Director of Wholesale Growth & Amazon Strategy

SoTalent

Mount Horeb (WI)

Hybrid

USD 140,000 - 190,000

Full time

6 days ago

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Job summary

SoTalent is seeking a Director of Wholesale Strategy & Business Development to lead the optimization and growth of its Amazon 1P business while expanding the broader wholesale channel. The role blends wholesale strategy, vendor negotiations, P&L management, and omnichannel execution, requiring senior leadership, data-driven decision making, and strong retailer relationships.

Hybrid work with in-office and remote options is offered in the United States.

Qualifications

Bachelor’s degree in Business, Marketing, Fashion Merchandising, or related field or equivalent experience.
10+ years of progressive leadership experience in wholesale, retail, e‑commerce, or related commercial functions.
5+ years in senior wholesale strategy or business development, preferably in Outdoor/Workwear/Consumer goods sectors.
Experience building or scaling a wholesale business or division.
5-7+ years of hands‑on experience managing a high‑volume Amazon Vendor Central (1P) business.
3+ years managing multi‑million‑dollar Amazon advertising budgets.
Established relationships with major retail buyers, retail executives, and wholesale partners.
Strong understanding of P&L management, financial forecasting, wholesale margins, cost-to-serve, and commercial modeling.
Strong understanding of Amazon performance metrics (ROAS, TACOS, ACOS, CVR, CPC).
Experience with Amazon Vendor Central, EDI, ASNs, packaging compliance, logistics, and chargeback management.
Ability to work across creative, commercial, marketing, supply chain, and operations.
Authorized to work in the United States without sponsorship.

Responsibilities

Own the P&L for the Amazon 1P / Vendor Central channel.
Lead annual vendor negotiations and manage terms including MDF, damage allowances, freight terms, wholesale margins, and other vendor costs.
Develop and optimize Amazon advertising across Sponsored Products, Sponsored Brands, Display, and Video.
Manage paid acquisition budgets and campaign performance against ROAS, ACOS, TACOS, CVR, CPC.
Align advertising investment with inventory availability, product margins, demand, and Buy Box performance.
Partner with supply chain teams to identify and eliminate Amazon chargebacks and compliance issues.
Oversee Vendor Central processes including EDI, ASNs, packaging compliance, logistics, and chargeback disputes.
Develop the strategic roadmap for entering and scaling the broader wholesale channel.
Assess market opportunities and identify retail partners aligned with brand and long-term strategy.
Build detailed wholesale P&L and financial models covering margins, chargebacks, markdowns, terms, and revenue potential.
Define operational infrastructure for wholesale (EDI, labeling, logistics, inventory, fulfillment).
Develop a Go-To-Market calendar covering product development, commercialization, retail presentations, production, and delivery.
Leverage retailer relationships to gather market intelligence and secure opportunities.
Design and execute wholesale pilot programs before broader market expansion.
Establish multi-year financial projections and business cases for executive leadership.
Cross-functional collaboration to integrate wholesale with DTC/e‑commerce.
Maintain channel integrity and executive communication on strategy and results.