**This role requires this candidate to be on-site in Evansville, IN. (4 days a week on-site)**
We are seeking a Director of Amazon Sales to lead and scale our client’s Amazon business across both Vendor Central (1P) and Seller Central (3P) platforms. This role will own the full Amazon P&L, drive operational excellence, and partner cross-functionally to achieve aggressive growth and profitability targets.
The Director of Amazon Sales will be responsible for developing and executing the overall Amazon strategy, managing vendor relationships, optimizing merchandising and advertising performance, and ensuring operational excellence across the marketplace ecosystem. This individual will serve as the primary liaison between internal teams, Amazon stakeholders, and external partners while driving revenue growth and brand visibility.
Key Responsibilities
Strategic Leadership & Business Ownership
- Own the overall Amazon channel strategy across Vendor Central and Seller Central to maximize revenue, market share, and profitability
- Develop and implement long-term growth strategies across Amazon 1P and 3P channels
- Lead joint business planning and vendor negotiations with Amazon
- Manage agency and external partner relationships to ensure alignment with business goals and KPIs
- Serve as the primary liaison between internal stakeholders and Amazon vendor or selling partner teams
P&L Management & Sales Growth
- Own and manage the full Amazon P&L, including forecasting, budgeting, and profitability analysis
- Develop and execute sales strategies to exceed revenue, margin, and market share goals
- Manage trade spend, promotional investments, and cost negotiations
- Monitor KPIs including:
- Traffic
- Conversion rates
- POS performance
- Advertising efficiency (ACoS)
- Inventory health
Operations & Inventory Management
- Oversee operational aspects of the Amazon business including:
- Inventory planning
- Catalog management
- Account health
- Customer experience
- Partner with supply chain teams to maintain high in-stock rates and accurate demand forecasting
- Collaborate with IT and finance to streamline operational workflows and automate processes
- Drive integration between Vendor Central and internal systems to reduce manual workload and improve efficiency
Merchandising & Marketing
- Manage and optimize product listings, SEO, and PDP content
- Oversee Amazon advertising strategy, including PPC campaigns and Amazon Ads
- Lead go-to-market strategies for new product launches and seasonal campaigns
- Manage promotional calendars and key retail events such as Prime Day
- Ensure brand consistency and compliance across all Amazon content and assets
Reporting & Performance Analytics
- Develop and enhance dashboards and reporting tools to track Amazon performance
- Analyze sales trends, customer behavior, and operational metrics to inform strategy
- Monitor marketplace performance including:
- Traffic
- Conversion rate
- ACoS
- Inventory health
- Leverage Amazon analytics and third-party tools to identify risks and growth opportunities
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Cross-Functional Leadership
- Partner with product, marketing, licensing, creative, supply chain, and finance teams to align business initiatives
- Coordinate with Amazon contacts and internal teams to resolve catalog, variation, and compliance issues
- Lead and mentor internal team members or account managers supporting the Amazon channel
- Drive alignment across departments to execute Amazon growth initiatives effectively
Qualifications
- Bachelor’s degree in Business, Marketing, or a related field
- 7+ years of experience managing Amazon Seller Central and/or Vendor Central
- Experience managing large product catalogs, comfortable handling upwards of 1,000 SKUs
- Proven track record of scaling Amazon businesses and managing marketplace P&L
- Experience working with Amazon advertising, SEO, and marketplace optimization
- Strong analytical skills with advanced Excel proficiency (pivot tables, data analysis, etc.)
- Experience with marketplace tools such as Helium 10, JS Cobalt, or similar platforms
- Strong leadership, communication, and negotiation skills
- Ability to thrive in a fast-paced, growth-oriented environment
Benefits
- Generous PTO package
- 401K with dollar-for-dollar company match
- Major medical coverage
- Modern facility
