Amazon and DTC Channel Manager

Job Description

Job Description

Description:

Safeguard Medical is one of the most trusted names in tactical and emergency medicine, and our direct-to-consumer business is entering a significant growth phase. We have committed to meaningful expansion over the next year and have built the strategy, tools, and budget to support it.

The Amazon and DTC Channel Manager will own the execution and buildout of that plan across three growth engines: Amazon through our authorized marketplace partner, more than 100 direct house accounts across five verticals, and a new trade show lead engine. This is an Amazon-first, revenue-accountable channel builder role. You will manage the marketplace partner relationship day to day, improve listing performance and catalog strategy, oversee PPC and promotional planning, connect off-Amazon demand to on-Amazon conversion, and build the internal operating capability that gives Safeguard the option to run the Amazon channel in-house by FY28.

You will report directly to the Director of Marketing and serve as a thought partner as she takes broader ownership of the DTC program. The right candidate has owned Amazon marketplace performance for a brand, understands the mechanics of Brand Registry, Amazon Attribution, A+ content, external traffic measurement, ranking, and contribution margin, and knows how to hold partners accountable while building the systems needed for a possible reseller-to-in-house transition.

Pillar 1 — Amazon Marketplace Channel with a Specific Revenue Plan

• Deploy an approximately $100K media plan across Safeguard direct spend and marketplace partner investment.

• Own the marketplace partner relationship end to end, including Monthly Business Reviews, Quarterly Business Reviews, the co-marketing calendar, and commercial restructuring tied to data transparency and performance-linked budget terms.

• Expand the catalog into 3–5 new SKU families and reduce legacy product revenue concentration.

• Upgrade top listings, A+ content, catalog structure, and external traffic measurement while connecting off-Amazon demand creation to Amazon conversion, attribution, ranking, ROAS, and contribution margin.

• Build the systems, reporting, catalog knowledge, partner cadence, and operating discipline required to make a potential FY28 in-house Amazon model a realistic option.

Pillar 2 — House Accounts

• Import and segment all accounts across multiple tiers into ActiveCampaign; maintain data hygiene year-round.

• Run named account plans and quarterly QBRs for multiple Active High accounts

• Execute the COMEBACK win-back program for lapsed accounts, including phone sweeps for the top 20 accounts by value.

• Drive net-new direct revenue through outbound, referral, and website conversion motions.

• Introduce a new consumer-focused kit line in the third quarter through existing direct channels.

Pi llar 3 — Trade Show Lead Engine (Upside)

• Enforce a 48-hour contact SLA for all badge scans so no qualified lead is left unattended.

• Build and run the Day 1 / 5 / 14 / 30 / 45 cadence for five verticals (EMS, fire, industrial, LE, military).

• Reactivate the full historical badge-scan backlog in Q1 via a 3-touch re-introduction sequence.

• Build qualified pipeline and closed revenue as upside above the core budget.

WHAT YOU'LL OWN DAY-TO-DAY

• Marketplace Partner Ownership: Serve as the primary day-to-day contact for Amazon operational, commercial, and performance matters. Schedule, prepare, and run every MBR and QBR with the marketplace partner.

• ActiveCampaign Platform: Build, administer, and optimize automations for win-back, onboarding, nurture, event follow-up, sunset, and cross-sell programs.

• Revenue Reporting: Publish a monthly one-page scorecard to the CEO and SVP covering revenue versus commit and plan, headline KPIs, wins, blockers, and asks.

• Weekly Execution Rhythm: Run Monday tracker reviews and Amazon audits, Tuesday–Wednesday outbound activity, Thursday pipeline review, and Friday planning with clear upstream decision flags.

• Quarterly Gates: Own gate documentation and reforecasting across all three pillars. Surface risks before the quarter is over, not after.

• Cross-Functional Coordination: Drive deliverables across Marketing Creative, Finance, Legal, Customer Service, and other internal partners to keep the channel plan moving.

• Budget Stewardship: Manage Safeguard media budget and co-op investment, allocating PPC, off-Amazon, PR, and creative spend against monthly ROAS, attribution, ranking, and contribution-margin gates.

Required

• Bachelor’s degree in marketing or a related field; relevant work experience may substitute for the degree.

• 3–6 years of direct-to-consumer, ecommerce, or marketplace channel management experience with demonstrated revenue ownership.

• Direct ownership of an Amazon marketplace channel for a brand, including listing performance, catalog strategy, PPC oversight, promotional planning, content quality, and commercial performance. Agency-only experience is not sufficient unless the candidate directly owned brand-level channel decisions and can show measurable revenue impact.

• Working command of Amazon Brand Registry, Amazon Attribution, Brand Referral Bonus, A+ content, listing optimization, and external traffic measurement, with the ability to connect these tools to channel performance.

• Full-funnel fluency: proven ability to connect off-Amazon demand creation to Amazon conversion, attribution, ranking, ROAS, and contribution margin.

• Proven ability to build and administer marketing automation sequences in a CRM or email platform such as ActiveCampaign, HubSpot, Klaviyo, or equivalent. Building from scratch is required.

• Demonstrated success managing and growing a portfolio of direct/house accounts — including win-back, retention, and upsell motions.

• Comfort owning a revenue number and reporting against it at the executive level, including clear scorecards, concise updates, and specific asks.

• Strong vendor and partner management skills, with the ability to hold third parties accountable to performance terms diplomatically and effectively.

• Proficiency in Excel/Sheets for financial modeling, budget tracking, and performance analysis.

• Builder mindset with enough Amazon marketplace depth to create internal capability, not just manage campaigns. Generic web-store ecommerce experience without meaningful Amazon channel ownership will not meet the bar.

Strongly Preferred

• Experience in medical device, healthcare, safety products, or adjacent regulated or specialty categories.

• Familiarity with five-vertical customer types: EMS, fire service, law enforcement, industrial/safety, or military/government.

• Prior experience moving an Amazon channel from reseller, distributor, or agency-led execution into an in-house Seller Central model.

• Experience negotiating commercial terms with a third-party marketplace seller or agency, including data rights, performance incentives, co-op budgets, and operating cadence.

• Prior experience with trade show lead programs — badge scan to pipeline cadence, CRM tagging, and show-specific nurture.

Who You Are

• You are an operator first. You build the plan, run the plan, and flag exceptions upstream without needing heavy oversight.

• You care about the number. Revenue accountability energizes you, and you know how to translate performance data into action.

• You are a builder. You have stood up programs from limited infrastructure and can create the systems, reporting, partner discipline, catalog knowledge, and operating cadence needed to make a possible FY28 in-house Amazon transition real.

• You communicate efficiently. Your scorecards are clear, your asks are specific, and your blockers come with proposed solutions.

• You are commercially sharp. You can read a margin analysis, spot a pricing problem, and bring it to the right stakeholder.

Why This Role Matters

This role is designed for someone who can build a scalable marketplace engine, not simply manage a set of campaigns. Success means growing the channel now while creating the operating maturity, insight, and internal capability Safeguard needs to make better long-term decisions about Amazon ownership.

Why Join Safeguard Medical?

• Mission-driven work that makes a real impact
• Innovative, life-saving products and solutions
• Collaborative and supportive team environment
• Opportunities for growth and development

About Safeguard Medical

At Safeguard Medical, we’re not just shaping the future of emergency medicine—we’re saving lives. With a global presence, we combine deep expertise with world-class equipment to empower first responders to act confidently and effectively when every second counts.

What We Offer ·

Competitive salary + bonus opportunity· Medical and dental benefits· 401K with company match· Generous time off

Equality, Diversity and Inclusion

Safeguard Medical is committed to building an inclusive workplace where everyone is treated with dignity and respect. We welcome applications from all suitably qualified candidates and make recruitment decisions based on skills, experience and potential.We do not discriminate based on age, disability, gender reassignment, marriage and civil partnership, pregnancy and maternity, race, religion or belief, sex, or sexual orientation. We are committed to providing an accessible recruitment process and will make reasonable adjustments where needed.