Senior Director, Amazon & Retailer.com

JOB DESCRIPTIONCompany: Beauty By ImaginationTitle: Senior Director, Amazon & Retailer.comLocation: Remote or Hybrid (NYC Metropolitan area)Department: eCommerceFLSA Classification: ExemptSupervises: Account Manager(s) and Agency PartnersPOSITION OVERVIEWThis role drives the evolution of Amazon from the largest single channel into a broader digital marketplace growth engine—while building the playbook for retailer.com as a high-growth revenue pillar.Seeking a growth-focused, analytically rigorous leader to own and scale Amazon and retailer.com businesses for our portfolio of haircare brands. This role carries full P&L responsibility for multi-brand Amazon revenue across North America plus growing retailer.com revenue streams across Walmart.com, Target.com, and Ulta.com. You will drive marketplace strategy encompassing 1P/3P operations, retailer.com expansion, digital media performance, and strategic growth initiatives across all digital retail channels. The right candidate combines strong sales forecasting and merchandising expertise with the ability to set strategic direction for agency partners on digital media and dig into campaign-level performance data to optimize ROAS. You thrive in maintaining operational excellence through rigorous account health management, inventory optimization, and performance monitoring.ESSENTIAL JOB DUTIES & RESPONSIBILITIESTeam Leadership & CultureProvide strategic guidance and day-to-day leadership for Account Manager(s) responsible for catalog management and content executionSupport career development of direct reports and help them achieve their highest potentialEvangelize eCommerce: Proactively share marketplace insights, competitive intelligence, and knowledge with team members across the organizationFoster a culture of data-driven decision-making, operational rigor, and continuous improvement within the marketplace teamP&L LeadershipOwn full P&L responsibility for Amazon revenue and growing retailer.com portfolio, managing healthy profitability while increasing top-line sales across all marketplace channelsDevelop and present unified digital marketplace strategy covering Amazon, Walmart.com, Target.com, and Ulta.com to executive leadershipEstablish revenue targets and growth roadmaps for each retailer.com channel, with clear milestones and KPIsCreate annual and quarterly merchandising plans that optimize product mix, pricing architecture, and inventory investment across all platformsDrive strategic planning and quarterly business reviews with Amazon vendor management teams and retailer.com buyer/merchant teamsNegotiate high-level agreements, terms, and strategic partnerships with Amazon and retailer.com partnersLead product launches, category expansion, and assortment strategies tailored to each platform’s consumer and algorithm dynamicsDigital Media Performance & Agency LeadershipOwn the digital media strategy across all marketplace platforms, setting performance targets for ROAS, TACoS, CPC, CVR, and other key metrics in partnership with external agency partnersDirect agency partners on full-funnel advertising execution across Amazon Ads (Sponsored Products, Sponsored Brands, Sponsored Display, DSP), Walmart Connect, Roundel, and other retail media networksEstablish media performance frameworks—KPIs, reporting cadences, optimization thresholds, and escalation protocols—that hold agency partners accountable to resultsLead agency performance reviews; evaluate ROAS by campaign type, product line, and platform; make data-driven reallocation decisions to maximize return on ad spendDrive promotional ROI discipline—evaluate coupon, deal, and discount strategies against Net PPM impact and enforce TACoS guardrailsManage the agency relationship lifecycle: RFP processes, onboarding, scope-of-work definition, performance benchmarking, and contract negotiationsCollaborate with brand marketing to ensure advertising creative, messaging, and brand positioning are consistent across all marketplace media activationsRetailer.com Channel DevelopmentBuild and execute go-to-market strategies for Walmart.com, Target.com, and Ulta.com, defining the operational model, content standards, and promotional frameworks for eachCollaborate with brick-and-mortar customer teams to align retailer.com strategies with in-store programs and joint business plansEstablish retailer.com-specific KPIs (search rank, content score, buy box, fulfillment metrics) and reporting cadencesDevelop platform-specific content, A+ / rich media, and SEO strategies in partnership with brand marketingBuild scalable processes and playbooks so that new retailer.com channels can be onboarded efficientlySales Forecasting & Merchandising ExcellenceBuild multi-channel forecasting models incorporating historical sales data, seasonality, promotional calendar impact (i.e. Prime Day, Black Friday, Walmart+ Weekend), new product launch projections, and competitive/cannibalization analysisDevelop merchandising strategies that optimize product assortment, pricing architecture, promotional cadence, inventory investment, and cross-selling / bundling opportunities across all channelsCreate rolling 18-month demand plans with monthly updates and variance analysisEstablish forecasting accuracy KPIs and continuous improvement processesOperational ExcellenceMaintain superior Amazon account health through proactive monitoring of performance metrics, policy compliance, and rapid resolution of listing issues and account flagsEstablish operational health standards for each retailer.com platform, including content compliance, fulfillment performance, and customer service metricsDrive inventory optimization: In-stock rate management, excess/aged inventory liquidation, safety stock optimization, and lead time managementOptimize order defect rates, chargebacks, deductions, and vendor/seller scorecard performanceEnsure Vendor Central, Seller Central, and retailer.com portal operations (Walmart Retail Link, Target Partners Online, etc.) meet performance standardsREQUIRED SKILLS & QUALIFICATIONS10+ years of progressive ecommerce experience, with a minimum of 5 years managing Amazon (1P/3P) at scaleProven P&L ownership with demonstrated ability to grow top-line sales while maintaining healthy marginsDeep expertise in Amazon Vendor Central and/or Seller Central, including account health management, retail analytics, and advertising toolsStrong track record of driving digital media performance through agency partnerships, with experience managing retail media budgets and optimizing ROAS, TACoS, and full-funnel KPIsHands-on experience with at least one additional retailer.com platform (Walmart.com, Target.com, Ulta.com, or equivalent)Proven ability to build accurate sales forecasts and merchandising plans that optimize inventory investment and marketing performanceStrategic and analytical acumen with a clear command of P&L management, margin optimization, and data-driven decision-makingExcellent communicator—written and verbal—with experience presenting to executive leadershipExperience leading and developing high-performing teams in a fast-paced, multi-brand environmentHighly proficient in Microsoft Office; Advanced Excel / data analysis skills requiredAbility to react quickly with a strong sense of urgency; flexible and adaptive to changing prioritiesPREFERRED QUALIFICATIONSExperience in Beauty or Consumer Products categoriesDeep experience with retail media networks (Amazon Ads, Walmart Connect, Roundel) and platform-specific advertising toolsTrack record of launching and scaling new retailer.com channels from zero to meaningful revenueExperience leading through organizational transformation or business integrationEDUCATION REQUIREMENTSBachelor’s degree in Business, Marketing, Finance, Supply Chain, or related field requiredMBA or advanced degree preferredSalary Range: Up to $200,000 per year, DOE, plus bonus and benefitsThis job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the role. Employer reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.This is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.