Sales Director, Amazon

Sales Job ID: 78168 Parsippany, NJ, US (Field based) Permanent About the Role: We have a current opening for a Sales Director, Amazon and are actively reviewing applications. The Director eCommerce Sales, Amazon will own Ferrero USA's Amazon 1P business end to end, along with the Whole Foods Market relationship. This is a full P&L ownership role covering a 30+ brand portfolio across confectionery, sweet spreads, snacking, nutrition, and premium gifting, with responsibility for more than $150M Retail Sales, including trade budget management. The role leads the Amazon strategic customer relationship and the multi-year JBP roadmap for the US market. It requires a leader who is equally credible as a strategist in front of the Ferrero USA leadership team and as a practitioner inside Vendor Central, Amazon Ads, and the Annual Vendor Negotiation. The role will be leading a growing internal cross-functional team, including sales/category management, digital marketing/merchandising and analysts resources. The role also directs the retail media, content, and analytics agency partners that support the channel. This position is field-based in the United States with regular travel to Seattle and Ferrero USA offices in Parsippany, NJ and Chicago, IL, and will report to the Vice President, eCommerce Sales. Main Responsibilities: Own the Amazon 1P strategic customer relationship and lead annual top-to-top meetings and senior escalations. Own the multi-year JBP roadmap with Amazon covering assortment, supply chain, retail media, innovation, and margin; serve as Ferrero's thought leader on category growth. Own full P&L delivery for the channel, including GSV, trade, NSV, and gross margin, along with annual planning, forecasting, shipment phasing, forecast accuracy, plan-versus-actual performance, and risks and opportunities. Lead the Annual Vendor Negotiation end to end, including Contra-COGS (CCOGs) terms, program funding, and brand-level trade and margin support. Own the trade line with audit-grade rigor, including accrual accuracy, deduction and co-op reconciliation, chargeback and shortage dispute management, and trade rate optimization by brand. Manage item-level margin dynamics and price pack architecture, including pack configurations, Amazon Business and foodservice offerings, CRaP mitigation, and channel margin guardrails. Build and own the annual and session-level forecast using trend data and retail media plans; reconcile sell-in to sell-out monthly and defend the forecast in S&OP. Set investment priorities across trade and retail media, evaluating promotion economics, funding, pacing, search strategy, ROAS, and brand allocation to support the commercial forecast. Lead the Sr. Manager of Retail Media & Merchandising and partner with retail media teams and agencies to shape Amazon media strategy, align SKU priorities, and share accountability for ROAS, new-to-brand, share of voice, and conversion. Ensure vendor operational performance across Core, Fresh, and Direct Fulfillment, including PO confirmation, allocation, fill rate, OTIF, ASN compliance, chargebacks, inventory health, and escalations impacting shipments or financial delivery. Own Amazon's Summer Ship program for meltable products, including transition timing, inventory positioning, and return to standard fulfillment. Lead planning for seasonal and high-velocity events, including Halloween, Holiday, Black Friday/Cyber Monday, Valentine's, Easter, and Super Bowl, across forecast, inventory, POs, trade, media, content, and escalation. Decide which items and innovations are pursued, prioritized, supported, or discontinued on Amazon, ensuring financial viability, customer acceptance, content, inventory, and item setup before launch. Set standards for the digital shelf, including content compliance, search visibility, share of voice, ratings and reviews, Brand Store, assortment classification, syndication, and product data. Sponsor improvements to Amazon and eCommerce processes a…

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