Sales Director, Amazon

Ferrero•Parsippany, NJ

2d•$168,000 - $210,000

About The Position

Ferrero USA is hiring a Sales Director, Amazon to own its Amazon 1P business and Whole Foods Market relationship. The role has full P&L ownership for a portfolio of more than 30 brands across confectionery, sweet spreads, snacking, nutrition, and premium gifting, representing more than $150 million in retail sales, including trade budget management. The Director leads the Amazon strategic customer relationship and the US multi-year joint business planning (JBP) roadmap, combining strategic leadership with hands-on execution in Vendor Central, Amazon Ads, and annual vendor negotiations. The position leads a growing cross-functional team spanning sales and category management, digital marketing and merchandising, and analytics, and directs retail media, content, and analytics agency partners. The position is field-based in the United States, with regular travel to Seattle and Ferrero USA offices in Parsippany, New Jersey, and Chicago, Illinois. It reports to the Vice President, eCommerce Sales. The role requires approximately 20% travel, including regular customer visits to Seattle.

Requirements

10 or more years of progressive CPG commercial experience, including at least 5 years leading Amazon 1P for a food, beverage, or confectionery portfolio at meaningful scale.
Demonstrated P&L ownership of $100 million or more in GSV and personal leadership of multiple Annual Vendor Negotiation cycles.
Hands-on experience managing Amazon's Summer Ship program for meltable products and the seasonal timelines of a confectionery portfolio; this is essential.
Experience managing a large ASIN portfolio in a complex, multi-brand and multi-budget environment.
Deep working knowledge of Vendor Central, Amazon Ads and DSP, and 1P operational metrics that drive chargebacks and margin.
Strong financial acumen, including trade accounting, deduction management, margin modeling, and forecasting from trend and media inputs.
Proven ability to build a customer JBP and turn it into a multi-year roadmap.
Exceptional presentation and storytelling skills, with the ability to communicate effectively with Amazon senior leadership and a C-suite audience.
Track record leading and developing account management teams and influencing across functions and geographies in a global matrixed organization.
Ability to work through ambiguity and make sound decisions with incomplete data and on the customer's timeline.
Ability to operate as both a strategic leader and a hands-on practitioner, moving between multi-year planning and ASIN-level margin questions.
Bachelor's degree required.
Ability to travel approximately 20%, including regular customer visits to Seattle.

Nice To Haves

Experience with Whole Foods Market or the natural channel.
Experience with Shopify DTC operations and enterprise CRM.
Familiarity with Pacvue, Amazon Retail Analytics, Salsify, and syndicated data.
Prior experience on the Amazon side of the table.
M.B.A. preferred.

Responsibilities

Own the Amazon 1P strategic customer relationship and lead annual top-to-top meetings and senior escalations.
Own the multi-year Amazon JBP roadmap across assortment, supply chain, retail media, innovation, and margin, and serve as Ferrero's thought leader on category growth.
Own channel P&L delivery, including GSV, trade, NSV, and gross margin, as well as annual planning, forecasting, shipment phasing, forecast accuracy, plan-versus-actual performance, and risk and opportunity management.
Lead the Annual Vendor Negotiation end to end, including CCOGs terms, program funding, and brand-level trade and margin support.
Manage the trade line, including accrual accuracy, deduction and co-op reconciliation, chargeback and shortage disputes, and brand-level trade rate optimization.
Manage item-level margin dynamics and price pack architecture, including pack configurations, Amazon Business and foodservice offerings, CRaP mitigation, and channel margin guardrails.
Build annual and session-level forecasts using trend data and retail media plans; reconcile sell-in to sell-out monthly and defend the forecast in S&OP.
Set trade and retail media investment priorities, evaluating promotion economics, funding, pacing, search strategy, ROAS, and brand allocation in support of the commercial forecast.
Lead the Senior Manager of Retail Media & Merchandising and work with retail media teams and agencies to shape Amazon media strategy, align SKU priorities, and share accountability for ROAS, new-to-brand, share of voice, and conversion.
Ensure vendor operational performance across Core, Fresh, and Direct Fulfillment, including PO confirmation, allocation, fill rate, OTIF, ASN compliance, chargebacks, inventory health, and shipment or financial-delivery escalations.
Own Amazon's Summer Ship program for meltable products, including transition timing, inventory positioning, and return to standard fulfillment.
Lead planning for seasonal and high-velocity events—including Halloween, Holiday, Black Friday/Cyber Monday, Valentine's Day, Easter, and the Super Bowl—across forecast, inventory, POs, trade, media, content, and escalations.
Decide which items and innovations to pursue, prioritize, support, or discontinue on Amazon, ensuring financial viability, customer acceptance, content, inventory, and item setup before launch.
Set digital shelf standards for content compliance, search visibility, share of voice, ratings and reviews, Brand Store, assortment classification, syndication, and product data.
Sponsor improvements to Amazon and eCommerce processes and technology, including inventory reservation, allocation, reporting, dashboards, APIs, EDI, exception management, and system controls.
Own the Whole Foods Market relationship, JBP, P&L, and trade plan; partner with broker and field teams on assortment, promotion, and execution, and identify cross-Amazon opportunities.
Represent Amazon in Ferrero's Agentic AI pilots, including use-case definition, business requirements, stakeholder alignment, pilot governance, and business application of outputs.
Lead, develop, and retain a growing team across Amazon account management, retail media, merchandising, and analytics; set priorities, coach decision-making, develop MBOs, manage performance, support hiring, and build organizational capability.
Influence across a global matrixed organization, aligning US Amazon strategy with Global eCommerce, regional leadership, and brand owners across shared budgets and dual reporting lines.
Direct retail media, content, PIM, and analytics agencies and technology partners, and manage strategic industry relationships that improve commercial results.