Key Account Manager Amazon

Key Responsibilities

Account Ownership & Strategy

• Lead the Amazon account strategy in collaboration with the eCommerce team to achieve mutually beneficial outcomes and long-term growth.
• Set internal and external priorities for Amazon, preparing and leading negotiations with the customer.
• Develop and execute Joint Business Plans (JBPs) with Amazon and other e-retailers, including annual targets, assortment, activation, and investment plans.
• Manage pricing strategy, promo mechanics, and promotional calendars to deliver growth while protecting brand equity and profitability.

Revenue, Trade & P&L Management

• Own the planning and execution of revenue and trade plans to meet net sales, profit, and share objectives.
• Manage account P&L, including trade spend, margin, and investment efficiency, ensuring ROI-driven decision-making.
• Optimize profitability through ASIN-level analysis, chargeback control, and continuous performance improvement.

Amazon Operations & Day-to-Day Management

• Oversee daily operational tasks including sales reporting, promotion set-up, order management, and catalogue accuracy.
• Ensure product detail pages (PDPs) and catalogues are up to date, accurate, and aligned with strategic distribution targets.
• Coordinate with Supply Chain and 3PL partners to ensure high service levels, avoid out-of-stocks, and manage inventory health.

Forecasting & Supply Chain Collaboration

• Forecast volume using market insights, sell-out data, and internal analytics to identify risks and opportunities.
• Collaborate with Supply Chain to improve forecast accuracy and operational efficiency, including management of Amazon Vendor processes.
• Proactively highlight gaps vs. targets and recommend corrective action plans.

Category, Competitor & Performance Analysis

• Monitor competitors and category trends on Amazon, including pricing, assortment, and promotional activity.
• Analyze promotional effectiveness, traffic, conversion, and share to guide future planning and optimize investments.
• Leverage POS data tools (e.g., Luminate, POL) and syndicated data platforms to generate actionable insights and recommendations.

Digital Merchandising & Content

• Develop and execute digital merchandising strategies to increase traffic, visibility, and conversion (e.g., carousels, A+ content, brand stores, and PDP optimization).
• Own content planning and coordination, ensuring brand guidelines and messaging are consistent and optimized for Amazon.
• Partner with internal and external stakeholders to continuously test, learn, and improve digital shelf performance.

Media & Advertising

• Oversee Amazon advertising and media strategies in partnership with agencies and internal media teams.
• Optimize paid and organic placements for Naos brands, maximizing ROI and aligning with brand and commercial priorities.
• Track campaign performance and implement optimizations based on data-driven insights.

Cross-Functional Collaboration

• Collaborate closely with marketing, trade marketing, supply chain, finance, and media teams to deliver integrated plans for Amazon.
• Align plans and forecasts with internal stakeholders to ensure smooth execution and timely decision-making.
• Represent the Amazon customer voice internally, influencing innovation, pricing, and portfolio decisions.

Qualifications & Experience

• 5–8 years of experience in account management, customer development, or eCommerce sales.
• Experience in CPG and/or beauty/fashion retail account management strongly preferred.
• Proven success managing Amazon (Vendor and/or Seller) with a strong, demonstrated track record of sales and share growth.
• Solid experience in forecasting, P&L management, trade budget ownership, and 3PL coordination.

Skills & Competencies

• Analytical & Data-Driven: Strong data analytics capabilities; comfortable working with large data sets and translating insights into clear actions. Proficient in Excel, POS data tools (e.g., Luminate, POL), and syndicated data platforms.
• Commercial & Negotiation Skills: Strong negotiation skills with experience leading customer meetings and joint business planning. Ability to balance top-line growth, profitability, and brand equity.
• Communication & Collaboration: Excellent written and verbal communication skills, with the ability to influence and align multiple stakeholders. Strong cross-functional collaboration skills, working effectively with marketing, supply, finance, and media teams, as well as external partners and agencies.
• Execution & Ownership: Highly organized, with strong attention to detail and the ability to manage multiple projects and deadlines. Entrepreneurial mindset with a strong sense of ownership and accountability for results.