Amazon and DTC Channel Manager

Safeguard Medical•Huntersville, NC

7d•Onsite

About The Position

Safeguard Medical is a trusted name in tactical and emergency medicine, and its direct-to-consumer business is experiencing significant growth. The company is committed to meaningful expansion over the next year, with a strategy, tools, and budget in place to support it. The Amazon and DTC Channel Manager will be responsible for executing and building out this plan across three growth engines: Amazon (through an authorized marketplace partner), over 100 direct house accounts across five verticals, and a new trade show lead engine. This is an Amazon-first, revenue-accountable role focused on channel building. The manager will handle day-to-day relationship management with the Amazon marketplace partner, 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 for a potential in-house Amazon channel by FY28. This role reports directly to the Director of Marketing and will serve as a thought partner for the broader DTC program. The ideal candidate will have experience managing Amazon marketplace performance for a brand, understanding Brand Registry, Amazon Attribution, A+ content, external traffic measurement, ranking, and contribution margin, as well as the ability to hold partners accountable and build systems for a potential transition to an in-house model.

Requirements

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.

Nice To Haves

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.

Responsibilities

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.
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.
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.
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.
Build, administer, and optimize automations for win-back, onboarding, nurture, event follow-up, sunset, and cross-sell programs.
Publish a monthly one-page scorecard to the CEO and SVP covering revenue versus commit and plan, headline KPIs, wins, blockers, and asks.
Run Monday tracker reviews and Amazon audits, Tuesday–Wednesday outbound activity, Thursday pipeline review, and Friday planning with clear upstream decision flags.
Own gate documentation and reforecasting across all three pillars.
Surface risks before the quarter is over, not after.
Drive deliverables across Marketing Creative, Finance, Legal, Customer Service, and other internal partners to keep the channel plan moving.
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.