Director, Marketplace

Job Description

Take charge of the global Amazon P&L across US, CA, and UK Seller Central marketplaces, ensuring accountability for revenue, contribution margin, and growth objectives. Define and execute the annual and quarterly revenue strategy for Amazon, setting targets at both category and country levels. Collaborate with the Merchandising team to construct and implement a compelling merchandising and assortment plan on Amazon, strategically selecting products, optimizing placement, and sequencing launches across diverse regions. In partnership with the Merchandising team, spearhead pricing, promotion, and Deals initiatives (Lightning Deals, Best Deals, Prime Day, Big Deal Days, Black Friday/Cyber Monday) to drive maximum profitable expansion. Proactively identify and prioritize innovative growth opportunities within the Amazon ecosystem, including exploring new categories, introducing new ASINs, and penetrating new international marketplaces, while overseeing business case development and end-to-end execution. Take ownership of contribution margin on Amazon, effectively managing key levers such as product mix, pricing strategies, promotional depth, advertising efficiency, FBA fees, returns management, and chargeback mitigation to achieve targeted profitability. Collaborate closely with Finance on forecasting activities, budget planning, and conducting thorough monthly P&L reviews, delivering insightful perspectives on business performance, highlighting both areas of strength and areas needing improvement. Oversee FBA inventory management, encompassing storage costs, long-term storage fees, and aged inventory exposure, working in coordination with Operations and Supply Chain teams. Skillfully navigate investment decisions, balancing between growth initiatives (ad spend, promotions, new launches) and profitability considerations (margin optimization, efficiency gains, contribution enhancement). Establish a robust reporting cadence and KPI framework to provide the company with real-time visibility into Amazon's performance metrics. Lead Amazon Ads strategy and performance, encompassing Sponsored Products, Sponsored Brands, Sponsored Display, and DSP, while pursuing clearly defined targets for ACoS, TACoS, ROAS, and incrementality. Steer the listing optimization roadmap, optimizing titles, bullets, A+ Content, Brand Story, Storefronts, images, video, and Premium A+, focusing on both conversion rate improvement and discoverability enhancement. Own SEO and organic ranking strategies across the catalog, leveraging search term reports, Brand Analytics, and competitive intelligence to continuously increase organic share over time. Implement a continuous testing program, assessing creative elements, copy variations, price points, and badging strategies, translating successful experiments into standardized best practices across the entire catalog and across all regions. Oversee the operational integrity of Seller Central, ensuring effective management of account health metrics, IPI score, suppressed listings, ASIN-level issues, and case management processes. Maintain Brand Registry, administer Transparency / Project Zero protocols where relevant, and spearhead responses to unauthorized sellers, counterfeit products, and listing hijackings. Manage catalog hygiene comprehensively, including variation families, parent/child relationships, attribute accuracy, and image compliance, across all four marketplaces. Collaborate with Supply Chain on FBA inbound planning, shipment routing, replenishment cadence, and inventory positioning across fulfillment centers and regions. Stay ahead of Amazon policy changes, fee structure updates, and category-specific requirements, translating them into actionable strategies to proactively address potential challenges. Partner with Commercial Leadership to synchronize Amazon strategy with the broader omni-channel plan. Collaborate with Brand and Creative teams to ensure that on-Amazon brand storytelling aligns with True Classic's voice, fit, and quality proposition. Collaborate with Performance Marketing to coordinate cross-channel demand generation and prevent cannibalization between DTC and Amazon channels. 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.

Qualifications

1. 7+ years of experience in eCommerce or marketplaces, with at least 4+ years operating directly on Amazon Seller Central (3P). 2. Proven track record running an Amazon business with full P&L ownership, ideally at $50M+ in annual GMV. 3. 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. 4. Strong command of Seller Central operations: FBA, IPI, account health, Brand Registry, A+ Content, variation families, and case management. 5. 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. 6. Strong analytical and commercial instincts. You let data lead, but you don't hide behind it. 7. Experience launching or scaling Amazon businesses internationally — Canada and/or UK specifically. 8. 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