Director of Key Accounts

This is a fully remote position, open to applicants in New York.

📋 Description

• Take ownership of the entire Amazon Profit and Loss (P&L), encompassing revenue, margin, and sustainable profitable growth.

• Establish the long-term vision for Amazon, including the roadmap, operational structure, personnel, partnerships, and necessary capabilities.

• Develop and oversee the Amazon launch calendar, including promotions, deals, and seasonal events.

• Manage the external agency relationship for Amazon, setting strategic direction, prioritizing tasks, and tracking key performance indicators (KPIs).

• Act as the primary Amazon expert across various internal teams such as commercial, brand, creative, finance, and operations.

• Oversee Amazon search engine optimization (SEO), search algorithm optimization, catalog content, A+ content, brand store, enhanced content, and new listing launches.

• Monitor and address listing and account health concerns, including Buy Box status, suppressions, and compliance issues.

• Lead the creative strategy for Amazon and contribute to the development of paid media ad creative.

• Supervise Amazon advertising, including Sponsored Products, Sponsored Brands, Sponsored Display, and Demand-Side Platform (DSP).

• Design and implement test-and-learn initiatives across listings, creative assets, and campaigns.

• Analyze and adjust advertising investments to optimize return on investment (ROI) and meet sales and profitability goals.

• Evaluate Amazon metrics such as Conversion Rate (CVR), Buy Box status, Return on Ad Spend (RoAS), Advertising Cost of Sales (ACoS), Total Advertising Cost of Sales (TACoS), Average Selling Price (ASP), and New-to-Brand (NTB) metrics.

• Collaborate with demand planning and operations teams on forecasting, in-stock rates, and Fulfillment by Amazon (FBA) inventory management.

• Balance inventory investments against sales performance and profitability while minimizing instances of stockouts and surplus inventory.

• Resolve issues related to shipments, reconciliations, and chargebacks that may impact account health or P&L.

• Track customer reviews, ratings, and feedback to drive improvements in product offerings, content, and customer experience.

• Provide executive-level channel reporting and strategic insights.

• Represent Amazon during leadership forecasting and commercial review sessions.

⛳️ Requirements

• A minimum of 8 years of experience in Amazon account management or eCommerce, preferably in the beauty, Consumer Packaged Goods (CPG), or similarly competitive sectors.

• Proven experience managing a P&L and fostering profitable, sustainable growth beyond mere sales figures.

• Extensive hands-on expertise in Amazon SEO, listing optimization, and Amazon advertising (including Sponsored Products, Sponsored Brands, Sponsored Display; DSP experience is a plus).

• Familiarity with Fulfillment by Amazon (FBA) inventory management and demand forecasting processes.

• Experience in leading an agency or freelance partnerships.

• Strong analytical skills and comfort in working with data directly.

• A clear perspective on creative strategy and effective performance on Amazon.

• Exceptional communication skills suitable for executive-level interactions.

• A proactive mindset with the ability to set strategies while engaging in hands-on execution.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive work environment.