Vice President - Amazon

Foundation RPO; New York (NY); On-site; USD 350,000 - 550,000; Full time

Job summary

Foundation RPO seeks a VP, Amazon to own the global Amazon P&L and operating model across a multi-brand portfolio. Reporting to the CRO and CEO, you will build the team, master Amazon catalog, and deepen relationships with beauty leadership while anticipating policy and fee changes.

This role requires 10+ years in eCommerce with deep Amazon specialization and hands-on AVN/JBP negotiation, plus a track record of leading multi-disciplinary Amazon teams to drive revenue and margins.

Qualifications

• 10+ years in eCommerce with deep Amazon specialization.
• 5+ years leading Amazon P&L for a consumer brand portfolio.
• Proven 1P/3P experience and AVN/JBP negotiation.
• Strong relationships with Amazon's beauty/category leadership.
• Analytical operator with channel P&L, ROAS, and fee economics.

Responsibilities

• Own the global Amazon P&L and operating model across brands.
• Set 1P/3P channel strategy; lead AVN and JBP negotiations.
• Build and institutionalize relationships with Amazon merchants and beauty leadership.
• Oversee Amazon programming, promotions, and brand-store content.
• Coordinate cross-channel efforts with TikTok Shop and DTC teams.
• Direct FBA planning and 3P logistics coordination with operations.
• Stand up channel-level P&L reporting and BI dashboards.
• Own brand protection, reviews strategy, and CX escalation.
• Lead the five-function Amazon organization and nurture launches.

Skills

Amazon P&L

Amazon relationships

AVN/JBP negotiation

Cross-functional leadership

Analytics & BI

Job description

Amazon is our client’s single most important growth engine, representing roughly one-third of U.S. revenue and the primary driver of portfolio growth in Q1 2026, with continued strength across the portfolio. This is a newly created, highly visible role reporting directly to the CRO with dotted line responsibility to CEO, built to bring dedicated, senior leadership to it's most critical sales channel.

The VP, Amazon will build the systems, relationships, and team needed to fully capture the channel's growth potential: mastering Amazon's full program catalog so the client never again leaves value on the table, deepening institutional relationships with Amazon's beauty category leadership, and getting ahead of the policy and fee changes that create margin risk.

Amazon performance is also increasingly connected to it's other digital channels: social content and platforms like TikTok Shop influence Amazon search demand, and DTC content and CRM shape marketplace conversion. While this role owns Amazon exclusively, it requires close, structured coordination with the teams driving those adjacent channels.

Role Summary

The VP, Amazon owns the global Amazon P&L and operating model across all brands, spanning strategy, vendor and seller relations (1P and 3P), advertising and media, catalog and content, supply chain and operations, finance and analytics, and brand protection. Reporting to the CRO & CEO, this person is the single accountable owner for the channel, its economics, and its relationship with Amazon.

Key Responsibilities

• P&L and Strategy: Own Amazon revenue, contribution margin, and forecast accuracy across all brands. Set 1P/3P channel strategy by brand; lead annual vendor negotiations (AVN) and joint business planning (JBP).
• Amazon Relationships: Build and institutionalize relationships with Amazon's lead merchants for skincare and makeup and with beauty category leadership, building on relationships already established. Represent the client in all substantive Amazon interactions.
• Programming and Promotions: Maintain full command of all Amazon programming available, including early-access and trial-sampling programs, bundles, Subscribe & Save, deal events, Premium A+, and Brand Tailored Promotions, and drive systematic adoption so no available program goes unevaluated.
• Rules, Fees, and Risk: Track policy and fee changes (referral/FBA fee structures, placement fees, compliance requirements); quantify exposure and lead mitigation. Own chargeback, deduction, and OTIF performance on 1P.
• Catalog and Content: Oversee listing quality, A+ content, SEO, creative, and brand stores across the portfolio.
• Advertising and Media: Own sponsored ads, DSP/AMC strategy, bid management, and attribution, directly or through the agency partner, with clear ROAS/incrementality accountability. Partner with Business Unit Presidents and advertising teams across paid social, TikTok Shop, and DTC to measure cross-channel impact, ensuring recommendations are data-based and optimized to grow the total pie.
• Cross-Channel Coordination: Partner closely with the TikTok Shop and DTC teams on spend timing, promotional calendars, and launch sequencing, given each channel's influence on Amazon demand (e.g., TikTok virality driving Amazon search volume, DTC content and CRM shaping marketplace conversion). Participate in a recurring digital trading review with the CRMO and channel leads to flag conflicts and opportunities early; this role coordinates on cross-channel timing but does not own TikTok Shop or DTC P&L.
• Supply Chain and Operations: Direct FBA planning, 3P logistics coordination, demand planning, and in-stock rates in partnership with operations.
• Finance and Analytics: Stand up channel-level P&L reporting, FBA fee auditing, deduction recovery, and BI dashboards that give brand and executive teams a single source of truth.
• Brand Protection and CX: Own Brand Registry, counterfeit/IP enforcement, buy-box monitoring, reviews strategy, and returns/CX escalation.
• New Product Launches: Own the Amazon launch playbook for new product development across brands (e.g., Grande Peptide Serum-type launches), coordinating with brand teams on timing, content, and media.
• Team Leadership: Build and lead the Amazon organization across five functional pillars; own the platform tech stack and agency relationships.

Team and Organization

• The VP leads a team organized into five functional pillars, with cross-functional ownership of three additional priority areas:
• Catalog & Content: listing management, A+ content, SEO, creative/photo, brand store.
• Advertising & Media: sponsored ads, DSP/AMC, bid management, attribution, agency management.
• Supply Chain & Ops: 1P operations, OTIF/compliance, FBA planning, chargebacks, 3PL coordination, demand planning.
• Finance & Analytics: channel P&L, deduction analysis, FBA fee audit, BI/dashboards.
• Brand & CX: Brand Registry, IP/counterfeit, reviews, buy-box monitoring, returns/CX, vendor manager relations.

Cross-functional ownership: new product launch playbook; platform tech and tools stack; 1P vendor relations (JBP and AVN negotiation).

In the first 90 days, the VP will assess current staffing against this target design and build a roadmap to close any gaps.

Ideal Candidate Profile

• 10+ years in eCommerce with deep Amazon specialization; 5+ years leading Amazon P&L for a consumer brand portfolio (beauty/personal care strongly preferred) at $75M+ channel scale.
• Demonstrated 1P and 3P fluency, including hybrid channel strategy, AVN/JBP negotiation experience, and hands-on knowledge of Amazon's program catalog.
• Existing relationships within Amazon's beauty/consumables retail and category teams strongly preferred.
• Track record building and running multi-disciplinary Amazon teams (content, media, ops, analytics) and managing agency partners.
• Analytical operator: fluent in channel P&L, fee economics, ROAS/incrementality, and marketplace data tools.
• Comfortable operating in a matrixed environment: able to coordinate effectively with adjacent channel teams (TikTok Shop, DTC) on shared demand and spend decisions without owning their P&L.
• Comfortable in a private-equity-backed, multi-brand environment with board-level visibility.

Success Measures: First 12 Months

• Amazon revenue and contribution margin vs. plan across brands.
• Documented map of all applicable Amazon programs with an adoption plan; zero missed flagship programs.
• Institutionalized merchant/category relationships, with a regular JBP cadence independent of the CEO.
• Measured reduction in fee, chargeback, and deduction leakage; clean OTIF and compliance scores.
• Organization built out against the five-pillar design; launch playbook executed on at least two NPD launches.
• Functioning cross-channel coordination cadence with TikTok Shop and DTC teams, with spend and promotional-calendar conflicts resolved proactively rather than escalated.