Role Overview

Own the global Amazon P&L across US, CA, and UK Seller Central marketplaces, with full accountability for revenue, contribution margin, and growth targets.
Set and deliver the annual and quarterly revenue plan for Amazon, including category-level and country-level targets.
In partnership with the Merchandising team, build and execute the merchandising and assortment strategy on Amazon — what we list, where we list it, and how we sequence launches across regions.
In partnership with the Merchandising team, lead pricing, promotion, and Deals strategy (Lightning Deals, Best Deals, Prime Day, Big Deal Days, Black Friday/Cyber Monday) to maximize profitable growth.
Identify and prioritize new growth levers within Amazon — new categories, new ASINs, new international marketplaces — and own the business case and execution end-to-end.
Own contribution margin on Amazon. Manage the levers — product mix, pricing, promo depth, ad efficiency, FBA fees, returns, and chargebacks — to hit profitability targets.
Partner with Finance on forecasting, budgeting, and monthly P&L reviews. Bring a clear point of view on where the business is over
or under-indexing.
Manage FBA inventory health, storage costs, long-term storage fees, and aged inventory exposure in close partnership with Operations and Supply Chain.
Make disciplined investment trade-offs between growth (ad spend, promo, new launches) and profitability (margin, efficiency, contribution).
Build the reporting cadence and KPI framework that lets the rest of the company see how Amazon is performing in real time.
Own Amazon Ads strategy and performance — Sponsored Products, Sponsored Brands, Sponsored Display, and DSP — with clear targets for ACoS, TACoS, ROAS, and incrementality.
Drive the listing optimization roadmap: titles, bullets, A+ Content, Brand Story, Storefronts, images, video, and Premium A+ — built for both conversion and discoverability.
Own SEO and organic rank strategy across the catalog. Use search term reports, Brand Analytics, and competitive data to compound organic share over time.
Run a continuous testing program — creative, copy, price points, badging — and turn the wins into standard practice across the catalog and across regions.
Own the operational health of Seller Central: account health metrics, IPI score, suppressed listings, ASIN-level issues, and case management.
Maintain Brand Registry, manage Transparency / Project Zero where applicable, and lead the response to unauthorized sellers, counterfeits, and listing hijackings.
Own catalog hygiene end-to-end — variation families, parent/child relationships, attribute accuracy, and image compliance — across all four marketplaces.
Partner with Supply Chain on FBA inbound planning, shipment routing, replenishment cadence, and inventory positioning across FCs and regions.
Stay ahead of Amazon policy changes, fee structure updates, and category-specific requirements; translate them into action before they become problems.
Partner with Commercial Leadership to align Amazon strategy with the broader omni-channel plan.
Work with Brand and Creative to ensure on-Amazon storytelling reflects True Classic's voice, fit, and quality story.
Collaborate with Performance Marketing to coordinate cross-channel demand generation and avoid cannibalization between DTC and Amazon.
Partner with Operations and Supply Chain on inventory readiness, FBA planning, and fulfillment execution.
Work with Finance on forecasting, budgeting, and P&L management.
Coordinate with Legal and Compliance on Brand Registry, IP enforcement, and international marketplace requirements.

Requirements

7+ years of experience in eCommerce or marketplaces, with at least 4+ years operating directly on Amazon Seller Central (3P).
Proven track record running an Amazon business with full P&L ownership, ideally at $50M+ in annual GMV.
Deep expertise in Amazon Ads (Sponsored Products, Sponsored Brands, Sponsored Display, DSP) — you can read a Search Term Report and know what to do next.
Strong command of Seller Central operations: FBA, IPI, account health, Brand Registry, A+ Content, variation families, and case management.
Hands-on operator who's comfortable in the weeds. This is an IC-heavy leadership role — you'll have 1–2 direct reports and need to build through agency and offshore partners.
Strong analytical and commercial instincts. You let data lead, but you don't hide behind it.
Experience launching or scaling Amazon businesses internationally — Canada and/or UK specifically.
Strong communication skills and the ability to operate effectively in a fast-moving, matrixed organization.

Benefits

Competitive salary + bonus
Unlimited PTO and sick time
Company-paid medical, dental, and vision insurance
$100/month Wellness stipend
Free Employee Assistance Program (EAP)
$100/month Personal Workspace/Office stipend
$1,000/year True Classic merchandise allowance
401(k) plan with 3% company match

Senior Account Executive / Director, Sales - Florida

Key skills

About this role