Shaw Search Partners

Compensation

Full Description

OVERVIEW The Amazon Account Manager will translate our brand strategies into actionable commercial plans that drive sustainable and profitable growth. You will be the commercial leader who owns the day-to-day commercial relationship and liaises closely with the AMZ SVS. This role reports into the Director, Amazon and is based in Stamford, CT on a hybrid working model, so you must be able to commute to Stamford three times per week. RESPONSIBILITIES 1. Commercial Management · Topline sales delivery: Ensure sell-in/sell-out targets are met and work closely with Amazon Business Analyst to provide commentary on performance and key trends. · Profitability Management: In collaboration with the Finance and Revenue Growth Management Teams, manage trade spend, accruals, and co-op agreements. · Promotional Planning: Plan and execute PD, BFCM, Deals of the Day, Lightning Deals, and couponing strategies to drive sales and visibility. Maintain internal trackers for promotions, new item launches, and operational issues to ensure the team has a single source of truth. Liaise with RGM and Sales Strategy. · Assortment: Manage the product portfolio on Amazon, including new item launches and discontinuations. · Operational Health Monitoring: Monitor key operational metrics in Vendor Central. Be the first line of defense in identifying and flagging issues related to chargebacks, shortages, and PO compliance. · Chargeback & Shortage Disputing: Gather necessary documentation (e.g., Proof of Delivery) to investigate and dispute operational chargebacks and shortage claims to recover funds. · Standard Reporting: Pull weekly and monthly reports from Amazon Retail Analytics (ARA) and Vendor Central on key metrics like sales, traffic, conversion, and inventory. · Joint Business Planning (JBP): Support the development and execution of the annual JBP with Amazon, aligning on key growth initiatives, promotional plans, and marketing investments. 2. Account & Relationship Management: · Primary Point of Contact: Serve as the main day-to-day contact for the Amazon Vendor Manager, building a strong, collaborative, and strategic partnership. · Support Business Reviews: Prepare for and lead all recurring business meetings with Amazon (e.g., Weekly, Monthly, Quarterly Business Reviews), presenting a clear story on performance, risks, and opportunities. · Negotiations: Support key commercial negotiations with Amazon regarding trade terms, promotional funding, and operational support. 3. Assortment & Digital Shelf Strategy: • Portfolio Management: Manage the entire Beiersdorf product assortment on Amazon, making strategic decisions on which SKUs to prioritize. • New Item Launches: Lead the commercial strategy for all new product launches on Amazon, setting sales goals and building the launch support plan. • Digital Shelf Collaboration: Work directly with the Digital Shelf Manager to ensure that all content, from A+ pages to keywords, is optimized to support the commercial plan and drive conversion. • Retail Media: Partner closely with the Amazon Advertising Manager to ensure the retail media strategy and budget are fully aligned with the commercial goals and promotional calendar. • Go-to-Market: Translate brand marketing objectives into a cohesive go-to-market strategy on Amazon, ensuring our advertising and promotional efforts are driving the desired business outcomes. REQUIREMENTS: • 10+ years of progressive experience in Sales, National Account Management, or eCommerce, preferably within the CPG industry. • Direct Amazon Account Management experience is required. A minimum of 7+ years of direct experience managing a large, complex business on Amazon Vendor Central is essential. • Proven ability to own and manage a full P&L. Must be financially savvy with a deep understanding of trade spend, margin analysis, and sales forecasting. • Demonstrable experience in leading successful negotiations and influencing both internal and external stakeholders. • While not expected to be a deep analyst, you must be highly proficient in interpreting data from Amazon Retail Analytics (ARA), digital shelf tools (Profitero), and internal reports to make informed business decisions. • A track record of collaborating with cross-functional teams to achieve a common goal. • Ability to think long-term and develop strategic plans, while also being able to manage the day-to-day tactical needs of the business. • Proactive and results-driven who wants to solve problems and can deal with ambiguity.