Senior Director of Amazon

Edgewell is a global team of over 6,000 visionaries, doers and makers. Our secret is people, and we have an inspiring and collaborative global force of them. Our portfolio of over 25 brands touches lives in more than 50 countries by making useful things joyful. Together, we reimagine good mornings and endless summers, strive for more sustainable ways to beautify and bond, and do it all with not only confidence but determination.

Edgewell Personal Care is looking for a Senior Director of Amazon to join our sales team, reporting into the VP Channel Sales. This position will be responsible for executing the growth strategies on Amazon for Edgewell’s U.S. market.

Candidates should have a strong working knowledge of the Amazon Vendor & Seller central business models with experience in managing multi-brand portfolio and complex digital strategies. The candidate will manage a vast array of job functions including brand growth strategy development and execution, online sales fundamentals execution, P&L and budget management. This individual will be a key stakeholder in the development and delivery of the joint business plan with Amazon and Edgewell’s net revenue and P&L targets. A successful candidate will work in collaboration with our Category Teams, Marketing Organization, Packs Ops, Customer Development and Sales Operation teams to develop sustainable growth.

Accountabilities

Strategy and business leadership

• Develop and deliver joint business plan targets and brand growth strategies on Amazon across EPC’s portfolio of brands.
• Forecast, track, and deliver consumption and sales growth targets for EPC and Amazon
• Analyze AMZ market trends: Interpret data leveraging customer ratings and operating metrics to make informed business recommendations and adjust strategy as needed.
• Partner with cross-functional teams to manage the digital forecasting process. This process allows for optimal in-stocks levels, aligned upon between EPC and AMZ.
• Manage financials including trade rates, margin, markdowns, etc.
• Use data and metrics around financial, brand, and shopper trends to maximize market share, sales, and profits
• Collaborate with Customer Development, Customer Units and members of the Marketing team to provide concise and actionable market insights internally and to AMZ.
• Work with internal partners to implement methods that assist AMZ in effectively and creatively winning with consumers, shoppers, end-users, and purchasers through various online tactics
• Negotiate and manage trade funds to create customer and company value by consistently measuring and enforcing trade terms and identifying opportunities for improvement

Team leadership

• Lead a US-based sales team (4) with a clear, strategic vision setting that optimizes resource allocation, builds sustainable growth trajectories, and leverages data to drive solutions
• Fosters a culture that emphasizes both high performance and employee well-being.
• Sets team goals and metrics: Establishes clear goals and sales deliverables by teammates, using key performance indicators (KPI) reporting to drive operational excellence and accountability.
• Coaches for success. Trains and coaches’ teammates on sales techniques, negotiation skills, and internal processes to ensure they effectively manage opportunities.

Customer engagement and operations

• Build and nurture customer relationships across multiple levels and job functions within Amazon.
• Continuously monitors the digital shelf to maximize traffic, consumer engagement and conversion
• Works closely with the EPC Marketing Organization and EPC/Amazon agencies to create and activate best-in-class content and programs that accelerate EPC and AMZ’s joint growth agenda.
• Co-leads AVN negotiations with the VP, Channel Sales.
• Work with the Marketing Organization including the Digital Content Manager and the Integrated Media Team to improve SEO traffic and conversion, optimize product detail pages, ensure syndication of ratings and reviews and optimize new product launches.

Desirable Education, Skills and Experience

• Bachelor’s degree in Marketing, Business, or similar field and/or MBA preferred.
• 10 years of direct and hands-on experience with Amazon channels (both Vendor and Seller Central)
• 5+ years of management experience, with proven ability to coach, lead, and upskill talent
• Deep knowledge of Digital Commerce product flow and web store performance optimization
• Experience developing and managing budgets
• Ability to operate independently given direction, bring ideas and solutions to issues raised.
• Ability to analyze and assess organizational needs and provide solutions accordingly.
• Operations background, including Amazon demand planning, order management process, and strong knowledge of key Amazon supply chain KPIs.
• Interpersonal savvy: an ability to effectively work with and collaborate with all levels of employees across multiple functions and geographies.

The salary range for this position is $216,000 - 324,000. Actual base salary offered to a candidate may vary based upon factors including, but not limited to, relevant experience, time in role, base salary of internal peers, prior performance, business sector, and geographic location. In addition to base salary, the competitive compensation package may include, depending on the role, participation in an incentive program linked to performance.

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