Summary:
The National Account Manager is responsible for managing and growing strategic relationships with Amazon. This role owns the overall business performance across the account, including revenue growth, profitability, assortment expansion, promotional strategy, and operational execution. The ideal candidate combines strong commercial acumen with deep Amazon expertise and a strong understanding of digital shelf dynamics.
Account Ownership & Growth
- Own full P&L responsibility for Amazon account
- Develop and execute joint business plans aligned to company growth and margin objectives
- Drive revenue growth through assortment expansion, whitespace opportunities, and new program onboarding
- Lead quarterly and annual planning cycles
Strategy & Relationship Management
- Serve as primary point of contact for Amazon category and vendor management team
- Build and maintain senior-level relationships to influence assortment, placement, and promotional strategy
- Partner cross-functionally with marketing, operations, category management & finance to ensure execution
Digital Growth Strategy & Amazon Optimization
- Deeply understand Amazon's algorithm and the key drivers of organic rank (sales velocity, conversion rate, content quality, reviews, and price competitiveness)
- Identify and pull the right levers to accelerate growth across traffic, conversion, and retention
- Partner with marketing to drive traffic through retail media (Sponsored Ads, DSP) and external sources
- Partner with marketing to optimize PDP performance through content, A+ enhancements, and review generation strategies
- Monitor and improve key digital shelf metrics including conversion rate, organic rank, content scores, and traffic mix
- Align promotional and pricing strategies to maximize both paid and organic performance
- Leverage data and tools (including Stackline) to identify underperforming SKUs and unlock incremental growth opportunities
Pricing, Promotions & Profitability
- Manage pricing strategy, promotions, and funding to protect margin while driving volume
- Lead deal strategy for key retail events (Prime Day, Black Friday, etc.)
Execution & Operations
- Ensure operational readiness for launches, promotions, and peak periods
- Track KPIs including sales, margin, in-stock, returns, and concessions
Analytics & Reporting
- Analyze performance trends and provide actionable insights to leadership
- Monitor key performance metrics and category trends through tools such as Stackline (sales, share, traffic, conversion, and competitive benchmarks)
- Build forecasts and manage to budget
- Identify risks and opportunities and develop mitigation plans
Qualifications
- 5+ years of experience managing Amazon accounts
- Strong understanding of Amazon Vendor Central and/or Seller Central
- Proven success driving revenue growth and managing profitability
- Experience with promotions, retail events, and retail media programs
- Strong understanding of digital shelf dynamics, Amazon algorithm drivers, and performance marketing levers
- Excellent negotiation, presentation, and relationship-building skills
- Strong analytical and financial acumen
- Ability to manage multiple priorities in a fast-paced environment
Qualifications
- 5+ years of experience managing Amazon and Walmart accounts
- Strong understanding of Amazon Vendor Central and/or Seller Central and Walmart Retail Link
- Proven success driving revenue growth and managing profitability
- Experience with promotions, retail events, and retail media programs
- Excellent negotiation, presentation, and relationship-building skills
- Strong analytical and financial acumen
- Ability to manage multiple priorities in a fast-paced environment
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Almo
Apr 10, 2026