Senior sales director, amazon

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Sales Director, Amazon based in the United States.

This is a senior commercial leadership role focused on building and scaling a high-performing Amazon business across the United States.

You will own the Amazon growth strategy, revenue, profitability, forecasting, assortment, promotions, and retail execution.

The role combines P&L ownership with deep Amazon expertise, data-driven decision-making, operational discipline, and brand stewardship.

You’ll serve as the senior relationship owner with Amazon while influencing teams across Sales, Marketing, Product, Operations, Finance, Creative, and Customer Service.

Your work will shape assortment decisions, product launches, advertising strategies, inventory performance, and the overall digital customer experience.

The position requires a strategic operator who can balance short-term commercial priorities with sustainable long-term business economics.

You’ll also develop scalable processes, mentor team members, and help establish Amazon as a significant growth engine within a broader omnichannel strategy.

Accountabilities

• Develop and execute the overall Amazon growth strategy, establishing clear annual, quarterly, and monthly sales plans and performance expectations.
• Own Amazon revenue, gross margin, profitability, and core business KPIs, regularly communicating performance, risks, opportunities, and recommended actions to executive leadership.
• Serve as the senior commercial relationship owner with Amazon, building relationships across buying, merchandising, vendor management, advertising, and operational teams.
• Lead business planning and negotiate commercial terms, promotional opportunities, assortment decisions, and strategic growth initiatives.
• Develop accurate sales and profitability forecasts using POS, inventory, traffic, conversion, promotional calendars, product launches, and historical performance data.
• Identify sales and margin gaps and develop corrective actions while balancing growth, inventory health, advertising investment, working capital, and profitability.
• Define the Amazon-specific assortment and portfolio strategy, including core products, exclusives, limited editions, bundles, new launches, and channel-specific offerings.
• Analyze consumer demand, search behavior, competitive activity, and category trends to identify portfolio and whitespace opportunities.
• Oversee the quality and effectiveness of the digital shelf, including product detail pages, imagery, video, A+ content, search visibility, Brand Store experience, ratings, reviews, and product discoverability.
• Partner with Marketing and Creative teams to develop Amazon advertising and demand-generation strategies, evaluating ROAS, TACoS, traffic, conversion, and incremental sales.
• Collaborate with Operations, Demand Planning, and Supply Chain to maintain healthy inventory, improve availability, manage replenishment, and address fulfillment, chargeback, shortage, and inventory risks.
• Work cross-functionally with Sales, Marketing, Product Development, Finance, Creative, Operations, and Customer Service to align Amazon priorities with broader business objectives.
• Develop scalable processes and reporting structures, anticipate risks, and establish disciplined business review practices.
• Mentor Amazon team members, build a high-performance culture, and provide subject-matter expertise across the organization.
• Contribute to strategic initiatives, identify business opportunities, and represent the organization professionally with a key retail partner.

Requirements

• 10+ years of progressive experience in sales, e-commerce, Amazon, or omnichannel commercial leadership.
• Significant experience managing Amazon 1P and/or 3P business models.
• Demonstrated experience owning a large, complex Amazon business with responsibility for commercial performance.
• Proven P&L ownership and financial management experience, including revenue, margins, trade spend, profitability, and forecasting.
• Deep understanding of Amazon's retail, merchandising, advertising, operational, analytical, and marketplace ecosystem.
• Experience negotiating with Amazon and managing senior-level retailer relationships.
• Strong analytical, forecasting, and data-driven decision-making capabilities.
• Demonstrated success developing and executing strategies that drive sustainable commercial growth.
• Experience leading cross-functional teams and influencing senior stakeholders without relying solely on formal authority.
• Strong understanding of consumer products, toys, collectibles, entertainment, or related categories is strongly preferred.
• Experience with licensed products, collectibles, or fandom-driven businesses is a plus.
• Strong commercial judgment and the ability to balance Amazon-specific objectives with broader organizational priorities.
• Excellent communication, relationship-building, negotiation, and executive presentation skills.
• Ability to create clarity amid competing priorities, challenge assumptions constructively, and use facts to drive decisions.
• Entrepreneurial, proactive mindset with the ability to anticipate issues and build scalable solutions.
• Bachelor’s degree required; MBA or equivalent advanced business experience preferred.

Benefits

$150,000–$170,000 USD annual salary range.

Additional benefits and perks, with details shared during the interview process.

Senior-level opportunity to shape the growth strategy and long-term development of a major e-commerce channel.

Significant ownership across sales, profitability, assortment, advertising, forecasting, and retail execution.

Opportunity to collaborate across Sales, Marketing, Product Development, Operations, Finance, Creative, and Customer Service.

Leadership scope with the opportunity to develop team members and establish scalable commercial processes.

Fully remote position based in the United States.

Opportunity to work at the intersection of consumer products, e-commerce, entertainment, collectibles, and digital retail.