Head of Amazon Vendor (1P) & Marketplaces
Department: Marketplace Team
Location: Hybrid (2–3 days office based)
Reports To: Managing Director
Role Overview
The Head of Amazon Vendor (1P) & Marketplaces is responsible for the commercial performance, operational execution, and long-term strategy of our Amazon business across the UK, USA, and Pan EU regions, while also overseeing selected third-party marketplaces including Walmart and emerging channels.
This role is heavily focused on Amazon Vendor Central (1P), with accountability for revenue, margin, stock flow, profitability, trading performance, and the overall relationship with Amazon across multiple international regions. The role also oversees Amazon Seller Central operations, including both Seller Fulfilled Prime (SFP) and Fulfilled by Amazon (FBA), ensuring the business operates the right fulfilment and marketplace model to maximise growth, profitability, and operational efficiency.
The successful candidate will lead how the business approaches Amazon commercially, ensuring strong forecasting, effective promotional planning, healthy inventory management, and profitable growth across all territories and fulfilment models.
Alongside Amazon ownership, the role will oversee the wider Marketplace Team structure and support the identification and scaling of additional marketplace opportunities where commercially viable.
This is a senior leadership role requiring deep Amazon expertise, strong commercial judgement, and the ability to build scalable processes and clear accountability across a growing international marketplace function.
Key ResponsibilitiesAmazon Vendor (1P) Ownership
- Own the commercial performance of the Amazon Vendor (1P) business across the UK, USA, and Pan EU regions
- Manage revenue, profitability, trading performance, and contribution margin across all Amazon Vendor accounts
- Lead negotiations and strategic discussions with Amazon Vendor Managers where applicable
- Drive forecasting accuracy to support stock availability while minimising operational risk across international markets
- Manage Amazon chargebacks, shortages, shortage claims, and operational compliance
- Oversee Amazon terms, co-op agreements, promotional participation, and funding efficiency
- Make commercial decisions on pricing, stock allocation, promotional investment, and aged inventory
- Ensure catalogue performance, availability, and operational execution remain at a high standard across all territories
- Monitor Amazon performance metrics closely and take rapid action on risks and opportunities
Amazon Seller Central, FBA & Seller Fulfilled Prime
- Oversee Amazon Seller Central operations across both FBA and Seller Fulfilled Prime (SFP)
- Define the commercial approach between Vendor, FBA, and SFP models based on profitability, stock position, operational efficiency, and customer experience
- Monitor fulfilment performance metrics to ensure compliance with Amazon standards
- Manage inventory flow and stock health across FBA networks and Seller Fulfilled Prime operations
- Ensure operational alignment between Amazon strategy, warehouse capability, and customer delivery expectations
- Identify opportunities to improve profitability and operational efficiency across fulfilment models
Amazon Advertising & Trading
- Oversee Amazon advertising strategy across Vendor and Seller channels
- Ensure advertising spend is commercially effective and aligned with profitability targets
- Manage participation in key Amazon events including Prime Day, Black Friday, and seasonal campaigns across multiple regions
- Drive improvements in conversion, traffic, content quality, and organic visibility
- Work closely with internal or external advertising teams to improve ROAS and sales contribution
Marketplace Leadership
- Oversee additional marketplace channels including Walmart and emerging platforms
- Evaluate and launch new marketplace opportunities where commercially beneficial
- Define marketplace strategies based on profitability, operational complexity, and growth potential
- Ensure consistency of execution across all marketplace channels and regions
Marketplace Operations & Structure
- Define clear ownership across trading, content, advertising, forecasting, and operations
- Build scalable processes and reporting structures to support continued international growth
- Improve operational efficiency and reduce executional issues across marketplace activity
- Ensure marketplace activity aligns with stock position, commercial priorities, and wider business goals
Team Leadership
- Lead and develop the Marketplace Team with clear expectations and accountability
- Raise execution standards across trading, operations, and advertising functions
- Identify capability gaps and strengthen the team where needed
- Create a culture of ownership, accountability, and commercial thinking
Cross-Functional Collaboration
- Work closely with Finance, Supply Chain, Product, Marketing, and Operations teams
- Ensure Amazon and marketplace plans align with wider business objectives
- Provide clear, data-led reporting and recommendations to senior stakeholders
- Support wider business planning through forecasting and performance analysis
Skills & ExperienceEssential
- Strong senior-level experience managing Amazon Vendor Central (1P) across UK, USA, and/or Pan EU accounts
- Strong understanding of Amazon Seller Central, including FBA and Seller Fulfilled Prime (SFP)
- Deep understanding of Amazon trading mechanics, forecasting, chargebacks, shortage claims, and operational compliance
- Proven ownership of revenue, margin, and profitability within an Amazon environment
- Experience managing Amazon promotional calendars and trading events across international regions
- Strong commercial judgement across pricing, promotions, stock management, fulfilment strategy, and forecasting
- Ability to operate strategically while remaining hands-on where needed
- Strong analytical and stakeholder management skills
- Experience leading teams within an eCommerce or marketplace environment
Desirable
- Experience launching or scaling additional marketplaces such as Walmart, eBay, or TikTok Shop
- Experience managing external Amazon agencies or partners
- International marketplace experience beyond Amazon
- Experience within consumer products, toys, collectibles, or licensed brands
Key Metrics for Success
- Amazon revenue growth and profitability across Vendor, FBA, and Seller Fulfilled Prime
- Forecast accuracy and stock availability
- Reduction in chargebacks and operational deductions
- Advertising efficiency and contribution to revenue
- Margin performance across marketplaces
- Sell-through of aged and excess inventory
- Fulfilment performance and operational compliance
- Execution quality across listings, promotions, and campaigns
- Team performance and accountability
Cultural Fit
We are looking for someone who:
- Takes ownership and makes decisions proactively
- Focuses on commercial outcomes over activity
- Is comfortable operating in ambiguity and building structure
- Communicates directly and constructively
- Challenges existing processes and drives improvement
- Maintains high standards and holds others accountable
- Balances strategic thinking with strong executional detail
Pay: £50,000.00-£70,000.00 per year
Work Location: Hybrid remote in Welwyn Garden City
