Director, Marketplace
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Job Description
Director of Marketplace managing global Amazon business and P&L performance across Seller Central operations. Leading scalable, profitable growth with collaboration across teams and markets.
Responsibilities:
- 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
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