Director, Amazon

Job Description

The Director, Amazon serves as the General Manager of the Amazon business and is accountable for delivering sustainable, profitable growth across all Amazon channels and business models. This role leads the development and execution of the long-term Amazon growth strategy while overseeing cross-functional integration across Sales, Supply Chain, Finance, Media, Digital Shelf, Category Leadership, and Operations.

The Director owns the holistic P&L and customer relationship strategy, balancing topline growth, profitability, operational excellence, and future-focused innovation to position the business for long-term success within Amazon’s evolving ecosystem. This leader must operate with strong strategic agility, financial acumen, operational rigor, and deep understanding of Amazon’s commercial levers including retail, Fresh, Subscribe & Save, retail media, supply chain, and emerging fulfillment models.

Essential Functions & Responsibilities:

• Business Ownership & Strategy
• Own the Amazon business as a GM with accountability for net sales, share growth, profitability, and long-term strategic direction.
• Develop and execute 1–3 year strategic plans and annual operating plans aligned to company and customer priorities.
• Lead annual vendor negotiations (AVN) and customer planning processes to secure strategic growth opportunities and favorable economics.
• Define portfolio and assortment strategies, including innovation launches, SKU prioritization, rationalization, and channel-specific optimization.
• Identify whitespace opportunities and emerging trends across Amazon retail, Fresh, Subscribe & Save, Amazon Business, and emerging fulfillment models.

Financial & P&L Leadership:

• Own delivery of key financial metrics including GSV, NSV, trade spend efficiency, contribution margin, and market share.
• Lead forecasting, pacing, and risk/opportunity management processes with high analytical rigor.
• Drive pricing strategy, promo optimization, trade investment governance, and operational fee management (e.g., shortages, chargebacks, deductions).
• Partner closely with Finance to improve visibility to profitability drivers and optimize investment allocation across media, trade, and assortment.

Cross-Functional Leadership:

• Serve as the primary cross-functional leader connecting Sales, Supply Chain, Finance, Media, eCommerce Content, Category Management, and Operations.
• Ensure Amazon priorities are integrated into enterprise planning processes and routines.
• Lead governance routines including business reviews, planning sessions, risk mitigation forums, and strategic roadmap discussions.
• Align teams around shared priorities and establish clear accountability across functions.

Digital Shelf & Retail Media Excellence:

• Champion best-in-class digital shelf execution, establishing standards for PDP content, search optimization, ratings & reviews, and “Perfect Screen” metrics.
• Partner with retail media and brand teams to ensure integrated full-funnel activation strategies aligned to Amazon growth priorities.
• Drive media effectiveness and investment optimization with ownership of KPIs such as iROAS, incrementality, conversion, and share efficiency.
• Ensure Amazon activation strategies support broader omnichannel and enterprise objectives.

Operational Excellence:

• Drive operational precision across forecasting, inventory management, supply planning, and execution.
• Proactively identify risks related to supply chain, operational fees, customer service levels, and inventory health.
• Lead mitigation strategies to protect customer experience and financial performance.
• Champion data-driven decision making through dashboards, reporting tools, and analytics platforms.

External Partnership Management:

• Own senior-level relationships with Amazon Vendor Managers, Ads teams, Strategic Customer Success Managers, and cross-functional Amazon stakeholders.
• Represent the organization with professionalism, strategic influence, and strong negotiation capability.
• Influence Amazon priorities and unlock opportunities through collaborative partnership development.

Team Leadership & Capability Building:

• Lead, coach, and develop a high-performing Amazon team across strategy, planning, media, operations, and analytics.
• Build organizational capability in eCommerce strategy, retail media, digital shelf, and Amazon-specific commercial expertise.
• Foster a culture of accountability, collaboration, agility, and continuous improvement.

Expected Experience & Required Skills:

• Bachelor’s degree required; MBA preferred.
• 8–12+ years of experience in Sales, eCommerce, Customer Development, or General Management within CPG or related industries.
• Significant experience leading Amazon or large omnichannel eCommerce businesses.
• Proven track record managing complex P&Ls and delivering profitable growth.
• Strong understanding of Amazon retail ecosystem, retail media, supply chain, and digital commerce capabilities.
• Exceptional leadership, negotiation, analytical, and communication skills.
• Ability to influence cross-functional teams and senior stakeholders in a matrixed environment.

Work Environment & Schedule:

• This position is considered a Remote based role that can be performed from a home office Additionally, this role requires work a salaried, exempt schedule to best execute against customer and internal expectations.

Location:

• REMOTE

Our Total Rewards philosophy is to provide a meaningful and flexible spectrum of programs that equitably support our diverse workforce and their families and complement Kraft Heinz’ strategy and values.

New Hire Base Salary Range:

Bonus: This position is eligible for a performance-based bonus as provided by the plan terms and governing documents.

The compensation offered will take into account internal equity and may vary depending on the candidate's geographic region, job-related knowledge, skills, and experience among other factors

Long-Term Incentive (LTI): In addition to base salary and bonus, this role is eligible for additional compensation in the form of equity.

Benefits: Coverage for employees (and their eligible dependents) through affordable access to healthcare, protection, and saving for the future, we offer plans tailored to meet you and your family’s needs. Coverage for benefits will be in accordance with the terms and conditions of the applicable plans and associated governing plan documents.

Wellbeing: We offer events, resources, and learning opportunities that inspire a physical, social, emotional, and financial well-being lifestyle for our employees and their families.

You’ll be able to participate in a variety of benefits and wellbeing programs that may vary by role, country, region, union status, and other employment status factors, for example:

• Physical - Medical, Prescription Drug, Dental, Vision, Screenings/Assessments

• Social - Paid Time Off, Company Holidays, Leave of Absence, Flexible Work Arrangements, Recognition, Training

• Emotional – Employee Assistance Program , Wellbeing Programs, Family Support Programs

• Financial – 401k, Life, Accidental Death & Dismemberment, Disability

Location(s)

Kraft Heinz is an Equal Opportunity Employer that prohibits discrimination or harassment of any type. All qualified applicants are considered for employment without regard to race, color, national origin, age, sex, sexual orientation, gender, gender identity or expression, disability status, protected veteran status, or any other characteristic protected by law. Applicants who require an accommodation to participate in the job application or hiring process should contact [email protected].