Account Manager

Role Purpose This role is based in Nashville, TN. Travel to Global Headquarters in Bowling Green, KY required as part of on-boarding. The Account Manager, Digital Commerce (Amazon) is responsible for the strategic management and growth of the company's Amazon business. This role owns the day-to-day relationship with Amazon, drives profitable sales growth, optimizes product assortment and content, manages promotional and operational performance, and partners cross-functionally to maximize market share and customer satisfaction. The ideal candidate combines Amazon expertise, strong business acumen, analytical capabilities, and digital commerce expertise to execute Amazon-specific growth strategies while ensuring operational excellence across the Amazon ecosystem. Key Outcomes Account Management Serve as the primary business owner and point of contact for Amazon Vendor Management Team. Develop and execute annual business plans to achieve sales, profitability, and market share objectives. Manage Amazon vendor relationships, including interactions with Vendor Managers, AVS teams, In-stock Managers, and category stakeholders. Lead business reviews and present performance updates, opportunities, and action plans. Revenue Growth & Category Management Drive topline sales and profitable growth across assigned product categories. Identify opportunities to expand assortment, increase distribution, and improve product discoverability. Analyze category, competitive, and consumer trends to develop growth strategies. Monitor and improve KPIs including but not limited to: Sales Revenue, Sales Units, Buy Bux, Traffic, Conversion, Inventory, Demand Forecast, & Profitability Content & Digital Shelf Optimization Partner with Brand Marketing, Digital Marketing & Digital Shelf teams to optimize PDPs to drive conversion. Ensure best-in-class digital shelf execution including but not limited to: Product titles, Bullet points, Enhanced content, A+ Content, Images, Brand Store content. Monitor content compliance and address listing issues proactively. Support SEO strategies to improve organic search visibility and conversion. Promotions & Advertising Develop and execute promotional calendars aligned with Amazon events and company objectives. Develop strategy and execution plans for Amazon programs and events including but not limited to: Big Spring Sale, Prime Day, Prime Big Deal Days, T12, Business as Usual (BAU) deals. Collaborate with Digital Marketing Team on Sponsored Ads and DSP strategies. Evaluate promotional and advertising ROI and recommend optimizations. Forecasting & Supply Chain Coordination Partner with Supply Chain, Customer Service Forecasting, Planning, and Replenishment teams to ensure inventory availability and order flow. Monitor and manage regular tasks but not limited to: Purchase orders, Forecast accuracy, Fill rates, In-stock performance, Chargebacks, Operational scorecards. Identify risks and implement mitigation plans to minimize lost sales. Analytics & Reporting Leverage Retail Analytics, Brand Analytics, and other business intelligence tools to evaluate performance. Partner with business analytics to optimize dashboards and reporting for leadership. Translate data into actionable business recommendations. Analyze pricing, profitability, inventory, category and customer behavior trends. Cross-Functional Leadership Collaborate with Digital, Marketing, Supply Chain, Finance, Digital Shelf, and Customer Service teams. Lead cross-functional initiatives to improve Amazon performance and operational efficiency. Ensure alignment between Amazon strategy and broader company objectives. Competencies Customer Focus Understands internal and external customer needs and uses those insights to improve the digital shopping experience, account execution, and business outcomes. Action Oriented & Drives For Results Prioritizes high-impact opportunities, takes initiative, and consistently follows through on actions that improve traffic, conversion, sales, profitability, and engagement. Decision Making & Problem Solving Uses data, judgment, and cross-functional input to identify root causes, evaluate trade-offs, and recommend practical solutions that support business objectives. Process Excellence Improves accuracy, consistency, and efficiency across catalog, merchandising, reporting, and financial processes while supporting scalable ways of working. Functional / Technical Learning Builds and applies digital commerce, site merchandising, analytics, and account platform knowledge to improve performance and stay current with evolving marketplace expectations. Minimum Qualifications Required: Bachelor's degree in Business, Marketing, eCommerce, Supply Chain, or related field. 3+ years of experience managing Amazon 1P accounts. Experience with Vendor Central and other eCommerce reporting tools. Strong Microsoft Excel and data analysis skills. Demonstrated success driving revenue growth within Amazon. Strong communication and relationship-management skills. Preferred Amazon 3P experience preferred but not required Experience with syndicated data sources and marketplace analytics tools. Experience working within consumer products, manufacturing, or branded goods industries. Familiarity with Amazon Marketing Services, Sponsored Ads, or Retail Media. Familiarity with P&L management and financial analysis. Key Performance Indicators Amazon sales growth Gross margin and profitability improvement In-stock percentage and fill rate performance Forecast accuracy Market share growth Conversion rate improvement Traffic growth Digital shelf scorecard perfo rmance Vendor scorecard and operational health metrics Company Information We offer the following: Competitive Pay Medical, dental, vision, life & disability insurance Vacation Paid Time Off Paid holidays 401(k) Employee Assistance Program Volunteer Time Off #J-18808-Ljbffr