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Job description
Title: Senior Director, Amazon & Retailer.com
Location: Hybrid NYC
Department: eCommerce
FLSA Classification: Exempt
Supervises: Account Manager(s) and Agency Partners
POSITION OVERVIEW
Seeking a growth-focused, analytically rigorous leader to own and scale Amazon and retailer.com businesses for CPG beauty brands. This role carries full P&L responsibility for multi-brand Amazon revenue across North America plus growing retailer.com revenue streams across Walmart.com, Target.com, and Ulta.com. You will drive marketplace strategy encompassing 1P/3P operations, retailer.com expansion, digital media performance, and strategic growth initiatives across all digital retail channels. The right candidate combines strong sales forecasting and merchandising expertise with the ability to set strategic direction for agency partners on digital media and dig into campaign-level performance data to optimize ROAS. You thrive in maintaining operational excellence through rigorous account health management, inventory optimization, and performance monitoring.
This role drives the evolution of Amazon from the largest single channel into a broader digital marketplace growth engine—while building the playbook for retailer.com as a high-growth revenue pillar.
ESSENTIAL JOB DUTIES & RESPONSIBILITIES
1. Strategic P&L Leadership
Own full P&L responsibility for Amazon revenue and growing retailer.com portfolio, managing healthy profitability while increasing top-line sales across all marketplace channels
Develop and present unified digital marketplace strategy covering Amazon, Walmart.com, Target.com, and Ulta.com to executive leadership
Establish revenue targets and growth roadmaps for each retailer.com channel, with clear milestones and KPIs
Create annual and quarterly merchandising plans that optimize product mix, pricing architecture, and inventory investment across all platforms
Drive strategic planning and quarterly business reviews with Amazon vendor management teams and retailer.com buyer/merchant teams
Negotiate high-level agreements, terms, and strategic partnerships with Amazon and retailer.com partners
Lead product launches, category expansion, and assortment strategies tailored to each platform’s consumer and algorithm dynamics
2. Digital Media Performance & Agency Leadership
Own the digital media strategy across all marketplace platforms, setting performance targets for ROAS, TACoS, CPC, CVR, and other key metrics in partnership with external agency partners
Direct agency partners on full-funnel advertising execution across Amazon Ads (Sponsored Products, Sponsored Brands, Sponsored Display, DSP), Walmart Connect, Roundel, and other retail media networks
Establish media performance frameworks—KPIs, reporting cadences, optimization thresholds, and escalation protocols that hold agency partners accountable to results
Lead agency performance reviews; evaluate ROAS by campaign type, product line, and platform; make data-driven reallocation decisions to maximize return on ad spend
Drive promotional ROI discipline—evaluate coupon, deal, and discount strategies against Net PPM impact and enforce TACoS guardrails
Manage the agency relationship lifecycle: RFP processes, onboarding, scope-of-work definition, performance benchmarking, and contract negotiations
Collaborate with brand marketing to ensure advertising creative, messaging, and brand positioning are consistent across all marketplace media activations
Build and execute go-to-market strategies for Walmart.com, Target.com, and Ulta.com, defining the operational model, content standards, and promotional frameworks for each
Collaborate with brick-and-mortar customer teams to align retailer.com strategies with in-store programs and joint business plans
Establish retailer.com-specific KPIs (search rank, content score, buy box, fulfillment metrics) and reporting cadences
Develop platform-specific content, A+ / rich media, and SEO strategies in partnership with brand marketing
Build scalable processes and playbooks so that new retailer.com channels can be onboarded efficiently
Build multi-channel forecasting models incorporating historical sales data, seasonality, promotional calendar impact (i.e. Prime Day, Black Friday, Walmart+ Weekend), new product launch projections, and competitive/cannibalization analysis
Develop merchandising strategies that optimize product assortment, pricing architecture, promotional cadence, inventory investment, and cross-selling / bundling opportunities across all channels
Create rolling 18-month demand plans with monthly updates and variance analysis
Establish forecasting accuracy KPIs and continuous improvement processes
5. Operational Excellence
Maintain superior Amazon account health through proactive monitoring of performance metrics, policy compliance, and rapid resolution of listing issues and account flags
Establish operational health standards for each retailer.com platform, including content compliance, fulfillment performance, and customer service metrics
Drive inventory optimization: In-stock rate management, excess/aged inventory liquidation, safety stock optimization, and lead time management
Optimize order defect rates, chargebacks, deductions, and vendor/seller scorecard performance
Ensure Vendor Central, Seller Central, and retailer.com portal operations (Walmart Retail Link, Target Partners Online, etc.) meet performance standards
Provide strategic guidance and day-to-day leadership for Account Manager(s) responsible for catalog management and content execution
Support career development of direct reports and help them achieve their highest potential
Evangelize eCommerce: Proactively share marketplace insights, competitive intelligence, and knowledge with team members across the organization
Foster a culture of data-driven decision-making, operational rigor, and continuous improvement within the marketplace team
REQUIRED SKILLS & QUALIFICATIONS
10+ years of progressive ecommerce experience, with a minimum of 5 years managing Amazon (1P/3P) at scale
Proven P&L ownership with demonstrated ability to grow top-line sales while maintaining healthy margins
Deep expertise in Amazon Vendor Central and/or Seller Central, including account health management, retail analytics, and advertising tools
Strong track record of driving digital media performance through agency partnerships, with experience managing retail media budgets and optimizing ROAS, TACoS, and full-funnel KPIs
Hands-on experience with at least one additional retailer.com platform (Walmart.com, Target.com, Ulta.com, or equivalent)
Proven ability to build accurate sales forecasts and merchandising plans that optimize inventory investment and marketing performance
Strategic and analytical acumen with a clear command of P&L management, margin optimization, and data-driven decision-making
Excellent communicator—written and verbal—with experience presenting to executive leadership
Experience leading and developing high-performing teams in a fast-paced, multi-brand environment
Highly proficient in Microsoft Office; Advanced Excel / data analysis skills required
Ability to react quickly with a strong sense of urgency; flexible and adaptive to changing priorities
PREFERRED QUALIFICATIONS
Experience in Beauty or Consumer Products categories
Deep experience with retail media networks (Amazon Ads, Walmart Connect, Roundel) and platform-specific advertising tools
Track record of launching and scaling new retailer.com channels from zero to meaningful revenue
Experience leading through organizational transformation or business integration
EDUCATION REQUIREMENTS
Bachelor’s degree in Business, Marketing, Finance, Supply Chain, or related field required
MBA or advanced degree preferred
Salary Range: $175,000 - $195,000 per year, depending on experience, plus bonus and benefits
This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the role. Employer reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.
This is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
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Worksite address
new york, NY, 10261, US
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