Senior Channel Manager – Amazon & Marketplaces

Senior Channel Manager - Amazon & Marketplaces

Role Overview

The Senior Channel Manager - Amazon & Marketplaces owns the commercial strategy, performance, and growth of Maxwood’s Amazon Vendor business and its expanding portfolio of third-party marketplaces, including Walmart, Target, Macy’s, and Best Buy.

This role plays a critical part in driving Amazon commercial performance, international expansion, marketplace negotiations, and cross-functional growth strategy, reporting directly to the Chief Commercial Officer.

The ideal candidate is commercially minded and analytically driven, comfortable moving between SKU-level detail and broader strategic decisions. They are a decisive negotiator who turns data into action and enjoys leading supporting resources while owning the channels as businesses they are personally responsible for growing.

Key Responsibilities

Amazon Vendor Strategy & Performance

- Own the commercial performance and strategy of Maxwood’s Amazon Vendor business.
- Build and execute annual, quarterly, and monthly Amazon plans tied to revenue, profitability, inventory, and growth objectives.
- Dig into performance at the brand, category, SKU, and ASIN level to understand what’s driving traffic, conversion, revenue, margin, and market share.
- Lead commercial discussions and negotiations with Amazon across cost, terms, allowances, promotions, assortment, operational issues, and growth initiatives.
- Challenge retailer recommendations and requests when the economics or data don’t support them.

International Growth

- Own and accelerate the Amazon Canada business, developing the assortment, inventory, pricing, and growth strategy needed to scale the market.
- Identify and execute opportunities to expand Maxwood internationally through Amazon’s global programs and additional Amazon marketplaces.
- Develop a repeatable framework for evaluating international opportunities based on market size, assortment fit, economics, operational requirements, and growth potential.

Marketplace Portfolio Management

- Own the business relationships and commercial strategy for Walmart, Target, Macy’s, Best Buy, and future marketplace partners.
- Develop channel-specific growth plans based on the customer, assortment opportunity, economics, and strategic importance of each marketplace.
- Determine where to invest assortment, inventory, advertising, promotions, and internal resources across the marketplace portfolio.
- Evaluate new marketplace opportunities based on revenue potential, profitability, operational complexity, and strategic value.

Cross-Functional Leadership & Reporting

- Maintain a strong understanding of channel economics, including product margin, freight, commissions, fulfillment costs, advertising, allowances, chargebacks, returns, and promotional investment.
- Identify performance risks and opportunities early and turn the analysis into clear actions.
- Partner with Inventory Management on forecasting, in-stock performance, inventory positioning, and Amazon requirements.
- Partner with Marketplace Advertising & Channel Strategy on advertising investment, PDP optimization, product launches, and growth initiatives.
- Lead and develop Channel Support resources responsible for portal management, item maintenance, promotions, and reporting.
- Build scalable processes that allow new marketplaces and international markets to be added without unnecessary complexity.
- Communicate business performance, risks, opportunities, and action plans clearly to senior leadership.

What Success Looks Like

- Amazon delivers profitable growth with clear visibility into what’s driving the business.
- The business is understood at the SKU and ASIN level rather than reacting only to top-line results.
- Amazon negotiations are grounded in data, economics, and a clear Maxwood point of view.
- Amazon Canada develops into a meaningful growth channel with a defined strategy and measurable performance targets.
- A repeatable approach is established for evaluating and entering additional international markets through Amazon.
- Walmart, Target, Macy’s, Best Buy, and future marketplaces have defined commercial strategies rather than simply being additional places where products are listed.
- Channel investment is directed toward opportunities with the strongest commercial return.
- Revenue growth is balanced with margin, inventory productivity, and long-term profitability.
- Performance issues are identified early, understood quickly, and followed by clear action.
- Leadership can quickly understand what happened, why it happened, and what we’re doing next.

Requirements

- 5+ years of experience in ecommerce, marketplaces, retail account management, digital commerce, or a related commercial function.
- Significant experience managing or supporting a meaningful Amazon Vendor business.
- Strong understanding of Amazon’s commercial model, including Vendor Central, pricing, promotions, operational metrics, terms, and vendor negotiations.
- Demonstrated ability to analyze a business at the SKU and ASIN level and turn data into commercial decisions.
- Strong financial acumen and experience working with revenue, margin, contribution, forecasts, budgets, and channel P&Ls.
- Advanced Excel and analytical skills with the ability to work comfortably with large datasets and business intelligence tools.
- Experience negotiating with large retailers or marketplace partners.
- Experience managing multiple ecommerce or marketplace channels simultaneously.
- A track record of presenting business performance and recommendations to senior leadership.
- Bachelor’s degree or equivalent relevant experience.

Preferred Qualifications

- Experience managing Amazon across multiple countries or international marketplaces.
- Experience with Amazon’s global selling or international expansion programs.
- Furniture, home furnishings, durable goods, or large-parcel ecommerce experience.
- Experience managing or launching Walmart Marketplace, Target+, Macy’s, Best Buy, or similar marketplaces.
- Experience working within a multi-brand ecommerce organization.
- Experience with marketplace advertising and retail media.
- Familiarity with marketplace integration and product information platforms such as Rithum/ChannelAdvisor, Salsify, or Mirakl.
- Experience building or managing channel-level profitability models.

Core Competencies

- Commercially Minded
- Analytically Driven
- Strong Negotiator
- Growth Oriented
- Action Oriented
- High Ownership
- Comfortable with Complexity
- Decisive
- Clear Communicator
- Team Oriented
- Cross-Functional

Benefits

- 401(k) with Company Match
- Medical, Dental & Vision Insurance
- Flexible Spending Account (FSA)
- Life Insurance
- Employee Discount
- Flexible Schedule
- Paid Time Off

Work Location

Daniel Island, South Carolina (Charleston)

Reports directly to the Chief Commercial Officer.