Director of Key Accounts, Amazon

Reports to: Chief Commercial Officer. Department: Commercial. Compensation: $125,000 to $185,000 annual salary. Location: Preferably the NY Metro area, but open to remote.

About the Role

Bubble is looking for a Director of Amazon to lead one of our most important growth channels – owning the full P&L, the strategic vision, and the day‑to‑day performance that brings that vision to life. Amazon is currently supported by an external agency partner, and this person will direct that relationship closely, setting priorities and holding it accountable to a clear strategy and KPIs. They will also define the long‑term growth strategy and the operating structure – people, partners, and capabilities – needed to deliver it. This role requires operating at both altitudes – setting strategic direction for a fast‑growing, highly competitive channel, and getting into the weeds of listings, creative, advertising, and inventory to ensure the direction translates into numbers.

Responsibilities

• Full ownership of the Amazon P&L – revenue, margin, and profitable, sustainable growth.
• Develop and execute the multi‑year vision and roadmap for Amazon, including structure and capabilities.
• Build and manage the Amazon calendar (launches, promotions, deals, seasonal moments) aligned with the broader commercial calendar.
• Direct the external Amazon agency relationship: set strategy, brief, prioritize work, and hold to clear KPIs.
• Serve as internal authority on Amazon, partnering with commercial, brand, creative, finance, and operations.
• Expertise in Amazon SEO and listing optimization; own content strategy across catalog (A+ content, brand store, enhanced content, new listings).
• Monitor and resolve listing and account health issues (Buy Box, suppressions, compliance).
• Own creative strategy for Amazon detail pages and storefront; provide input into paid media ad creative.
• Oversee Amazon advertising strategy (Sponsored Products, Sponsored Brands, Sponsored Display, DSP); direct agency/resources.
• Design and run structured test‑and‑learn programs; create repeatable playbooks.
• Monitor and adjust ad investment to maximize ROI and meet sales and profitability targets.
• Data‑driven analysis of Amazon metrics (CVR, Buy Box, RoAS, ACoS, TACoS, ASP, NTB); build custom analyses.
• Partner with demand planning and operations to ensure accurate forecasting, healthy in‑stock rates, and efficient FBA inventory management.
• Balance inventory investment against sell‑through and profitability; minimize stockouts and excess inventory.
• Monitor and troubleshoot operational issues (shipments, reconciliation, chargebacks) affecting account health or P&L.
• Monitor customer reviews, ratings, and feedback; use insights to improve product, content, and CX.
• Implement strategies to protect and grow review and ratings profile.
• Deliver executive‑level reporting on channel performance; translate data into strategic recommendations.
• Represent Amazon in leadership forecasting and commercial reviews; connect performance to broader business narrative.

Requirements

• 8+ years of experience in Amazon account management/eCommerce, ideally in beauty, CPG, or a similarly fast‑moving, competitive category.
• Proven track record of owning a P&L and driving profitable, sustainable growth.
• Deep hands‑on knowledge of Amazon SEO, listing optimization, and Amazon advertising (Sponsored Products/Brands/Display; DSP a plus).
• Working knowledge of FBA inventory management and demand forecasting.
• Experience directing an agency or freelance partner, with judgment to know when to push back.
• Strong analytical instincts; comfortable building analyses rather than relying on dashboards.
• Creative point of view specific to Amazon performance.
• Excellent executive communication skills; ability to translate complex performance data into clear business recommendations.
• Bias toward action – comfortable setting strategy and executing hands‑on work.

Pay

$125,000 to $185,000 annual salary.