Director of Key Accounts, Amazon

Director of Key Accounts, Amazon

Reports to: Chief Commercial Officer

Department: Commercial

Compensation: $125,000 to $185,000 annual salary

Location: Preferably the NY Metro area, but open to the possibility of remote status for applicants in EST and CST time zones

The Role

The company is looking for a Director of Amazon to lead one of our most important growth channels - owning the full P&L, the strategic vision, and the day-to-day performance that brings that vision to life. Amazon is currently supported by an external agency partner, and this person will direct that relationship closely, setting priorities and holding it accountable to a clear strategy and KPIs. Just as importantly, they will define where Amazon at the company goes from here: the long-term growth strategy, and the operating structure - people, partners, and capabilities - needed to deliver it.

This is a role for someone who can operate at both altitudes - setting the strategic direction for a fast-growing, highly competitive channel, and getting into the weeds of listings, creative, advertising, and inventory to make sure that direction actually shows up in the numbers.

What You'll Own

Strategy, Vision & P&L

• Full ownership of the Amazon P&L - revenue, margin, and profitable, sustainable growth, not just top-line

• Own the multi-year vision and roadmap for Amazon at the company, including the long-term structure and capabilities needed to get there

• Build and manage the Amazon calendar (launches, promotions, deals, seasonal moments) in lockstep with the broader commercial calendar

• Direct the external Amazon agency relationship day to day: set the strategy, brief and prioritize their work, and hold them to clear KPIs

• Serve as the internal voice and authority on Amazon, partnering with commercial, brand, creative, finance, and operations to keep channel strategy aligned to broader business goals

Listing, SEO & Content Performance

• Be the internal expert on Amazon SEO, search algorithm behavior, and listing optimization - know what drives discoverability and conversion, and why

• Own content strategy across the catalog: A+ content, brand store, enhanced content, and new listing launches

• Monitor and resolve listing and account health issues, including Buy Box, suppressions, and compliance

• Own creative strategy for Amazon (detail pages, storefront) and have direct input into paid media ad creative

Advertising & Test-and-Learn

• Have input into and oversight of the full Amazon advertising strategy - Sponsored Products, Sponsored Brands, Sponsored Display, and DSP - directing agency and/or resources executing it

• Design and run structured test-and-learn programs across listings, creative, and campaigns, and turn results into a repeatable playbook

• Monitor and adjust ad investment to maximize ROI and hit sales and profitability targets

• Deeply data-oriented: fluent in the full Amazon metric set (CVR, Buy Box, RoAS, ACoS, TACoS, ASP, NTB) and comfortable building your own analysis rather than waiting for a dashboard

Operational Excellence & Inventory

• Partner closely with demand planning and operations to ensure accurate forecasting, healthy in-stock rates, and efficient FBA inventory management

• Balance inventory investment against sell-through and profitability - minimizing both stockouts and excess/aged inventory

• Monitor and troubleshoot operational issues (shipments, reconciliation, chargebacks) that affect account health or the P&L

Customer & Brand Experience

• Monitor customer reviews, ratings, and feedback, and use those insights to inform product, content, and CX improvements

• Implement strategies to protect and grow a strong review and ratings profile

Reporting & Executive Communication

• Deliver executive-level reporting on channel performance, translating data into clear strategic recommendations for leadership

• Represent Amazon in leadership forecasting and commercial reviews, translating performance into narrative that connects to the broader business

What You Bring

• 8+ years of experience in Amazon account management/eCommerce, ideally in beauty, CPG, or a similarly fast-moving, competitive category

• Track record of owning a P&L and driving profitable, sustainable growth - not just sales volume

• Deep hands-on knowledge of Amazon SEO, listing optimization, and Amazon advertising (Sponsored Products/Brands/Display; DSP a plus)

• Working knowledge of FBA inventory management and demand forecasting

• Experience directing an agency or freelance partner, with the judgment to know when to push back

• Sharp analytical instincts - comfortable in the data, not just consuming summaries of it

• A point of view on creative and what performs on Amazon specifically, not just brand marketing more broadly

• Excellent executive communication skills, with the ability to translate complex performance data into clear business recommendations

• Bias toward action - equally comfortable setting strategy and doing the hands-on work to prove it out