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One of the coolest ecommerce jobs around!

HARRY’S COMMENTS: We are working with a well-established online retailer in their search for a Director & GM of Marketplace Business (Amazon, eBay, Walmart). This is a BIG job that can be FULLY REMOTE. But please know that you will manage a $70 million P&L across Amazon, eBay, and Walmart, so don’t be surprised if you need to visit the firm’s Manhattan HQ (near Bryant Park) on a fairly regular basis. Weekly. Bi-weekly. Monthly. Whenever.

So, “remote” — but not at the expense of GROWTH.

The client is an NYC-based online retailer that operates multiple mobile-first, SEO-optimized websites. Through the use of unique and creative content, collectively the firm’s sites attract ~30 million monthly (monthly!) unique visits and earn >$125 million in annual revenue.

With more than 60 major brands on its flagship site, the client enjoys a ton of traction in DTC categories such as telecom, GPS, fitness, personal care, and pet supplies. Seriously, these people are crushing it. With almost 150,000 orders a month and an industry-leading record of 99%+ on-time shipping, this client’s best days are ahead of it.

About the Role

As the client’s new Director & GM of Marketplace Business, your job is to sell more stuff to more people, more often, for more money — on Amazon. By Q3 of 2023, you’ll assume responsibility for the firm’s Walmart and eBay channels, but let’s back-burner that for now.

For now, simply know that the company’s Amazon (3P) business is 50 million bucks. Top line. Your job is to grow the business. Full stop. You can do that through 1/ increased customer acquisition, 2/ improving the AOVs, or 3/ driving order frequency. Or any combination thereof. It’s all about driving revenue, EBITDA, and CLV. You decide how that happens.

Every aspect of this business will roll up to you. That means …

• Inventory management and forecasting
• Listing creation and SEO optimization
• Catalog cleanup of existing listings
• Channel cleanup and brand protection (where relevant)
• Online Advertising program management
• Customer service
• Product reviews and feedback
• and more.

The client has fully-integrated marketing, purchasing, design, content, web analytics, IT, call center and logistics teams — all in-house. Yet even though you will have a large team of people reporting to you, make no mistake:

YOU are 100% in charge of this business. The buck stops with YOU.

Currently, there’s a company-wide effort to optimize every aspect of sourcing, merchandising, pricing and marketing, so this will be a very high-profile part of that initiative given that Amazon, Walmart, and eBay make up $70 million of the firm’s sales.

That means you’ll need to understand (but not necessarily be an expert in) Amazon Seller Central, plus Walmart’s Merchant Center.

1. In what categories are we winning? Losing? WHY?
2. What are the adjacent SKUs that promise the most potential?
3. What type of pricing strategy makes the most sense for each, SKU, category, season and/or cohort?
4. How’s our content performing? WHY?
5. Should I run ads on such-and-such SKU or category? WHY? HOW MUCH?
6. and MORE!

For each of the firm’s SKUs (which include DOZENS of beloved national brands), you must be able to think like a branded manufacturer, successfully managing the trade-offs between …

• Control over pricing
• Cost of sales
• Sales velocity
• Margins
• Impact of discounts
• Control over branding
• Marketing / promotion strategies
• Staying in stock
• Customer service
• Ratings and reviews
• Cannibalization
• Fulfillment, and
• Storage

This job has a LOT of moving parts, but the job is totally doable for a BUSINESS PERSON — a driven A-player who is hypothesis-driven, analytically biased, and has a process for growing a profitable 3P business.

Before you apply, please note:

There are a few things that you can count on us covering in your interviews for this position, such as …

1. Step us through your CURRENT Amazon P&L. Sales? Headcount? Profit? Ad spend? Agencies? CAGR? Show us your CURRENT Amazon page. Is the business 1P, 3P, or blended 1P/3P? What’s your process for managing and growing the business? Give us examples of your current challenges and what you are doing to mitigate them.
2. How are you optimizing your listings to get the BuyBox? What’s your BuyBox win rate? What are a few “tricks of the trade” that you’re using to win the BuyBox?
3. How are you managing your daily profitability? What strategies are you using to protect your margins in a down market for your products? What tradeoffs are you making regarding price, volume, and profitability?
4. What are you doing to increase your ratings and rankings on Amazon? There are several generally accepted white-hat ways to do this. Which ones are working for you?
5. In what categories are you selling? And what’s plan / roadmap for category expansion?

You won’t believe how much we know about this search!

I spent a ton of time on the phone with the client teasing out exactly what you’ll need to KNOW and DO to hit the ground running in this role. Some of the things I can share with highly qualified candidates include …

1. The “real” background requirements for this position, along with the top five things all resumes MUST have to be considered for the role.
2. The top five problems that exist due to this position being open. These are the little brush fires you will be expected to put out during your first month on the job. Every ecommerce job has these — and this one’s no different.
3. What your average day/week will look like in this role. There’s what you read in the standard ecommerce job posting … then there’s reality. We’ve got the reality.
4. The leading and lagging KPIs that will determine your success in this role. In a nutshell: How you’ll keep score.
5. The major projects you’ll need to complete by Day 100 to be considered a home-run in this position. We’ve got the lowdown on how you can plug-and-play and drive REAL value in this ecommerce job.

I have a massive amount of proprietary intel to share with qualified candidates. My industry research for this assignment exceeds 100 pages! Be sure to TEXT me, Harry Joiner, at (404) 281-2025 for this info. Or simply use the email link when you apply for the role below.

View Harry Joiner’s profile

Responsibilities:

• Strategize the marketplaces growth plan
• Nurture existing relationships with our partners
• Acquire new quality affiliate partners to grow the network
• Monitor activities to prevent fraud and unethical behavior
• Optimize program terms and incentives to achieve maximum sales volume at the optimal ROI
• Deliver marketplace performance reports to the Executive team
• Work independently and within a team to reach individual and department goals

Qualifications:

• Experience with major marketplaces and affiliate marketing platforms
• Deep understanding of Marketplace rules and regulations
• Ability to understand key performance metrics and work toward goals
• Understanding of tracking and attribution methods and technology
• Ability to think creatively and work independently