Global Amazon Lead

At Ecotone, we are a purpose-driven company with a clear mission to propose an alternative food model that prioritizes organic and plant-based solutions, all with the aim of protecting Biodiversity. We believe that through sustainable practices and ethical decision-making, we can contribute to a healthier planet and a more equitable future. Our commitment to human rights, diversity, and inclusion is at the heart of everything we do, as we work to create a positive impact both in the workplace and in the world around us.

The Global Amazon Lead is the global commercial and strategic owner of the Amazon business across Europe and international expansion markets.

The role is responsible for:

• Driving profitable growth across Amazon platforms


• Leading European Vendor negotiations and commercial governance


• Providing functional leadership to EU Amazon Account Managers


• Steering Retail Media as a commercial investment lever


• Owning global Amazon agency architecture


• Driving Amazon-specific innovation and portfolio strategy


• Building and scaling new markets (US, Japan, Canada, Australia)

This role combines commercial leadership, strategic negotiation, governance and selective operational market development.

Key responsibilities: 

• Global Amazon Growth Strategy
  Define and execute global Amazon ambition and roadmap
  Identify growth levers by market and platform
  Define Vendor vs Seller strategy by geography
  Establish scalable operating model for future expansion


• European Commercial Leadership & Vendor Negotiation
  Lead European Vendor negotiations and Joint Business Planning
  Define annual trade terms framework and negotiation playbook
  Drive margin transparency (AVN, chargebacks, trade investments)
  Establish pricing governance principles
  Ensure cross-market alignment and leverage scale in negotiations
  Own consolidated Amazon P&L view and contribution steering


• Functional Leadership of EU Amazon Account Managers
  Provide strategic direction and commercial guardrails
  Align country plans with global growth objectives
  Lead quarterly performance reviews and benchmarking
  Ensure harmonized KPI framework and reporting standards
  Drive best-practice sharing across markets


• Retail Media Investment Steering
  Define global Retail Media principles and measurement framework
  Align media investment with commercial negotiation strategy
  Benchmark efficiency and share-of-search across markets
  Integrate Retail Media into annual commercial planning cycles
  Partner with marketing to ensure incrementality and profitability focus
  (Execution remains local; governance and steering are global)


• Global Agency Governance
  Define and own global Amazon agency ecosystem
  Select and manage agency partners for expansion markets
  Establish performance KPIs and governance cadence
  Ensure scalability, cost-efficiency and capability build-up
  Evaluate build vs. outsource model over time


• Amazon Channel Innovation & Portfolio Steering
  Identify Amazon-specific portfolio opportunities
  Develop business cases for channel-exclusive SKUs or bundles
  Feed platform insights into global innovation pipeline
  Prioritize seed SKUs for new markets
  Define profitability thresholds and scaling criteria
  Lead pilot launches in new geographies


• International Market Expansion (Hands-on where required)
  Define go-to-market model for US, Japan, Canada, Australia
  Full P&L responsibility & operational mandate (for US, JP, AU, CN) with agency support
  Ensure operational setup, compliance and scalability
  Transition to governance model as markets mature

Profile:

• 8–12+ years experience in Amazon commercial management


• Proven Vendor negotiation experience in Europe (mandatory)


• Strong understanding of trade terms, AVN, chargebacks and contribution drivers


• Experience scaling Amazon across multiple markets


• Experience managing agencies and cross-border stakeholders


• Retail Media strategic experience


• Strong financial acumen (P&L steering, profitability modeling)


• International expansion experience preferred (US highly desirable)


• Fluency in English; additional European language a plus

If you are passionate about making a positive impact on both people and the planet, we invite you to apply and help us build a sustainable, inclusive future.