Director of Marketplace

Role & Responsibilities

• Own the global marketplace P&L - majority Amazon, across US Seller Central marketplaces, with full accountability for revenue, contribution margin, and growth targets
• Set and deliver the annual and quarterly revenue plan, including category-level and country-level targets
• Build and execute the merchandising and assortment strategy — what we list, where we list it, and how we sequence launches across regions
• Lead pricing, promotion, and Deals strategy (Lightning Deals, Best Deals, Prime Day, Big Deal Days, Black Friday/Cyber Monday) to maximize profitable growth
• Identify and prioritize new growth levers within Amazon — new categories, new ASINs, new international marketplaces — and own the business case and execution end-to-end
• Drive profitable growth through optimized merchandising, pricing, and marketing investment across all marketplace channels
• Own contribution margin on Amazon. Manage the levers — product mix, pricing, promo depth, ad efficiency, FBA fees, returns, and chargebacks — to hit profitability targets
• Partner with Finance on forecasting, budgeting, and monthly P&L reviews. Bring a clear point of view on where the business is over- or under-indexing
• Manage FBA inventory health, storage costs, long-term storage fees, and aged inventory exposure in close partnership with Operations and Supply Chain
• Build the reporting cadence and KPI framework that lets the rest of the company see how Amazon is performing in real time
• Own Amazon Ads strategy and performance — Sponsored Products, Sponsored Brands, Sponsored Display, and DSP — with clear targets for ACoS, TACoS, ROAS, and incrementality
• Manage agency and/or in-house ad operations to ensure spend is allocated efficiently across keywords, ASINs, audiences, and dayparts
• Drive the listing optimization roadmap: titles, bullets, A+ Content, Brand Story, Storefronts, images, video, and Premium A+ — built for both conversion and discoverability
• Own SEO and organic rank strategy across the catalog. Use search term reports, Brand Analytics, and competitive data to compound organic share over time
• Run a continuous testing program — creative, copy, price points, badging — and turn wins into standard practice across the catalog and across regions
• Own and optimize paid marketing investments across TikTok Shop and emerging platforms
• Monitor Share of Voice (SOV) metrics to ensure brands maintain a competitive edge in key categories
• Lead the strategy and launch of Amazon-exclusive products designed to capture incremental demand and reduce channel conflict
• Manage exclusive product lifecycle from ideation through launch, scaling, and sunset decisions
• Launch, manage, and optimize RYZE's presence in Amazon's Subscribe & Save program to drive recurring revenue and improve customer LTV
• Define coupon and discount strategies that balance subscriber acquisition with margin targets
• Monitor and improve Subscribe & Save enrollment rates, retention, and reorder frequency
• Own the operational health of Seller Central: account health metrics, IPI score, suppressed listings, ASIN-level issues, and case management
• Maintain Brand Registry, manage Transparency / Project Zero where applicable, and lead the response to unauthorized sellers, counterfeits, and listing hijackings
• Own catalog hygiene end-to-end — variation families, parent/child relationships, attribute accuracy, and image compliance — across all marketplaces
• Lead inventory planning, forecasting, and 3PL optimization
• Lead demand forecasting and inventory planning to support growth while minimizing stockouts and excess inventory
• Manage product lifecycle planning including launches, restocks, and sunset decisions
• Oversee 3PL relationships supporting partner brands
• Identify opportunities to improve logistics efficiency, reduce costs, and eliminate operational friction
• Ensure seamless coordination between brands, warehouse partners, and marketplaces
• Partner with Commercial Leadership to align Amazon strategy with the broader omni-channel plan
• Collaborate with Brand and Creative to ensure on-Amazon storytelling reflects RYZE's voice, quality, and brand identity
• Collaborate with Performance Marketing to coordinate cross-channel demand generation and avoid cannibalization between DTC and Amazon
• Collaborate with Operations and Supply Chain on inventory readiness, FBA planning, and fulfillment execution
• Collaborate with Finance on forecasting, budgeting, and P&L management
• Coordinate with Legal and Compliance on Brand Registry, IP enforcement, and international marketplace requirements
• Team Leadership
• Build, lead, and mentor a team of marketplace specialists across advertising, operations, social commerce, content, and analytics
• Establish team structure, processes, and KPIs to support scale
• Manage relationships with external agencies, creators, and technology partners
• Build scalable processes and operating frameworks to support marketplace growth

Qualifications

• 7–10+ years in eCommerce, marketplace management, or digital commerce
• 4+ years hands-on Amazon Seller Central (3P) experience
• Proven P&L ownership, ideally $50M+ GMV
• Strong background in CPG, health & wellness, or high-velocity SKU businesses preferred
• Experience expanding Amazon businesses internationally (Canada/UK preferred)
• Deep experience with Amazon Ads (Sponsored Products, Sponsored Brands, Sponsored Display, DSP)
• Strong Seller Central operations: FBA, IPI, account health, Brand Registry, A+ Content, variations, case management
• Experience with Amazon 1P and 3P models (hybrid experience a plus)
• Strong ability to analyze Search Term Reports and optimize performance
• Experience with DSP, attribution, and Subscribe & Save
• Strong financial skills: ROAS, ACoS, TACoS, LTV, contribution margin
• Experience managing $5M+ ad budgets
• Inventory planning, forecasting, and supply chain coordination
• 3PL and logistics optimization experience
• Familiarity with tools like Helium 10, Jungle Scout, Pacvue, Skai, or similar
• Hands-on operator (IC-heavy role with 1–2 direct reports)
• Experience managing agencies, offshore partners, and cross-functional teams
• Strong communication and execution in fast-paced environments
• Proven ability to scale and optimize marketplace businesses