Director, Amazon

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Job Description The Director, Amazon serves as the General Manager of the Amazon business and is accountable for delivering sustainable, profitable growth across all Amazon channels and business models. This role leads the development and execution of the long-term Amazon growth strategy while overseeing cross-functional integration across Sales, Supply Chain, Finance, Media, Digital Shelf, Category Leadership, and Operations. The Director owns the holistic P&L and customer relationship strategy, balancing topline growth, profitability, operational excellence, and future-focused innovation to position the business for long-term success within Amazon's evolving ecosystem. This leader must operate with strong strategic agility, financial acumen, operational rigor, and deep understanding of Amazon's commercial levers including retail, Fresh, Subscribe & Save, retail media, supply chain, and emerging fulfillment models. Essential Functions & Responsibilities: Business Ownership & Strategy Own the Amazon business as a GM with accountability for net sales, share growth, profitability, and long-term strategic direction. Develop and execute 1-3 year strategic plans and annual operating plans aligned to company and customer priorities. Lead annual vendor negotiations (AVN) and customer planning processes to secure strategic growth opportunities and favorable economics. Define portfolio and assortment strategies, including innovation launches, SKU prioritization, rationalization, and channel-specific optimization. Identify whitespace opportunities and emerging trends across Amazon retail, Fresh, Subscribe & Save, Amazon Business, and emerging fulfillment models. Financial & P&L Leadership: Own delivery of key financial metrics including GSV, NSV, trade spend efficiency, contribution margin, and market share. Lead forecasting, pacing, and risk/opportunity management processes with high analytical rigor. Drive pricing strategy, promo optimization, trade investment governance, and operational fee management (e.g., shortages, chargebacks, deductions). Partner closely with Finance to improve visibility to profitability drivers and optimize investment allocation across media, trade, and assortment. Cross-Functional Leadership: Serve as the primary cross-functional leader connecting Sales, Supply Chain, Finance, Media, eCommerce Content, Category Management, and Operations. Ensure Amazon priorities are integrated into enterprise planning processes and routines. Lead governance routines including business reviews, planning sessions, risk mitigation forums, and strategic roadmap discussions. Align teams around shared priorities and establish clear accountability across functions. Digital Shelf & Retail Media Excellence: Champion best-in-class digital shelf execution, establishing standards for PDP content, search optimization, ratings & reviews, and "Perfect Screen" metrics. Partner with retail media and brand teams to ensure integrated full-funnel activation strategies aligned to Amazon growth priorities. Drive media effectiveness and investment optimization with ownership of KPIs such as iROAS, incrementality, conversion, and share efficiency. Ensure Amazon activation strategies support broader omnichannel and enterprise objectives. Operational Excellence: Drive operational precision across forecasting, inventory management, supply planning, and execution. Proactively identify risks related to supply chain, operational fees, customer service levels, and inventory health. Lead mitigation strategies to protect customer experience and financial performance. Champion data-driven decision making through dashboards, reporting tools, and analytics platforms. External Partnership Management: Own senior-level relationships with Amazon Vendor Managers, Ads teams, Strategic Customer Success Managers, and cross-functional Amazon stakeholders. Represent the organization with professionalism, strategic influence, and strong negotiation capability. Influence Amazon priorities and unlock opportunities through collaborative partnership development. Team Leadership & Capability Building: Lead, coach, and develop a high-performing Amazon team across strategy, planning, media, operations, and analytics. Build organizational capability in eCommerce strategy, retail media, digital shelf, and Amazon-specific commercial expertise. Foster a culture of accountability, collaboration, agility, and continuous improvement. Expected Experience & Required Skills: Bachelor's degree required; MBA preferred. 8-12+ years of experience in Sales, eCommerce, Customer Development, or General Management within CPG or related industries. Significant experience leading Amazon or large omnichannel eCommerce businesses. Proven track record managing complex P&Ls and delivering profitable growth. Strong understanding of Amazon retail ecosystem, retail media, supply chain, and digital commerce capabilities. Exceptional leadership, negotiation, analytical, and co

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