Director of Marketplace

**COMPANY** =========== We are looking for a Director of Marketplaces to serve as the senior leader and primary owner of our third-party commerce business across Amazon (US, CA, and UK), TikTok Shop, Target, Walmart and emerging platforms. This is an IC-heavy leadership role — you will own strategy and execution across the full marketplace P&L while building through a lean team, agency partners, and offshore support. You will drive revenue growth, profitability, and brand presence across the entire marketplace ecosystem: advertising, social commerce, product launches, Subscribe & Save, brand partnerships, inventory planning, 3PL optimization, and operational excellence. **ROLE & RESPONSIBILITIES** =========================== ### ****What You’ll Do**** ****Amazon & Marketplace Revenue Growth**** ------------------------------------------- * Own the global marketplace P&L - majority Amazon, across US Seller Central marketplaces, with full accountability for revenue, contribution margin, and growth targets * Own revenue and profitability across TikTok Shop and other third-party commerce platforms * Set and deliver the annual and quarterly revenue plan, including category-level and country-level targets * In partnership with the Merchandising team, build and execute the merchandising and assortment strategy — what we list, where we list it, and how we sequence launches across regions * In partnership with the Merchandising team, lead pricing, promotion, and Deals strategy (Lightning Deals, Best Deals, Prime Day, Big Deal Days, Black Friday/Cyber Monday) to maximize profitable growth * Identify and prioritize new growth levers within Amazon — new categories, new ASINs, new international marketplaces — and own the business case and execution end-to-end * Drive profitable growth through optimized merchandising, pricing, and marketing investment across all marketplace channels ****Marketplace Profitability Management**** -------------------------------------------- * Own contribution margin on Amazon. Manage the levers — product mix, pricing, promo depth, ad efficiency, FBA fees, returns, and chargebacks — to hit profitability targets * Partner with Finance on forecasting, budgeting, and monthly P&L reviews. Bring a clear point of view on where the business is over- or under-indexing * Manage FBA inventory health, storage costs, long-term storage fees, and aged inventory exposure in close partnership with Operations and Supply Chain * Make disciplined investment trade-offs between growth (ad spend, promo, new launches) and profitability (margin, efficiency, contribution) * Build the reporting cadence and KPI framework that lets the rest of the company see how Amazon is performing in real time ****Advertising & Listing Optimization**** ------------------------------------------ * Own Amazon Ads strategy and performance — Sponsored Products, Sponsored Brands, Sponsored Display, and DSP — with clear targets for ACoS, TACoS, ROAS, and incrementality * Manage agency and/or in-house ad operations to ensure spend is allocated efficiently across keywords, ASINs, audiences, and dayparts * Drive the listing optimization roadmap: titles, bullets, A+ Content, Brand Story, Storefronts, images, video, and Premium A+ — built for both conversion and discoverability * Own SEO and organic rank strategy across the catalog. Use search term reports, Brand Analytics, and competitive data to compound organic share over time * Run a continuous testing program — creative, copy, price points, badging — and turn wins into standard practice across the catalog and across regions * Manage and optimize paid marketing investments across TikTok Shop and emerging platforms * Monitor Share of Voice (SOV) metrics to ensure brands maintain a competitive edge in key categories ****Social Commerce & Creator Architecture**** ---------------------------------------------- * Architect the TikTok Shop Affiliate strategy, managing the Affiliate Center and creator-led Live Shopping funnels to turn social momentum into measurable business impact * Partner with creative teams to produce algorithm-first content that reduces purchase friction * Stay ahead of emerging social commerce platforms and beta programs to maintain first-mover advantage ****Amazon-Exclusive SKUs & Subscribe & Save**** ------------------------------------------------ * Lead the strategy and launch of Amazon-exclusive products designed to capture incremental demand and reduce channel conflict * Partner with product development and supply chain to bring exclusive SKUs to market on timeline and at target margins * Manage exclusive product lifecycle from ideation through launch, scaling, and sunset decisions * Launch, manage, and optimize RYZE's presence in Amazon's Subscribe & Save program to drive recurring revenue and improve customer LTV * Define coupon and discount strategies that balance subscriber acquisition with margin targets * Monitor and improve Subscribe & Save enrollment rates, retention, and reorder frequency ****Marketplace Operations & Compliance**** ------------------------------------------- * Own the operational health of Seller Central: account health metrics, IPI score, suppressed listings, ASIN-level issues, and case management * Maintain Brand Registry, manage Transparency / Project Zero where applicable, and lead the response to unauthorized sellers, counterfeits, and listing hijackings * Own catalog hygiene end-to-end — variation families, parent/child relationships, attribute accuracy, and image compliance — across all marketplaces ****Inventory Planning, Forecasting & 3PL Optimization**** ---------------------------------------------------------- * Lead demand forecasting and inventory planning to support growth while minimizing stockouts and excess inventory * Partner with Supply Chain on FBA inbound planning, shipment routing, replenishment cadence, and inventory positioning across FCs and regions * Manage product lifecycle planning including launches, restocks, and sunset decisions * Oversee 3PL relationships supporting partner brands * Identify opportunities to improve logistics efficiency, reduce costs, and eliminate operational friction * Ensure seamless coordination between brands, warehouse partners, and marketplaces ****Cross-Functional Collaboration**** -------------------------------------- * Partner with Commercial Leadership to align Amazon strategy with the broader omni-channel plan * Work with Brand and Creative to ensure on-Amazon storytelling reflects RYZE's voice, quality, and brand identity * Collaborate with Performance Marketing to coordinate cross-channel demand generation and avoid cannibalization between DTC and Amazon * Partner with Operations and Supply Chain on inventory readiness, FBA planning, and fulfillment execution * Work with Finance on forecasting, budgeting, and P&L management * Coordinate with Legal and Compliance on Brand Registry, IP enforcement, and international marketplace requirements ****Team Leadership**** ----------------------- * Build, lead, and mentor a team of marketplace specialists across advertising, operations, social commerce, content, and analytics * Establish team structure, processes, and KPIs to support scale * Manage relationships with external agencies, creators, and technology partners * Build scalable processes and operating frameworks to support marketplace growth **WHAT WE OFFER** ================= ### ****What We’re Looking For**** * 7–10+ years in eCommerce, marketplace management, or digital commerce * 4+ years hands-on Amazon Seller Central (3P) experience * Proven P&L ownership, ideally $50M+ GMV * Experience scaling brands on Amazon and social commerce (e.g., TikTok Shop) * Strong background in CPG, health & wellness, or high-velocity SKU businesses preferred * Experience expanding Amazon businesses internationally (Canada/UK preferred) * Deep experience with Amazon Ads (Sponsored Products, Sponsored Brands, Sponsored Display, DSP) * Strong Seller Central operations: FBA, IPI, account health, Brand Registry, A+ Content, variations, case management * Experience with Amazon 1P and 3P models (hybrid experience a plus) * Strong ability to analyze Search Term Reports and optimize performance * Experience with DSP, attribution, and Subscribe & Save * Strong financial skills: ROAS, ACoS, TACoS, LTV, contribution margin * Experience managing $5M+ ad budgets * Inventory planning, forecasting, and supply chain coordination * 3PL and logistics optimization experience * Familiarity with tools like Helium 10, Jungle Scout, Pacvue, Skai, or similar * Hands-on operator (IC-heavy role with 1–2 direct reports) * Experience managing agencies, offshore partners, and cross-functional teams * Strong communication and execution in fast-paced environments * Proven ability to scale and optimize marketplace businesses