National Account Manager

Position Overview

The National Account Manager is responsible for managing and growing a strategic relationship with Amazon. This role owns the overall business performance across the Amazon 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.

Key Responsibilities

Account Ownership & Growth

• Own full P&L responsibility for the Amazon account
• Develop and execute joint business plans aligned to company growth and margin objectives
• Drive revenue growth by expanding product assortments, identifying incremental growth opportunities, and supporting new program launches.
• Lead quarterly and annual planning cycles with Amazon

Strategy & Relationship Management

• Serve as the primary point of contact for Amazon category and vendor management teams
• Build and maintain senior‑level relationships to influence assortment, placement, and promotional strategy
• Work cross‑functionally across the organization to support execution against business objectives.

Digital Growth Strategy & Amazon Optimization

• Maintain a deep understanding of Amazon’s algorithm and key drivers of organic rank, including:
• Sales velocity
• Conversion rate
• Content quality
• Customer reviews
• Price competitiveness
• Identify and pull the right levers to accelerate growth across traffic, conversion, and retention
• Partner with marketing to drive traffic through Amazon Retail Media (Sponsored Ads, DSP) and external channels
• Collaborate with marketing to optimize Product Detail Page (PDP) performance through enhanced content, A+ pages, and review 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
• Apply insights from performance analytics to identify optimization opportunities and accelerate growth

Pricing, Promotions & Profitability

• Manage pricing strategy, promotions, and funding to protect margin while driving volume
• Lead deal and promotional strategy for key Amazon retail events such as:
• Prime Day
• Black Friday / Cyber Monday
• Other Amazon tentpole events

Execution & Operations

• Ensure operational readiness for product launches, promotions, and peak periods
• Track and manage KPIs including sales, margin, in‑stock performance, returns, and concessions
• Partner with internal teams to ensure seamless execution and issue resolution

Analytics & Reporting

• Analyze performance trends and provide actionable insights to internal leadership
• Monitor key Amazon metrics including sales, share, traffic, conversion, and competitive benchmarks
• Build forecasts and manage performance to budget
• Identify risks and opportunities and develop mitigation plans

Qualifications

Experience

• 5+ years of experience managing Amazon accounts
• Strong working knowledge of Amazon Vendor Central and/or Seller Central
• Proven success driving revenue growth while managing profitability
• Experience executing Amazon promotions, tentpole events, and retail media programs
• Strong understanding of digital shelf dynamics and Amazon performance drivers

Skills & Capabilities

• Excellent negotiation, presentation, and relationship‑building skills
• Strong analytical and financial acumen
• Ability to manage multiple priorities in a fast‑paced environment
• Strong cross‑functional collaboration skills