Job: Head of Amazon (Children Apparel/Fashion)

Company Description

Our client is an established premium children’s and family apparel company with a strong direct-to-consumer heritage and a commitment to product quality, thoughtful design, and responsible business practices. The organization combines the resources and market recognition of an established company with the pace, adaptability, and entrepreneurial mindset of a growth-stage business.

As part of its broader channel expansion strategy, the company is developing a dedicated Amazon business designed to complement its existing commercial ecosystem while protecting its premium positioning and pricing integrity.

Objective of the Role

The General Manager, Amazon will have end-to-end accountability for building, operating, and scaling the company’s Amazon business. Reporting to the Chief Digital Officer, this individual will own the channel P&L and oversee commercial strategy, marketplace operations, performance marketing, agency management, forecasting, and customer acquisition.

This is an individual-contributor leadership role requiring a strong general manager who can move effectively between strategy and execution. The successful candidate will use external agencies as an extension of the team while remaining sufficiently hands-on to evaluate their work, challenge recommendations, and intervene directly in Seller Central when required.

Ideal Profile

The successful candidate will combine commercial leadership with recent, in-depth Amazon platform experience. They will have previously owned or materially influenced a marketplace P&L and demonstrated the ability to scale an Amazon business from an early stage to meaningful revenue.

Experience within premium children’s or family apparel is required, including familiarity with complex SKU structures, sizing, seasonality, gifting occasions, inventory planning, and brand-sensitive promotional strategies. Candidates should come from an entrepreneurial or resource-conscious environment where they have operated without extensive internal teams.

This individual must be analytical, commercially disciplined, adaptable, and capable of influencing cross-functional stakeholders without relying on formal authority.

Responsibilities

• Own the Amazon P&L and develop annual and multi-year plans for profitable channel growth.
• Establish targets for revenue, traffic, conversion, average order value, contribution margin, and new customer acquisition.
• Translate assortment and pricing strategies into effective marketplace execution while limiting channel conflict.
• Lead Seller Central operations, including catalog setup, listing optimization, search visibility, account health, and conversion performance.
• Oversee promotional planning, seasonal events, platform-specific opportunities, bundles, multipacks, and differentiated SKUs.
• Manage the external Amazon agency, establish performance expectations, and hold partners accountable for commercial outcomes.
• Direct marketplace advertising and retail media strategies, including sponsored advertising and full-funnel performance measurement.
• Partner with Planning and Supply Chain on demand forecasting, inventory availability, replenishment, and fulfillment strategy.
• Collaborate with Brand, Creative, Growth Marketing, CRM, Technology, Analytics, Finance, and Product teams.
• Provide senior leadership with clear reporting, commercial insights, risks, and recommendations.

Requirements

• Approximately 7–10 years of e-commerce, marketplace, or digital commerce experience.
• At least three years of recent, hands-on Amazon Seller Central experience managing a brand’s business.
• Demonstrated P&L ownership and success growing a marketplace business.
• Experience in premium children’s or family apparel; mass-market-only experience will not be sufficient.
• Strong knowledge of digital merchandising, marketplace advertising, promotional strategy, forecasting, fulfillment, and inventory management.
• Proven ability to manage agencies and operate as a hands-on individual contributor.
• Bachelor’s degree in business, marketing, e-commerce, or a related discipline.
• Availability to maintain Pacific business hours and travel approximately once per month.