National Account Manager - Amazon

Almo•Philadelphia, PA

About The Position

The National Account Manager is responsible for managing and growing strategic relationships with Amazon. This role owns the overall business performance across the account, including revenue growth, profitability, assortment expansion, promotional strategy, and operational execution. The ideal candidate combines strong commercial acumen with deep Amazon expertise and a strong understanding of digital shelf dynamics.

Requirements

5+ years of experience managing Amazon accounts
Strong understanding of Amazon Vendor Central and/or Seller Central
Proven success driving revenue growth and managing profitability
Experience with promotions, retail events, and retail media programs
Strong understanding of digital shelf dynamics, Amazon algorithm drivers, and performance marketing levers
Excellent negotiation, presentation, and relationship-building skills
Strong analytical and financial acumen
Ability to manage multiple priorities in a fast-paced environment

Responsibilities

Own full P&L responsibility for Amazon account
Develop and execute joint business plans aligned to company growth and margin objectives
Drive revenue growth through assortment expansion, whitespace opportunities, and new program onboarding
Lead quarterly and annual planning cycles
Serve as primary point of contact for Amazon category and vendor management team
Build and maintain senior-level relationships to influence assortment, placement, and promotional strategy
Partner cross-functionally with marketing, operations, category management & finance to ensure execution
Deeply understand Amazon's algorithm and the key drivers of organic rank (sales velocity, conversion rate, content quality, reviews, and price competitiveness)
Identify and pull the right levers to accelerate growth across traffic, conversion, and retention
Partner with marketing to drive traffic through retail media (Sponsored Ads, DSP) and external sources
Partner with marketing to optimize PDP performance through content, A+ enhancements, and review generation strategies
Monitor and improve key digital shelf metrics including conversion rate, organic rank, content scores, and traffic mix
Align promotional and pricing strategies to maximize both paid and organic performance
Leverage data and tools (including Stackline) to identify underperforming SKUs and unlock incremental growth opportunities
Manage pricing strategy, promotions, and funding to protect margin while driving volume
Lead deal strategy for key retail events (Prime Day, Black Friday, etc.)
Ensure operational readiness for launches, promotions, and peak periods
Track KPIs including sales, margin, in-stock, returns, and concessions
Analyze performance trends and provide actionable insights to leadership
Monitor key performance metrics and category trends through tools such as Stackline (sales, share, traffic, conversion, and competitive benchmarks)
Build forecasts and manage to budget
Identify risks and opportunities and develop mitigation plans