Account Manager II, Digital Commerce (Amazon)

Role Purpose

This role is based in Nashville, TN. Travel to Global Headquarters in Bowling Green, KY required as part of on-boarding.

The Account Manager, Digital Commerce (Amazon) is responsible for the strategic management and growth of the company's Amazon business. This role owns the day-to-day relationship with Amazon, drives profitable sales growth, optimizes product assortment and content, manages promotional and operational performance, and partners cross-functionally to maximize market share and customer satisfaction.

The ideal candidate combines Amazon expertise, strong business acumen, analytical capabilities, and digital commerce expertise to execute Amazon-specific growth strategies while ensuring operational excellence across the Amazon ecosystem.

Key Outcomes

Account Management:

· Serve as the primary business owner and point of contact for Amazon Vendor Management Team.

· Develop and execute annual business plans to achieve sales, profitability, and market share objectives.

· Manage Amazon vendor relationships, including interactions with Vendor Managers, AVS teams, In-stock Managers, and category stakeholders.

· Lead business reviews and present performance updates, opportunities, and action plans.

Revenue Growth & Category Management:

· Drive topline sales and profitable growth across assigned product categories.

· Identify opportunities to expand assortment, increase distribution, and improve product discoverability.

· Analyze category, competitive, and consumer trends to develop growth strategies.

· Monitor and improve KPIs including but not limited to: Sales Revenue, Sales Units, Buy Bux, Traffic, Conversion, Inventory, Demand Forecast, & Profitability

Content & Digital Shelf Optimization:

· Partner with Brand Marketing, Digital Marketing & Digital Shelf teams to optimize PDPs to drive conversion.

· Ensure best-in-class digital shelf execution including but not limited to: Product titles, Bullet points, Enhanced content, A+ Content, Images, Brand Store content.

· Monitor content compliance and address listing issues proactively.

· Support SEO strategies to improve organic search visibility and conversion.

Promotions & Advertising:

· Develop and execute promotional calendars aligned with Amazon events and company objectives.

· Develop strategy and execution plans for Amazon programs and events including but not limited to: Big Spring Sale, Prime Day, Prime Big Deal Days, T12, Business as Usual (BAU) deals.

· Collaborate with Digital Marketing Team on Sponsored Ads and DSP strategies.

· Evaluate promotional and advertising ROI and recommend optimizations.

Forecasting & Supply Chain Coordination:

· Partner with Supply Chain, Customer Service Forecasting, Planning, and Replenishment teams to ensure inventory availability and order flow.

· Monitor and manage regular tasks but not limited to: Purchase orders, Forecast accuracy, Fill rates, In-stock performance, Chargebacks, Operational scorecards.

· Identify risks and implement mitigation plans to minimize lost sales.

Analytics & Reporting:

· Leverage Retail Analytics, Brand Analytics, and other business intelligence tools to evaluate performance.

· Partner with business analytics to optimize dashboards and reporting for leadership.

· Translate data into actionable business recommendations.

· Analyze pricing, profitability, inventory, category and customer behavior trends.

Cross-Functional Leadership:

· Collaborate with Digital, Marketing, Supply Chain, Finance, Digital Shelf, and Customer Service teams.

· Lead cross-functional initiatives to improve Amazon performance and operational efficiency.

· Ensure alignment between Amazon strategy and broader company objectives.

Competencies

Customer Focus:

· Understands internal and external customer needs and uses those insights to improve the digital shopping experience, account execution, and business outcomes.

Action Oriented & Drives for Results:

· Prioritizes high-impact opportunities, takes initiative, and consistently follows through on actions that improve traffic, conversion, sales, profitability, and engagement.

Decision Making & Problem Solving:

· Uses data, judgment, and cross-functional input to identify root causes, evaluate trade-offs, and recommend practical solutions that support business objectives.

Process Excellence:

· Improves accuracy, consistency, and efficiency across catalog, merchandising, reporting, and financial processes while supporting scalable ways of working.

Functional / Technical Learning:

· Builds and applies digital commerce, site merchandising, analytics, and account platform knowledge to improve performance and stay current with evolving marketplace expectations.

Minimum Qualifications

Required:

· Bachelor's degree in Business, Marketing, eCommerce, Supply Chain, or related field.

· 3+ years of experience managing Amazon 1P accounts.

· Experience with Vendor Central and other eCommerce reporting tools.

· Strong Microsoft Excel and data analysis skills.

· Demonstrated success driving revenue growth within Amazon.

· Strong communication and relationship-management skills.

Preferred

· Amazon 3P experience preferred but not required

· Experience with syndicated data sources and marketplace analytics tools.

· Experience working within consumer products, manufacturing, or branded goods industries.

· Familiarity with Amazon Marketing Services, Sponsored Ads, or Retail Media.

· Familiarity with P&L management and financial analysis.

Key Performance Indicators

• Amazon sales growth
• Gross margin and profitability improvement
• In-stock percentage and fill rate performance
• Forecast accuracy
• Market share growth
• Conversion rate improvement
• Traffic growth
• Digital shelf scorecard performance
• Vendor scorecard and operational health metrics

Company Information

We offer the following:

• Competitive Pay
• Medical, dental, vision, life & disability insurance
• Vacation
• Paid Time Off
• Paid holidays
• 401(k)
• Employee Assistance Program
• Volunteer Time Off