Director of Sales

Role Overview

• Partner with the VP of Ecommerce to translate Honest’s growth objectives into a clear Amazon account strategy, inclusive of annual operating plans, category roadmaps, and Joint Business Plans (JBPs).
• Own monthly, quarterly, and annual Amazon goals across revenue, net PPM, contribution margin, and market share.
• Serve as the primary owner of the Amazon relationship, leading day-to-day engagement with Vendor Manager(s) across Beauty, HPC, and Fresh business. Maintaining connectivity with DMMs and Amazon cross-functional teams as needed.
• Own full P&L responsibility for the Amazon business, actively managing Vendor Central financial levers including list price, trade terms, accruals, rebates, markdowns, shortages, and chargebacks to drive profitable growth.
• Lead JBP execution, trade investment strategy, and annual negotiations in close partnership with Finance and Trade, ensuring alignment to Honest financial targets and Amazon category priorities.
• Collaborate with Marketing team to plan, manage, and optimize Amazon Retail Media investments (Sponsored Products, Sponsored Brands, Sponsored Display) to support key initiatives, promotional events, and new item launches.
• Use Vendor Central and third-party data platforms to analyze sales, profitability, share, traffic, and conversion, translating insights into clear actions across pricing, assortment, promotion, and media.
• Own demand forecasting for Amazon, delivering accurate weekly, monthly, and annual forecasts inclusive of promotional and trade activity, in partnership with Demand Planning and Supply Chain teams.
• Lead Amazon promotional execution across tentpole events and everyday programs, including Best Deals and Subscribe & Save, ensuring strong merchandising, operational readiness, and post-event reporting.
• Monitor category and competitive performance on Amazon, identifying risks and opportunities related to pricing, assortment, promotions, content, and share of voice, and communicate actionable insights to Sales, Brand, and Marketing partners.
• Provide regular business reporting and executive-level readouts, including weekly performance updates, monthly forecasts, and quarterly business reviews.
• Act as a cross-functional connector, ensuring alignment across Sales, Finance, Marketing, Retail Media, Supply Chain, and Content to deliver consistent execution on Amazon.

Requirements

• Minimum 5+ years of direct and hands-on experience in a 1P Amazon Sales Lead role.
• Bachelor's Degree
• Experience working in a Consumer-Packaged Goods (CPG), Fast-Moving Consumer Good (FMCG) and/or consumer durables industry strongly preferred.
• Ability to analyze syndicated data.
• Experience developing and managing trade budgets.
• Ability to operate independently given direction and bring ideas and solutions to issues raised.
• Expert level discernment; evaluates competing priorities and trade-offs with limited direction.
• History of negotiating complex business deals that provide value to all parties.
• Ability to analyze and assess organizational needs and provide solutions accordingly.
• Must excel at advanced analytics, identifying data needs and then articulating the data into a comprehensive story.
• Excellent written and verbal communication skills; must be able to present data in an organized manner to executive levels of the organization with confidence.
• Strong project planning, tracking & organizing skills.
• Ability to create relationships and effectively collaborate with HQ team members from a remote location.
• Solid understanding of P&L management, gross margin and pricing structures, impact of discounting, and trade terms.

Benefits

• Comprehensive Health & Wellness 🏥: We’ve got you covered with top-tier health, dental, and vision plans to keep you and your family feeling great.
• 401k with Company Match 💰: Your future matters to us. We match your 401k contributions to help you secure a strong financial future.
• Wellness & Fitness 💪: Stay healthy with a monthly fitness reimbursement and, for those in our Playa Vista office, an onsite gym to keep you active and energized.
• Work-Life Balance ⚖️: We value your time. We provide a generous and flexible vacation policy to relax, recharge, and spend time on what matters most.
• Family-Friendly Leave 👶: Growing your family? We offer generous maternity and paternity leave to support you during this exciting journey.
• Ownership & Equity 💼: Ownership isn’t just a mindset here—it’s real. Every full time employee is granted equity, giving you a direct stake in our future. When we win, you win.
• Education Reimbursement 🎓: We’re committed to your growth—whether it’s for professional development or a new passion, we offer education reimbursement to help you learn and level up.
• Pet Insurance 🐾: We love your furry family members too! Our pet insurance ensures your pets are taken care of, because they’re part of the family.