Director Marketplace, FBM

The Director Marketplace, FBM will serve as the General Manager for Amazon FBM (Fulfilled by Merchant), owning end-to-end strategy, storefront strategy, operational excellence, and cross-functional orchestration. You will act as the GM of FBM operations and strategy while partnering closely with Pricing, Merchandising, Marketing, Supply Chain, and Catalog/Content to accelerate scalable, profitable growth.

This role will have full P&L ownership ($360MM in 2026). This role will set the multiyear vision for the FBM business, ensuring superior customer experience while driving cost-to-serve efficiency and advancing Staples Marketplace as a top-performing 3P seller on Amazon.

Duties & Responsibilities

P&L Ownership & Business Leadership

• Own full revenue, contribution margin, and EBITDA performance for the Amazon FBM business.
• Lead business planning, forecasting, KPI management, and financial decision-making.
• Build and execute the FBM multiyear strategy—including assortment, pricing, channel positioning, and category growth.
• Diagnose performance trends and implement corrective actions to achieve revenue and profitability targets.
• Build scalable processes that support long-term financial sustainability and channel growth.

Storefront Strategy & Growth Execution

• Build and refine channel growth plans using competitive insights, demand trends, and profitability modeling.
• Identify and evaluate assortment expansion opportunities across long-tail, replenishable, and exclusive Staples products.
• Improve Buy Box competitiveness through coordinated pricing, availability, shipping speed, and performance execution.
• Drive Own Brand penetration through pricing optimization, dedicated inventory, and commercial activation strategies.

Operations Leadership

• Oversee day-to-day FBM fulfillment execution, including SLA adherence, routing logic, promise accuracy, and multinode delivery performance.
• Partner with Supply Chain to enhance speed, reduce cost, strengthen carrier performance, and unlock new delivery models.
• Lead operational initiatives to lower defects, cancellations, returns, and claim rates.

Cross-Functional Partnership

• Pricing: Execute dynamic pricing strategy, MAP compliance, and revenue/margin optimization.
• Merchandising: Partner with merchandising to support vendor partnerships, category opportunities, and assortment prioritization.
• Marketing/Retail Media: Collaborate on Amazon Advertising strategies to improve rank, visibility, NTB acquisition, and category penetration.
• Catalog/Content: Ensure listing accuracy, SEO optimization, A+ content excellence, and PDP compliance.

What You Bring to the Table

• Strategic thinker with strong business acumen and operational discipline.
• Strong analytical problem-solver with a data-driven decision-making style.
• Clear, concise communicator able to translate complex data into action.
• High sense of ownership, urgency, and accountability.
• Ability to operate independently and lead through influence.
• Strong execution mindset with attention to detail and continuous improvement.

Education & Work Experience Requirements

• Minimum: Bachelor’s degree required, preferably in Business, Supply Chain, Marketing, Finance, or related field.
• 10+ years in eCommerce, Marketplace, Amazon operations, or multichannel retail.
• 5+ years specifically managing complex marketplace operations at scale.
• 5+ years of product/program management experience.

Basic Qualifications

• Proven success owning or managing a P&L, including revenue, margin, and EBITDA management.
• Experience managing Amazon FBM, 3P operations, or fulfillment-based marketplace models.
• Strong understanding of Amazon seller tools, Buy Box mechanics, retail media, catalog compliance, and seller health metrics.
• Strong analytical capabilities including BI tools, Excel modeling, KPI management, and decision frameworks.
• Experience working cross-functionally with Pricing, Merchandising, Marketing, Supply Chain, and Catalog teams.
• Strong problem‑solving capability with demonstrated impact on cost‑to‑serve, defects, or operational speed.

Preferred Qualifications

• Experience at a top 3P seller, aggregator, or category-leading Amazon brand.
• Experience with multi-node routing, promise-accuracy engineering, or supply chain optimization.
• Experience handling Amazon policy, compliance, and appeals processes.
• MBA or equivalent advanced business degree.

#J-18808-Ljbffr