analytics tools to analyse customer behaviour, identify opportunities, and optimise conversion funnels.
• Conduct regular competitor pricing, product, and promotional analysis to keep clients ahead of the market.
• Ensure site content is current and commercially optimised - banners, offers, product pages, category navigation - in line with the trading plan.
• Monitor and react to key site metrics including bounce rate, exit rates, new vs. returning traffic, and customer acquisition costs.
• Own the end-to-end customer journey on site - identifying friction points, supporting CRO testing programmes, and working with UX, creative, and tech teams to improve conversion at every stage of the funnel.
• Stay close to platform development and new feature releases, proactively identifying and championing enhancements that can drive commercial performance - from promotional mechanics and personalisation tools to checkout optimisation and site speed improvements.

Marketing & Channel Leadership

• Act as the central leadership point of contact across all marketing channels - SEO, PPC, Paid Social, CRM, Affiliates, and Influencers - briefing channel teams and ensuring overarching strategy alignment.
• Create in-depth performance forecasts to inform channel budgets and be responsible for owning the overall optimisation and allocation of spend based on live performance data.
• Manage and continuously optimise marketing budgets, balancing promotional investment with COS reduction targets.
• Drive new customer acquisition strategies alongside CLV maximisation through retention, loyalty, and lifecycle marketing.
• Partner with creative, brand, and data science teams to deliver high-quality campaign assets and customer insights.
• Leverage CRM and email platforms (e.g. THG Personify or 3rd party equivalent) to support segmentation, personalisation and retention strategies.

Client & Stakeholder Management

• Act as the senior point of contact for your clients, building trusted, long-term commercial relationships.
• Lead the preparation and delivery of QBRs and monthly reviews — translating data into compelling performance narratives and actionable recommendations.
• Manage internal and external expectations, balancing client ambition with operational capacity.
• Relay client priorities to internal teams clearly, ensuring timely and high-quality delivery.

Team Leadership & Development

• Manage and develop a team of Ecommerce Managers and Executives, supporting day-to-day performance and longer-term career growth.
• Coach the team on trading best practices, marketing channel effectiveness, and data-led decision making.
• Drive consistent quality of execution across accounts, ensuring the team operates to a high standard.

Cross-functional Collaboration

• Work closely with category, brand, data science, and operations teams to identify and unlock growth opportunities.
• Support the onboarding of new clients and help new channel teams integrate into existing account workflows.
• Share market insight and best practices across the wider ecommerce team.

What We’re Looking For:

• Significant ecommerce experience spanning both trading and digital marketing - ideally within an agency, retailer, or managed services environment.
• Proven track record of driving measurable growth across site performance KPIs and marketing channels.
• P&L and budget management experience at account or channel level.
• Strong analytical mindset - able to interpret complex data, identify actionable insights, and communicate findings clearly.
• Confident presenting to senior clients and internal stakeholders, with the ability to build compelling performance narratives.
• Proven experience leading, managing, and developing a team.
• Commercially astute, self-motivated, and energised by a high-pace, high-accountability environment.
• Excellent communicator with proven experience managing client or stakeholder relationships.
• Natural problem-solver who thrives in a fast-paced, high-accountability environment.
• Experience managing or mentoring junior team members is desirable.