Director of Amazon Marketplace

Channel Ownership & Strategy

• Own the Amazon business with accountability for revenue, contribution margin, TACOS, and overall channel health
• Develop the channel growth strategy across traffic, conversion, retention, assortment, and promotional planning
• Report weekly and monthly performance, key drivers, risks, and opportunities to leadership
• Identify and prioritize the highest-impact opportunities to scale the business profitably
• Develop pricing & promotional strategies that support both revenue growth and profitability across evergreen periods and sales calendar.

Advertising & Demand Generation

• Lead Amazon advertising strategy across Sponsored Products, Sponsored Brands, Sponsored Display, and other relevant ad products
• Set channel-level advertising goals and monitor performance against TACOS, ROAS, and incrementality targets
• Evaluate campaign structure, keyword strategy, audience strategy, and budget allocation to improve efficiency and scale
• Manage and grow the Subscribe & Save program as a meaningful driver of recurring revenue and customer lifetime value

Content, Conversion & Catalog Optimization

• Own listing quality and conversion strategy across titles, bullets, images, A+ Content, Brand Store, and backend keywords
• Build a testing roadmap for creative, merchandising, pricing, bundles, and promotional mechanics
• Lead Amazon SEO strategy to improve discoverability and ranking across priority terms
• Partner with creative and brand teams to ensure content is optimized for both conversion and brand standards
• Oversee catalog structure, variation strategy, and assortment merchandising to improve browse efficiency and customer experience

SKU Expansion & Geographic Growth

• Lead SKU expansion by bringing new product innovations to market, coordinating with product development on testing and operations on inventory and timeline sequencing
• Expand our current assortment into secondary markets and explore introduction into new markets, owning go to market strategy and ensuring sustainable growth across geographies

Inventory & Account Health

• Maintain strong account health and ensure the business is operating within Amazon’s policies and category requirements. Help protect the brand against unauthorized sellers and other marketplace risks
• Partner with ops team for inventory forecasting. Monitor replenishment, FBA inventory levels, IPI, stranded inventory, and in-stock rates to support revenue goals

• 6+ years of e-commerce experience, including 4+ years managing a meaningful Amazon Seller Central business for a consumer brand
• Experience owning or materially influencing a high-volume Amazon P&L
• Strong understanding of Amazon Seller Central, FBA, Amazon Advertising, listing optimization, SEO, and promotional strategy
• Experience in CPG, wellness, supplements, or other regulated consumer categories strongly preferred
• Proven ability to balance revenue growth with contribution margin and operational discipline
• Strong analytical skills; experience with tools such as Helium 10, Jungle Scout, Keepa, or similar is a plus
• Comfortable operating as a hands-on individual contributor in a fast-paced environment
• Strong cross-functional operator who can work effectively with creative, operations, supply chain, finance, and leadership teams
• Demonstrated ability to solve problems within Amazon’s ecosystem, including account health, listing issues, and compliance-related escalations

What Success Looks Like

• Grow Amazon revenue profitably while improving channel efficiency
• Maintain strong account health and minimize suppression, compliance, and operational disruption
• Improve conversion through stronger content, catalog strategy, and testing
• Keep the business in stock and operationally healthy through accurate forecasting and planning
• Build a scalable advertising and promotional strategy that supports both short-term performance and long-term channel growth
• Expand presence in secondary markets and lay the groundwork for entering new markets