The pathway
How you actually get there, here
How you become one varies far more by country than what one does. This is the UK route. Most people take one of these ways in; the right one depends on where you're starting from.
- 1
Principal/Manager, Digital Commerce (L5) at a larger organisation
3-5 years in previous roleSkills to master
- Deepen P&L ownership, expand scope of strategic influence beyond a single function, demonstrate ability to lead managers, and build multi-year roadmaps.
You're ready to move on when
- Successfully owned a digital P&L of £1M-£2M.
- Led a team of 10-25 people, including other managers.
- Consistently delivered on strategic objectives and presented to senior leadership.
- Demonstrated ability to navigate complex organisational politics and drive cross-functional initiatives.
- 2
Head of Digital Sales / E-commerce Director at a smaller/mid-sized company
5-7 years in previous roleSkills to master
- Translate entrepreneurial agility into a larger corporate structure, scale processes and teams, manage larger budgets, and adapt to more complex stakeholder environments.
You're ready to move on when
- Successfully scaled a digital sales operation from scratch or significantly grew a smaller one.
- Managed all aspects of a digital sales P&L, often with fewer resources.
- Proven ability to build and lead a complete digital sales function.
- Ready to operate within a more matrixed and politically complex organisation.
- 3
Senior Sales Director (Traditional Channels) with Digital Transformation Focus
5-8 years in previous roleSkills to master
- Develop a deep understanding of digital commerce platforms and technologies, master online customer acquisition and retention strategies, and effectively bridge the gap between traditional and digital sales.
You're ready to move on when
- Successfully led large traditional sales teams and exceeded targets.
- Actively championed and implemented digital tools and strategies within their traditional sales remit.
- Demonstrated a strong desire and aptitude for learning the intricacies of digital commerce.
- Proven ability to drive change and integrate new methodologies into established sales processes.