Amazon E-Commerce Specialist

Summary:The National Account Manager is responsible for managing and growing strategic relationships with Amazon. This role owns the overall business performance across the account, including revenue growth, profitability, assortment expansion, promotional strategy, and operational execution. The ideal candidate combines strong commercial acumen with deep Amazon expertise and a strong understanding of digital shelf dynamics.Account Ownership & GrowthOwn full P&L responsibility for Amazon accountDevelop and execute joint business plans aligned to company growth and margin objectivesDrive revenue growth through assortment expansion, whitespace opportunities, and new program onboardingLead quarterly and annual planning cyclesStrategy & Relationship ManagementServe as primary point of contact for Amazon category and vendor management teamBuild and maintain senior-level relationships to influence assortment, placement, and promotional strategyPartner cross-functionally with marketing, operations, category management & finance to ensure executionDigital Growth Strategy & Amazon OptimizationDeeply understand Amazon’s algorithm and the key drivers of organic rank (sales velocity, conversion rate, content quality, reviews, and price competitiveness)Identify and pull the right levers to accelerate growth across traffic, conversion, and retentionPartner with marketing to drive traffic through retail media (Sponsored Ads, DSP) and external sourcesPartner with marketing to optimize PDP performance through content, A+ enhancements, and review generation strategiesMonitor and improve key digital shelf metrics including conversion rate, organic rank, content scores, and traffic mixAlign promotional and pricing strategies to maximize both paid and organic performanceLeverage data and tools (including Stackline) to identify underperforming SKUs and unlock incremental growth opportunitiesPricing, Promotions & ProfitabilityManage pricing strategy, promotions, and funding to protect margin while driving volumeLead deal strategy for key retail events (Prime Day, Black Friday, etc.)Execution & OperationsEnsure operational readiness for launches, promotions, and peak periodsTrack KPIs including sales, margin, in-stock, returns, and concessionsAnalytics & ReportingAnalyze performance trends and provide actionable insights to leadershipMonitor key performance metrics and category trends through tools such as Stackline (sales, share, traffic, conversion, and competitive benchmarks)Build forecasts and manage to budgetIdentify risks and opportunities and develop mitigation plansQualifications5+ years of experience managing Amazon accountsStrong understanding of Amazon Vendor Central and/or Seller CentralProven success driving revenue growth and managing profitabilityExperience with promotions, retail events, and retail media programsStrong understanding of digital shelf dynamics, Amazon algorithm drivers, and performance marketing leversExcellent negotiation, presentation, and relationship-building skillsStrong analytical and financial acumenAbility to manage multiple priorities in a fast-paced environment