Business Development Manager, eComm

The Scotts Miracle-Gro Company is a global leader in the Lawn and Garden category, seeking a high-energy, analytical, and strategic Business Development Manager for eCommerce to enhance their growth on Amazon. This role involves end-to-end ownership of the Amazon business, focusing on sales strategy, account management, and operational excellence to drive revenue and ensure brand leadership.

Responsibilities:

• Lead the relationship and negotiation with Amazon Category Managers and Vendor Managers to secure high-value placements, "deals," and seasonal promotions
• Define and execute a comprehensive annual sales plan designed to exceed revenue and profitability targets
• Drive multiyear strategic growth plan
• Manage the full Amazon P&L, including trade spend, Amazon fees, COGS, and marketing ROI KPIs
• Proactively identify untapped opportunities and new business segments to expand our digital footprint
• Monitor Weekly Business Reviews and track key KPIs—including Glance Views, Conversion Rates, and Buy Box percentage—to pivot strategies in real-time
• Partner with Creative and Merchandising teams to optimize A+ Content, Brand Stores, and product listings to dominate organic search rankings and maximize conversion
• Lead project management for market share reporting, pre-season planning, and competitive analysis
• Collaborate closely with Supply Chain and Finance to ensure healthy stock levels, minimizing out-of-stock rates and avoiding vendor chargebacks
• Partner with cross-functional teams to build accurate SKU-level forecasts by month and plan to meet anticipated demand
• Synchronize with Customer Service, Brand Marketing, and Finance to manage shipments, customer requests, and end-of-season analysis
• Lead and mentor a direct report (Assistant BDM), fostering a culture of high performance and continuous development
• Act as the bridge between internal stakeholders and external vendor teams to ensure a unified approach to the Amazon business

Requirements:

• Bachelor's Degree in Business Administration, Marketing, or a related field
• Minimum of 5 years in sales or account management
• An Amazon expert in Amazon sales is required, with a deep understanding of Amazon's flywheel, ranking algorithms and ecosystems
• A CPG Veteran: Managing National Accounts and understand the rhythm of retail sales cycles
• Proven track record of managing multi-million dollar brands with complex P&Ls
• The 'Grit' to thrive in a fast-paced, high-growth environment where your voice is heard and your impact is visible
• Data-Fluent: You don't just read reports; you build insights. You are a power user of Amazon Brand Analytics and 3rd-party tools like Stackline, Skai, Pacvue, CommerceIQ, Profitero, or Helium 10
• Analytically Rigorous: Advanced technical skills and the ability to translate 'big data' into a 'big story' for executive leadership
• Project Leadership: Managing complex, cross-functional projects across Brand, Finance, and Supply Chain
• eCommerce expertise: including Amazon tactics, merchandising, and financial operations
• Development & Implementation: complex sales and marketing programs that drive ROI