Amazon Lead
Company Overview
Our client is a rapidly scaling U.S.-based consumer brand with a strong presence across e-commerce, retail and wholesale channels. The business has achieved significant scale in a short period and continues to invest heavily in its digital commerce and marketplace capabilities.
The company operates in a high-growth environment with a strong focus on innovation, commercial ownership and operational excellence.
Job Summary
The Amazon Lead will own and scale the company's Amazon business end-to-end, with responsibility for P&L, marketplace strategy, retail operations and performance marketing.
This is a high-ownership role for an experienced Amazon operator who can combine strategic thinking with hands-on execution. The role will initially work alongside an external agency, with a clear mandate to strengthen the function and progressively build a high-performing in-house Amazon team.
Key Responsibilities
- Own the Amazon P&L: Drive revenue, contribution margin, market share and overall channel performance.
- Set the Amazon growth strategy: Define channel priorities, KPIs, targets and operating cadence across media, retail and commercial levers.
- Drive performance marketing: Own Sponsored Products, Sponsored Brands, Sponsored Display, DSP and emerging advertising opportunities, with a focus on profitable growth.
- Lead retail operations: Oversee catalogue health, PDP optimisation, inventory, Buy Box, pricing, promotions, Brand Registry, Vine, deals and overall retail readiness.
- Manage the agency relationship: Set performance expectations, improve execution and progressively transition key capabilities in-house.
- Build scalable systems: Develop frameworks for bidding, budgeting, forecasting and decision-making, using data, automation and AI to improve efficiency.
- Drive cross-functional execution: Partner with creative, DTC, retention, supply chain and commercial teams to unlock sustainable Amazon growth.
- Build the function: Define the future Amazon organisation, hire key talent and establish processes and playbooks to support scale.
Qualifications
- 5–10 years of experience managing Amazon at scale, preferably within a D2C or consumer brand.
- Proven experience owning significant Amazon revenue and multi-million-dollar annual advertising budgets.
- Strong expertise across Sponsored Products, Sponsored Brands, Sponsored Display and DSP.
- Hands-on experience with Seller Central and/or Vendor Central, including catalogue management and retail operations.
- Demonstrated track record of scaling Amazon businesses while maintaining healthy unit economics.
- Strong understanding of contribution margin, marketplace economics, FBA fees, returns, promotions and deal economics.
- Experience managing and elevating external performance agencies and/or transitioning marketplace capabilities in-house.
- Strong analytical orientation with experience building data-driven bidding, budgeting and decision-making frameworks.
- Familiarity with SQL, Amazon APIs, automation and other tools that enable scalable marketplace management.
- Relevant degree in Business, Marketing or a related discipline preferred.
Preferred Skills
- Experience with Amazon Marketing Cloud and audience-based DSP.
- Understanding of growth levers such as Vine and Subscribe & Save.
- Exposure to retail media platforms beyond Amazon.
- Experience scaling consumer brands across multiple e-commerce and retail channels.
- International marketplace experience is a plus.
- Ability to work with meaningful overlap with U.S. time zones.
Role & Environment
This is a remote role based in India, with meaningful overlap required with U.S. working hours.
The role offers significant ownership of a high-value growth channel and close collaboration with senior leadership in a fast-paced, entrepreneurial environment.
The successful candidate will have the opportunity to build and shape the Amazon function, influence broader e-commerce strategy and grow into larger leadership responsibilities as the business scales.
Compensation
Compensation will be competitive and commensurate with experience.
