The Cotswold Company | B Corp™
Head of Ecommerce Trading
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Head of Ecommerce Trading
London, hybrid (at least 3 days a week in the office) · Reports to the Digital Director · Up to £80,000 + benefits
About us
At The Cotswold Company, we make furniture and homeware to be lived with for years. Every piece comes with our 15-year guarantee. We're a certified B Corp, and most of our customers shop with us online. We want our site to give customers the same quiet confidence they feel about our furniture.
About the role
Online sales come down to three things: traffic, conversion and order value. Our Head of Paid Marketing owns the traffic we pay for. You'll own the rest: the demand we earn through organic search, and what every visitor does once they arrive.
This is a business leadership role, not a site management role. With the Digital Director and the Head of Paid Marketing, you'll be accountable for how our digital business performs. You'll own a number, stand behind it in the weekly trading meeting, and make the case for investment to our CFO and Board.
What you'll own
- Conversion rate, average order value and online revenue, measured against target
- The online sales budget and the day-to-day trading of the site
- The conversion, organic traffic and order value forecast, and how accurate it is
- The testing roadmap, prioritised by commercial impact
- Search, merchandising and recommendations as ways to drive sales
- SEO and organic performance, including our agency relationship
- Working out which copy, imagery and guides actually help customers decide
- Investment cases for onsite development, each with a clear expected return
- Relationships with our testing, search, personalisation and reviews suppliers
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Your team and partners
You'll lead a team of four: an Online Merchandiser, an Online Merchandising Executive, a UX Designer and a Digital Insight Analyst. They run the day to day. You set the priorities and standards, and help each of them grow. You'll work closely with buying, merchandising, brand, finance and technology, and you'll stand in for the Digital Director on trading matters.
What you'll bring
- 5+ years in ecommerce trading, merchandising or onsite experience, including at least 2 years leading a team
- Direct accountability for a conversion or online sales target, and a track record of being held to it
- A structured testing programme behind you that delivered commercial results, not just a high number of tests
- Experience building a forecast that feeds a wider business plan
- Confidence presenting performance and investment cases at executive or board level
- Strong analytics skills: GA4, segmentation, funnel analysis and statistical significance
- Enough technical SEO knowledge to direct the work and judge it
- The ability to brief and challenge UX work without designing it yourself
- Commercial judgement that connects onsite decisions to margin and the P&L
- Steadiness when the number isn't going your way, and willingness to own it openly
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Nice to have
- Experience with considered purchases, ideally made-to-order or long lead-time products
- Familiarity with a headless stack and a modern CMS
- Experience of a business growing through a step change in revenue
How we work
- Lead with Care: for your team, and for the customer taking their time over a considered purchase.
- Inspire Possibility: through content that helps customers picture a piece in their own home.
- Focus on Impact: prioritising what actually moves conversion, not just what's interesting.
- Endure with Purpose: still testing and improving long after the obvious wins are done.
We welcome applicants from every background. If you need any adjustments during the process, just let us know.
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