Director, Marketplace

📋 Description

• Take ownership of the global Amazon P&L across the US, CA, and UK Seller Central marketplaces, with full responsibility for revenue, contribution margin, and growth objectives.

• Develop and implement the annual and quarterly revenue strategy for Amazon, encompassing category-level and country-level goals.

• Collaborate with the Merchandising team to create and execute the merchandising and assortment strategy on Amazon — determining what products to list, their placement, and the sequencing of launches across regions.

• Lead the pricing, promotion, and Deals strategy (including Lightning Deals, Best Deals, Prime Day, Big Deal Days, and Black Friday/Cyber Monday) in partnership with the Merchandising team to optimize profitable growth.

• Discover and prioritize new growth opportunities within Amazon — including new categories, ASINs, and international marketplaces — while owning the business case and execution from start to finish.

• Manage contribution margin on Amazon by overseeing levers such as product mix, pricing, promotional depth, advertising efficiency, FBA fees, returns, and chargebacks to achieve profitability targets.

• Work with the Finance team on forecasting, budgeting, and monthly P&L assessments, providing insights into business performance and areas of over- or under-performance.

• Oversee FBA inventory health, storage expenses, long-term storage charges, and aged inventory risks in close collaboration with Operations and Supply Chain.

• Make informed investment decisions balancing growth (advertising expenditure, promotions, new product launches) and profitability (margins, efficiency, contribution).

• Establish a reporting cadence and KPI framework that provides the company with real-time insights into Amazon's performance.

• Manage Amazon Ads strategy and performance — including Sponsored Products, Sponsored Brands, Sponsored Display, and DSP — with clear targets for ACoS, TACoS, ROAS, and incrementality.

• Drive the listing optimization agenda: titles, bullet points, A+ Content, Brand Story, Storefronts, images, videos, and Premium A+ — focusing on both conversion and discoverability.

• Oversee SEO and organic ranking strategy throughout the catalog, utilizing search term reports, Brand Analytics, and competitive data to enhance organic market share over time.

• Implement a continuous testing program — assessing creative, copy, pricing, and badging — and integrate successful strategies across the catalog and regions.

• Ensure the operational integrity of Seller Central: monitor account health metrics, IPI score, suppressed listings, ASIN-level issues, and case management.

• Maintain Brand Registry, manage Transparency / Project Zero where relevant, and lead efforts against unauthorized sellers, counterfeits, and listing hijackings.

• Ensure catalog hygiene across all four marketplaces — managing variation families, parent/child relationships, attribute accuracy, and image compliance.

• Collaborate with Supply Chain on FBA inbound planning, shipment routing, replenishment schedules, and inventory positioning across fulfillment centers and regions.

• Stay informed about Amazon policy changes, fee structure updates, and category-specific requirements; proactively address them to prevent issues.

• Collaborate with Commercial Leadership to ensure alignment between Amazon strategy and the overall omnichannel plan.

• Work with Brand and Creative teams to ensure that on-Amazon storytelling reflects True Classic's voice, fit, and quality narrative.

• Partner with Performance Marketing to coordinate cross-channel demand generation and mitigate cannibalization between DTC and Amazon.

• Collaborate with Operations and Supply Chain on inventory readiness, FBA planning, and fulfillment execution.

• Engage with Finance on forecasting, budgeting, and P&L oversight.

• Coordinate with Legal and Compliance on Brand Registry, IP enforcement, and international marketplace regulations.

⛳️ Requirements

• 7+ years of experience in eCommerce or marketplaces, with a minimum of 4+ years operating directly on Amazon Seller Central (3P).

• Demonstrated success in managing an Amazon business with complete P&L responsibility, ideally with annual GMV exceeding $50M.

• Extensive knowledge of Amazon Ads (Sponsored Products, Sponsored Brands, Sponsored Display, DSP) — capable of interpreting a Search Term Report and determining the next steps.

• Strong understanding of Seller Central operations: FBA, IPI, account health, Brand Registry, A+ Content, variation families, and case management.

• Hands-on operator comfortable with detailed tasks. This is an individual contributor-heavy leadership role — you’ll have 1–2 direct reports and need to build capabilities through agency and offshore partners.

• Strong analytical and commercial instincts. You rely on data for decision-making but understand the importance of actionable insights.

• Experience in launching or scaling Amazon businesses internationally, particularly in Canada and/or the UK.

• Excellent communication skills and the ability to thrive in a dynamic, matrixed organization.

🏝️ Benefits

• Competitive salary plus bonus

• Unlimited PTO and sick leave

• Company-sponsored 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 a 3% company match