Director Of Sales - Amazon (3P)

RealTruck; Ann Arbor (MI); On-site; USD 140,000 - 190,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Coverage

Life Insurance

Disability Insurance

401(k) with company match

Wellbeing days

Parental leave

Educational reimbursement

Referral bonuses

Employee discounts

Job summary

RealTruck, headquartered in Ann Arbor, Michigan, seeks a Director of Sales to lead our 3P Amazon marketplace business. You will own Seller Central strategy and performance, drive pricing, Buy Box, advertising, and new product introductions while leading a team and coordinating with product, marketing, and supply chain.

The role requires 10+ years of sales leadership, Amazon Seller Central expertise, and a track record of growing market share.

Qualifications

• Ten+ years of sales experience, preferably in automotive segment.
• Amazon Seller Central / 3P marketplace leadership required; 1P vendor experience a plus.
• Experience leading teams and driving marketplace performance.

Responsibilities

• Develop and execute business plan and sales strategy to attain corporate goals and profitability.
• Own pricing, Buy Box, and promotional strategy across the 3P catalog.
• Lead weekly team meetings to communicate priorities and goals.
• Provide Monthly Executive Summary Report with KPI monitoring and ad hoc reports.
• Achieve targeted sales/Direct Contribution Margin goals for the Amazon 3P channel.
• Own Amazon Advertising strategy and budget; collaborate with digital marketing to grow campaigns.
• Integrate established brands to RealTruck and Husky umbrella brands; maintain Brand Registry and reviews.
• Manage product catalog and listing health in Seller Central; work with product team on new products.
• Provide demand forecasts to supply chain and fulfillment to maintain stock and minimize storage costs.
• Maintain marketplace programs, deals, promotions, and events across the 3P channel.
• Forecast annual revenue with VP of Sales; participate in budgeting process.
• Complete expense reports monthly by the 5th day.
• Coordinate with customer service and operations to maintain seller health and resolve issues.

Skills

Strategic sales leadership

Cross-functional collaboration

Communication skills

Budget management

Forecasting

Team management

Data-driven decisions

Education

Bachelor’s degree in business

MBA preferred

Tools

Amazon Seller Central

Helium 10

Jungle Scout

CRM Software (Salesforce)

ERP Software

PowerPoint

Job description

The Director of Sales will lead RealTruck’s third-party (3P) Amazon marketplace business, owning the Seller Central strategy and performance of the account. This includes managing a team to maintain all product listings and content, driving new product introductions, owning marketplace pricing and advertising, improving operational efficiencies and account health, and maintaining/growing market share while improving DCM.

CORE FUNCTIONS

• Develop and execute business plan and sales strategy that will ensure the attainment of corporate sales goals and profitability.
• Own pricing, Buy Box, and promotional strategy across the 3P catalog in a manner which balances marketplace competitiveness, channel pricing integrity, and RealTruck profitability.
• Lead weekly meetings with team to communicate priorities and goals.
• Provide Monthly Executive Summary Report with KPI monitoring, as well as ad hoc reports to category leaders.
• Achieve targeted sales/ Direct Contribution Margin goals for the Amazon 3P sales channel, inclusive of referral, fulfillment, and advertising costs.
• Own Amazon Advertising strategy and budget (Sponsored Products, Sponsored Brands, Sponsored Display) and work closely with the digital marketing team to increase sales via campaigns.
• Integrate established brands to unify RealTruck and Husky umbrella brands, while maintaining Brand Registry, organic search position, and reviews.
• Manage product catalog and listing health in Seller Central; work with product team to replace bleeders and with the Amazon advertising team to grow new products.
• Provide demand forecast to supply chain and fulfillment leads to maintain in-stock rates and inventory performance while minimizing storage and long-term storage fees.
• Maintain all marketplace programs, policies, pricing, and promotional activities (Deals, Coupons, Prime Day, and similar events) throughout the 3P channel.
• Forecast, in collaboration with VP of Sales, in the annual budgeting process including projected monthly sales.
• Complete all expense reports each month on or before the 5th day of the following month.
• Coordinate with customer service and operations teams to maintain seller account health metrics, manage returns and reimbursement claims, and resolve listing suppressions and policy issues.

QUALIFICATIONS & REQUIREMENTS

Education and Experience

• Bachelor’s degree in a business-related field required, MBA preferred.
• 10+ years of sales experience preferred in automotive segment, customer, or client relationship management.
• Amazon Seller Central / 3P marketplace leadership experience required; 1P vendor experience a plus.

Skills, Abilities, and Knowledge

• Proficient in Microsoft Office Suite, Amazon Seller Central, Amazon Ads console, marketplace analytics tools (e.g., Helium 10, Jungle Scout), CRM Software, ERP Software, Sales Force, Concur or other expense systems. Development of PowerPoint presentations.
• Excellent verbal and written communication skills.
• Ability to respond to complaints.
• Ability to effectively present information and presentations to customers and top management.
• Ability to write, speak and comprehend English.
• Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, fractions, and decimals.
• Ability to compute rate, ratio, and percent and to draw and interpret graphs.
• Ability to read and understand business financial documents.
• Ability to solve practical problems.
• Ability to interpret a variety of instructions.
• Ability to overcome customer objections and concerns.

Travel

• Occasional travel may be required.

COMPETENCIES

• Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
• Customer Service - Responds promptly to customer needs; Responds to requests for service and assistance; Meets commitments.
• Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; commits to long hours of work when necessary to reach goals. Completes tasks on time or notifies appropriate person with an alternate plan.
• Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
• Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
• Organizational Support - Follows policies and procedures; Completes tasks correctly and on time; Supports organization’s goals and values; Supports affirmative actions and respects diversity.
• Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
• Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
• Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to other views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Supports everyone’s efforts to succeed.
• Verbal Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.

SUPERVISOR RESPONSIBILITIES

• Does not currently have direct reports.

PHYSICAL REQUIREMENTS

This position is subject to Sedentary Work: Exerting up to 10 pounds of force occasionally and/or a negligible amount of force frequently or constantly lifting, carrying, pushing, pulling or otherwise moving objects. Sedentary work involves sitting most of the time. Walking and standing are required only occasionally.

Physical Activities

• This position is subject to the following physical activities: standing, grasping, balancing, walking, feeling, kneeling, pushing, crawling, crouching, pulling, talking, reaching, lifting, hearing.
• The worker is required to have close visual acuity to perform an activity such as preparing and analyzing data and figures; transcribing; viewing a computer terminal; expansive reading; visual inspection involving small defects, small parts and/or operation of machines (including inspection); using measurement devices; and/or assembly of fabrication of parts at distances close to the eyes.

Working Conditions

• The worker is subject to inside and outside environmental conditions, including heat, noise, vibration, and hazards related to the sales environment and customers businesses.

Perks That Go the Extra Mile :

At RealTruck, we take care of our people—because they drive our success. Enjoy great benefits like medical, dental, and vision coverage, company-paid life insurance and disability, and a 401(k) with company match (eligible the first of the month after you start). Need balance? We’ve got wellbeing days and parental leave. Want to grow? Take advantage of educational reimbursement. Plus, earn referral bonuses and score exclusive employee discounts on RealTruck products. Great benefits. Great people. Even better careers.

ABOUT REALTRUCK

RealTruck is America’s leading truck accessory brand, built on a foundation of American Innovation. We design, build, and deliver products for the builders, makers, and drivers who rely on their trucks every day—combining real-world functionality with thoughtful engineering.

Headquartered in Ann Arbor, Michigan, RealTruck’s 6,000+ associates operate across 80+ facilities on four continents, supporting a portfolio of trusted brands including Husky Liners® and LEER. With more than 1,100+ patents and pending applications, our products are developed with a focus on durability, performance, and ease of use.

Through an omnichannel approach, RealTruck delivers a seamless consumer experience online at RealTruck.com , through a network of more than 13,000+ dealers, and in partnership with leading OEMs.

We Are American Innovation. For more information, visit www.realtruck.com

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.