Amazon & Marketplaces Account Manager

At Russell Stover, not only do we love chocolate, but we love our jobs! Every day we go to work exhibiting our values of excellence, innovation, entrepreneurship, responsibility, and collaboration. Working at Russell Stover you'll be part of the leading manufacturer of boxed, seasonal, and sugar-free chocolates. For over 100 years, Russell Stover Chocolates, Whitman's, and Pangburn's have been crafted with the finest ingredients to bring happiness to generations. Today, we produce over 55 million pounds of chocolate annually, and our legacy brands can be found in 13 company-owned stores and over 9,000 wholesale accounts. Join our team and let's continue making chocolate lovers happy!

A day in the life...

As the Amazon & Marketplaces Account Manager, you will own the P&L for Russell Stover's Amazon Vendor (1P) and Seller (3P) accounts, as well as other marketplaces like Walmart Marketplace and TikTok Shop. You will be reporting into the Digital Commerce team with a dotted line to the Wholesale organization. You will focus on driving net sales and profit growth through strategic planning, product listing optimization, inventory management, and cross-functional coordination. Some of your responsibilities will include developing annual growth plans, managing Amazon Vendor Negotiations (AVN) and price negotiations, tracking KPIs, search and ad management, and staying current with marketplace trends. Success requires you to navigate complex, evolving channels and build long-term account plans aligned with aggressive growth goals over a 3-5-year horizon.

This a hybrid role, onsite 3 days a week in Kansas City, MO. Relocation support to Kansas City, MO may be provided.

What you will be doing...

• Develop Amazon-specific 1P and 3P category strategies, business plans, and goals; identify growth opportunities through a deep understanding of the Amazon platform
• Manage Amazon 1P assortment, price increases, and AVNs, leveraging negotiation skills for effective outcomes
• Build strong partnerships with Category Vendor Managers and Amazon Vendor Services
• Collaborate with Finance and Revenue Management teams to deliver a balanced customer P&L, managing trade funds to grow the Amazon business
• Guide and advise on search and DSP strategy with the agency to drive effective conversion campaigns - AMC experience is a plus
• Plan and submit deals, coupons, and other promotions to increase revenue within trade guidelines
• Manage and onboard new marketplaces such as Walmart Marketplace and TikTok Shop
• Partner with Supply Chain and Finance teams to enhance marketplace fulfillment capabilities through the owned D2C fulfillment center
• Strive for forecast accuracy within a 10% variance across respective businesses
• Identify, align cross-functionally, and manage Amazon-exclusive product opportunities
• Consult with the Digital Content Team on Salsify integration and marketplace content needs to maximize conversion through digital shelf optimization
• Manage and analyze KPIs and available data for monthly insights into sales and share, net revenue reporting, Amazon chargebacks, and category/item-level opportunities

Do you have what it takes?

(Required Qualifications)

• Bachelor's degree in Business, Marketing, or a related field
• 2 years of successful account management experience with Amazon Vendor (1P) and Amazon Seller (3P) accounts - Amazon Vendor (1P) experience required
• At least 6 years of related industry experience in sales account management or Amazon agencies - CPG industry experience preferred
• Proven P&L management skills, with a track record of strategizing to optimize sales and performance
• Strong organizational skills and ability to maintain accurate inventory levels and forecasting
• High proficiency in numeracy and analytical skills, especially with Excel
• Excellent communication and collaboration skills; ability to work across various levels of the organization
• Ability to coordinate effectively with marketing, sales, and other cross-functional teams
• Knowledge of Amazon marketplace policies and trends - experience with other marketplaces is a plus
• Experience managing Amazon sponsored search and DSP campaigns
• Excellent communication skills and the ability to speak, read, and write English fluently, with or without an accommodation

This job posting is not all inclusive and other duties may be assigned.

Do you stand above the rest?

(Preferred Qualifications)

• Experience working with other marketplaces such as Walmart Marketplace and TikTok Shop
• Experience negotiating price increases and AVNs with Amazon
• Experience with seasonal businesses requiring cold chain Summer Ship for Amazon
• Familiarity with Salsify, Amazon Vendor Central reporting, digital shelf, and market share platforms such as Profitero or Stackline
• Experience using Amazon AMC for ad optimization

If visiting our manufacturing plants, you will be expected to:

• Ensure adherence to Good Manufacturing Practices (GMP) guidelines during plant visits to support product quality and uphold food safety standards.
• Complete and follow FSQA training and programs to comply with regulatory requirements, ensure consumer safety, and support the company's food safety and quality objectives.
• Promptly report any observed or suspected issues that may impact food safety, quality, or compliance to the designated plant personnel, to support timely corrective actions and maintain compliance.
• Actively contributes to the continuous improvement of the company's Food Safety Culture through engagement and actions aligned with your role.

At Russell Stover Chocolates, we don't just accept difference - we celebrate it, we support it, and we thrive on it for the benefit of our employees, our products, and our community. Russell Stover Chocolates is proud to be an equal-opportunity workplace.

We provide equal employment opportunities to all people without regard to race, color, national origin, ancestry, citizenship, age, religion, gender, sex, sexual orientation, gender identity, gender expression, marital status, pregnancy, physical or mental disability, protected medical condition, genetic information, military service, veteran status, or any other status or characteristic protected by law.

Employment by Russell Stover Chocolates is contingent upon I-9 Employment Eligibility Verification, passing the urinalysis drug screen, education verification, and satisfactory reference and background checks.

Make Happy. Work Happy.

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