eCommerce Marketplace Director

One Tree Brands; United States; On-site; USD 140,000 - 180,000; Full time

Job summary

One Tree Brands is seeking a Marketplace Director to own the marketplace business across Amazon and Walmart, from client partnerships and joint business planning to P&L, forecasting, inventory, and performance marketing. You will lead a cross-functional team, build scalable playbooks, and drive profitable growth while expanding our client portfolio.

Reporting to the Chief Growth Officer, you will own the senior-level relationships, set strategic direction, and ensure execution lands with

Qualifications

• 8+ years of marketplace experience at a CPG brand, agency, or ecommerce accelerator.
• 3+ years managing a cross-functional team across account management, advertising, and operations.
• Proven track record owning a marketplace P&L and delivering growth while protecting margin.
• Hands-on experience building and negotiating JBPs with brand partners or retailers.
• Strong forecasting and inventory planning experience.
• Deep understanding of retail media (Amazon Ads, DSP, Walmart Connect) and key KPIs (ROAS, ACoS, TACoS, CVR, Buy Box%).
• Executive presence capable of leading QBRs with VP/C-level stakeholders.

Responsibilities

• Own marketplace strategy for Amazon and Walmart and cross-functional leadership of the team.
• Lead JBPs, forecasting, and P&L management with monthly results and corrective actions.
• Drive revenue growth, margin, and client retention across the brand portfolio.
• Build and implement repeatable playbooks, SOPs, and workflows.
• Present performance to the Chief Growth Officer, C-Suite, and client leadership.

Skills

Marketplace strategy

P&L ownership

Team leadership

Forecasting

Client management

Excel/Sheets

Tools

Helium 10

Jungle Scout

Pacvue

Walmart Connect

Job description

Compensation: $140,000 to $180,000 base (depending on experience) + performance bonus eligible

One Tree Brands is an end to end eCommerce partner, offering 3PL warehousing, buy/sell distribution, marketplace management, and performance media services. Our team is expanding, and we are looking for a Marketplace Director who can own our marketplace business across Amazon and Walmart, from client partnerships and joint business planning to P&L, forecasting, inventory, and performance marketing, while leading business development for everything marketplace related and building out a high-performing marketplace team. This role reports directly to the Chief Growth Officer.

We work with growing consumer brands and deliver measurable results, not just reports. As we scale, we need a senior marketplace leader who can sit across the table from a brand's sales and marketing leadership, build the plan, own the numbers, and make sure execution actually lands. This role is the senior owner of marketplace strategy, commercial performance, and growth across our client portfolio, with a heavy focus on Amazon and Walmart. You'll combine sales, marketing, and operational leadership, owning client relationships, leading a cross-functional team, driving profitable growth, and bringing in new business.

KEY RESPONSIBILITIES

• Serve as the senior strategic partner for a portfolio of brand clients and agency partners, building trusted relationships with Director, VP, and C-level stakeholders.
• Lead QBRs and business reviews, communicate performance clearly, flag risks early, and drive key business decisions.
• Build relationships that generate retention and expansion, clients should see you as a long-term growth partner, not a vendor.
• Lead, manage, and develop a cross-functional marketplace team, including Sales Account Managers, Advertising Managers, and Operations Managers.
• Set clear goals, KPIs, and account ownership for each team member, and hold the team accountable to client results, quality, and deadlines.
• Run regular 1:1s, team meetings, and performance reviews; coach team members on client management, strategy, and execution.
• Build repeatable playbooks, SOPs, and workflows across sales, advertising, and operations so execution is consistent across every account.
• Serve as the senior standard-bearer for quality before anything goes to a client.

Joint Business Planning (JBP) & Growth Strategy

• Develop and own annual and quarterly plans with each brand covering revenue targets, assortment, pricing and promo strategy, marketing investment, inventory commitments, and trade spend.
• Build brand-level growth plans: hero SKUs vs. long tail, pack and size architecture, new item launches, and channel expansion.
• Hold both OTB and client teams accountable to the plan and adjust quickly when the business shifts.
• Build and maintain account and SKU-level P&Ls covering net sales, COGS, referral and fulfillment fees, storage and inbound fees, advertising spend, promotions and coupons, trade spend, chargebacks and deductions, and contribution margin.
• For buy/sell accounts, own buy-cost negotiations with brands, set pricing floors and margin guardrails, and manage landed cost, sell-through, and inventory turns to protect working capital.
• Model pricing, promo, fee change, and ad investment scenarios before decisions are made, and recommend the path that delivers the best margin outcome.
• Deliver monthly P&L reporting for each account showing actuals vs. forecast vs. JBP targets, with margin bridges explaining what moved and why.
• Present P&L results and corrective action plans to the Chief Growth Officer and One Tree Brands C-Suite, and to client leadership during QBRs.
• Partner with Finance on monthly close, reconciliations, invoicing, and annual budgeting.
• Lead demand forecasting and purchase planning across Vendor Central, FBA, and WFS.
• Drive in-stock rates on top SKUs, minimize overstock and aged inventory, and coordinate closely with our 3PL and operations teams.
• Oversee chargeback, shortage, and deduction reconciliation to protect the bottom line.

Performance Marketing

• Own media strategy and budgets across Amazon Ads (Sponsored Products, Sponsored Brands, Sponsored Display, DSP) and Walmart Connect, with oversight of off platform media where relevant.
• Set ROAS, ACoS, and TACoS targets and tie ad spend directly to P&L outcomes.
• Direct the advertising team on campaign structure, budget pacing, and optimization by creative, audience, and touchpoint.

Business Development

• Own new business for everything marketplace related, with a focus on Amazon and Walmart.
• Source and qualify prospective brands, lead pitches and discovery calls, build proposals and pricing, and close deals.
• Identify upsell and cross-sell opportunities within existing accounts (new channels, 3PL, distribution, media).

Measurement & Reporting

• Own executive-level reporting across your portfolio: weekly scorecards, monthly performance reviews, and QBR decks.
• Track and report on core KPIs including sales, units, in-stock rate, Buy Box %, conversion rate, ROAS, TACoS, and forecast accuracy.
• Translate data into clear recommendations with explicit asks (actions, owners, timelines), not just observations
• Identify new growth opportunities across platforms and programs, and build test-and-learn frameworks that drive scalable results and keep our clients ahead of the curve.

WHO WE ARE LOOKING FOR

• 8+ years of marketplace experience at a CPG brand, agency, or eCommerce Accelerator, with deep expertise in Amazon (Vendor Central and Seller Central) and Walmart (Seller Center, Walmart Connect)
• 3+ years managing a team, ideally across account management, advertising, and operations functions
• Proven track record owning a marketplace P&L, building P&L reporting, and growing revenue while protecting margin
• Hands-on experience building and negotiating JBPs with brand partners or retailers
• Demonstrated business development success, sourcing, pitching, and closing new accounts
• Strong forecasting and inventory planning experience
• Deep understanding of retail media (Amazon Ads, DSP, Walmart Connect) and KPIs including ROAS, ACoS, TACoS, CVR, Buy Box %, and OOS rate
• Executive presence, you can run a QBR with a VP of Sales, present a strategy, and build trust without over-engineering it
• Advanced Excel/Sheets skills (pivots, lookups, scenario modeling) and familiarity with tools like Helium 10, Jungle Scout, Pacvue, or similar
• TikTok Shop, buy/sell distribution, or EDI/3PL experience is a plus
• An existing network of CPG brand relationships is a plus
• Comfort operating in a fast-moving, lean team environment where you'll wear multiple hats

WHAT WE OFFER

• The salaried compensation for this role is $140,000 to $180,000 base, commensurate with experience