Amazon Sales & Operations Manager

About This Role

This role is for a hands-on, commercially minded operator to own the day-to-day performance of a business that primarily runs through Amazon, alongside a DTC website and wholesale retail partners. It is a turnaround role focused on protecting and reactivating the existing customer base on Amazon, ensuring channel profitability, and returning the department to profitability. The position suits someone who enjoys owning the numbers, fixing problems, and prefers doing the work themselves rather than managing large teams, spanning sales, finance, and supply chain.

Responsibilities

• Own Amazon performance end to end, focusing on retaining and reactivating existing and repeat customers (Subscribe & Save, reorder rates, customer lifetime value)
• Manage advertising for profitability, setting and holding targets for ACoS/TACoS and contribution margin
• Keep listings, pricing, inventory availability, and account health in good standing; set goals for the Amazon agency partner and hold them accountable for results
• Plan and run key retail events (Prime Day, Black Friday/Cyber Monday) with clear budgets and post-event analysis
• Oversee the DTC website and other online channels to complement rather than cannibalize Amazon
• Maintain and grow existing wholesale and retail accounts
• Build the annual channel budget and monthly forecasts with the Finance team
• Track P&L drivers by channel and SKU: revenue, margin, ad spend, fees, inventory carrying costs, and write-offs
• Report monthly against plan, flag risks early, and recommend corrective action on spend, pricing, and assortment
• Own demand forecasting, purchase orders, and stock planning across the third-party warehouse and Amazon FBA
• Manage best-before-date and shelf-life risk to minimize both write-offs and stockouts
• Coordinate inbound shipments from Germany with the freight partner and customs broker, including import documentation for supplement products (e.g., tariff classification and veterinary certificates for certain ingredients)
• Set marketing priorities and budget for Amazon and DTC and direct the Sales & Marketing Support colleague on content, listings, and promotions
• Work with shared After Sales on customer service, claims and returns, and support regulatory and labeling compliance as needed

Requirements

• 5+ years of hands-on Amazon experience (Seller Central and/or Vendor Central), ideally in supplements, health & wellness, beauty, or another replenishment category
• Proven track record of improving profitability on Amazon, not just top-line growth, including advertising management and repeat-purchase or subscription strategies
• Experience building and owning budgets and forecasts; confident working with detailed P&Ls in Excel
• Inventory and FBA replenishment planning experience, ideally with products that carry expiry dates
• Self-starter who thrives in a small team and is comfortable being both strategic and hands-on
• Clear communicator, able to manage partners and agencies and work across time zones

Nice to have:

• DTC e-commerce (e.g., Shopify), including site management, promotions, and basic email/CRM
• Knowledge of U.S. dietary supplement regulation and labeling or import and customs processes
• Experience working with a European brand owner or manufacturer; German language a plus
• Wholesale or specialty retail account management experience
• Familiarity with AI or analytics tools for forecasting and reporting

Benefits

• Annual year-end performance bonus with a target of 15% of base salary, based on achievement of agreed KPIs (e.g., channel profitability, repeat-customer and subscription metrics, budget attainment, inventory health)

Important Details

• Work arrangement: Hybrid, 3 days per week in the Chicago-area office. New hires work in the office every day for their first 1–3 weeks for onboarding and training.

About the Company

This client is a distributor for a premium German micronutrient supplement brand. Most of their consumer business runs through Amazon, alongside their DTC Website, and a compact amount of wholesale retail partners.