Director Marketplace, FBM

Staples Inc. • Framingham, MA

1d

About The Position

The Director Marketplace, FBM will serve as the General Manager for Amazon FBM
(Fulfilled by Merchant), owning end-to-end strategy, storefront strategy,
operational excellence, and cross-functional orchestration. You will act as the
GM of FBM operations and strategy while partnering closely with Pricing,
Merchandising, Marketing, Supply Chain, and Catalog/Content to accelerate
scalable, profitable growth.

This role will have full P&L ownership ($360MM in 2026). This role will set the
multiyear vision for the FBM business, ensuring superior customer experience
while driving cost-to-serve efficiency and advancing Staples Marketplace as a
top-performing 3P seller on Amazon.

Requirements

• Strategic thinker with strong business acumen and operational discipline.
• Strong analytical problem-solver with a data-driven decision-making style.
• Clear, concise communicator able to translate complex data into action.
• High sense of ownership, urgency, and accountability.
• Ability to operate independently and lead through influence.
• Strong execution mindset with attention to detail and continuous improvement.
• Minimum: Bachelor’s degree required, preferably in Business, Supply Chain, Marketing, Finance, or related field
• 10+ years in eCommerce, Marketplace, Amazon operations, or multichannel retail
• 5+ years specifically managing complex marketplace operations at scale
• 5+ years of product/program management experience
• Proven success owning or managing a P&L, including revenue, margin, and EBITDA management.
• Experience managing Amazon FBM, 3P operations, or fulfillment-based marketplace models.
• Strong understanding of Amazon seller tools, Buy Box mechanics, retail media, catalog compliance, and seller health metrics.
• Strong analytical capabilities including BI tools, Excel modeling, KPI management, and decision frameworks.
• Experience working cross-functionally with Pricing, Merchandising, Marketing, Supply Chain, and Catalog teams.
• Strong problem-solving capability with demonstrated impact on cost-to-serve, defects, or operational speed.

Nice To Haves

• Experience at a top 3P seller, aggregator, or category-leading Amazon brand.
• Experience with multi-node routing, promise-accuracy engineering, or supply chain optimization.
• Experience handling Amazon policy, compliance, and appeals processes.
• MBA or equivalent advanced business degree.

Responsibilities

• P&L Ownership & Business Leadership
• Own full revenue, contribution margin, and EBITDA performance for the Amazon FBM business.
• Lead business planning, forecasting, KPI management, and financial decision-making.
• Build and execute the FBM multiyear strategy—including assortment, pricing, channel positioning, and category growth.
• Diagnose performance trends and implement corrective actions to achieve revenue and profitability targets.
• Build scalable processes that support long-term financial sustainability and channel growth.
• Storefront Strategy & Growth Execution
• Build and refine channel growth plans using competitive insights, demand trends, and profitability modeling.
• Identify and evaluate assortment expansion opportunities across long-tail, replenishable, and exclusive Staples products.
• Improve Buy Box competitiveness through coordinated pricing, availability, shipping speed, and performance execution.
• Drive Own Brand penetration through pricing optimization, dedicated inventory, and commercial activation strategies.
• Operations Leadership
• Oversee day-to-day FBM fulfillment execution, including SLA adherence, routing logic, promise accuracy, and multinode delivery performance.
• Partner with Supply Chain to enhance speed, reduce cost, strengthen carrier performance, and unlock new delivery models.
• Lead operational initiatives to lower defects, cancellations, returns, and claim rates
• Cross-Functional Partnership
• Pricing: Execute dynamic pricing strategy, MAP compliance, and revenue/margin optimization.
• Merchandising: Partner with merchandising to support vendor partnerships, category opportunities, and assortment prioritization.
• Marketing/Retail Media: Collaborate on Amazon Advertising strategies to improve rank, visibility, NTB acquisition, and category penetration.
• Catalog/Content: Ensure listing accuracy, SEO optimization, A+ content excellence, and PDP compliance.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 5,001-10,000 employees