Account Manager II, Digital Commerce (Amazon) — Nashville, TN

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