Sales Director, Amazon

About the Role:

We have a current opening for a Sales Director, Amazon and are actively reviewing applications.

The Director eCommerce Sales, Amazon will own Ferrero USA's Amazon 1P business end to end, along with the Whole Foods Market relationship. This is a full P&L ownership role covering a 30+ brand portfolio across confectionery, sweet spreads, snacking, nutrition, and premium gifting, with responsibility for more than $150M Retail Sales, including trade budget management.

The role leads the Amazon strategic customer relationship and the multi-year JBP roadmap for the US market. It requires a leader who is equally credible as a strategist in front of the Ferrero USA leadership team and as a practitioner inside Vendor Central, Amazon Ads, and the Annual Vendor Negotiation. The role will be leading a growing internal cross-functional team, including sales/category management, digital marketing/merchandising and analysts resources. The role also directs the retail media, content, and analytics agency partners that support the channel.

This position is field-based in the United States with regular travel to Seattle and Ferrero USA offices in Parsippany, NJ and Chicago, IL, and will report to the Vice President, eCommerce Sales.

Main Responsibilities:

• Own the Amazon 1P strategic customer relationship and lead annual top-to-top meetings and senior escalations.
• Own the multi-year JBP roadmap with Amazon covering assortment, supply chain, retail media, innovation, and margin; serve as Ferrero's thought leader on category growth.
• Own full P&L delivery for the channel, including GSV, trade, NSV, and gross margin, along with annual planning, forecasting, shipment phasing, forecast accuracy, plan-versus-actual performance, and risks and opportunities.
• Lead the Annual Vendor Negotiation end to end, including Contra-COGS (CCOGs) terms, program funding, and brand-level trade and margin support.
• Own the trade line with audit-grade rigor, including accrual accuracy, deduction and co-op reconciliation, chargeback and shortage dispute management, and trade rate optimization by brand.
• Manage item-level margin dynamics and price pack architecture, including pack configurations, Amazon Business and foodservice offerings, CRaP mitigation, and channel margin guardrails.
• Build and own the annual and session-level forecast using trend data and retail media plans; reconcile sell-in to sell-out monthly and defend the forecast in S&OP.
• Set investment priorities across trade and retail media, evaluating promotion economics, funding, pacing, search strategy, ROAS, and brand allocation to support the commercial forecast.
• Lead the Sr. Manager of Retail Media & Merchandising and partner with retail media teams and agencies to shape Amazon media strategy, align SKU priorities, and share accountability for ROAS, new-to-brand, share of voice, and conversion.
• Ensure vendor operational performance across Core, Fresh, and Direct Fulfillment, including PO confirmation, allocation, fill rate, OTIF, ASN compliance, chargebacks, inventory health, and escalations impacting shipments or financial delivery.
• Own Amazon's Summer Ship program for meltable products, including transition timing, inventory positioning, and return to standard fulfillment.
• Lead planning for seasonal and high-velocity events, including Halloween, Holiday, Black Friday/Cyber Monday, Valentine's, Easter, and Super Bowl, across forecast, inventory, POs, trade, media, content, and escalation.
• Decide which items and innovations are pursued, prioritized, supported, or discontinued on Amazon, ensuring financial viability, customer acceptance, content, inventory, and item setup before launch.
• Set standards for the digital shelf, including content compliance, search visibility, share of voice, ratings and reviews, Brand Store, assortment classification, syndication, and product data.
• Sponsor improvements to Amazon and eCommerce processes and technology, including inventory reservation, allocation, reporting, dashboards, APIs, EDI, exception management, and system controls.
• Own the Whole Foods Market relationship, JBP, P&L, and trade plan, partnering with broker and field teams on assortment, promotion, and execution while identifying cross-Amazon opportunities.
• Represent Amazon in Ferrero's Agentic AI pilots, including use-case definition, business requirements, stakeholder alignment, pilot governance, and business application of outputs.
• Lead, develop, and retain a growing team spanning Amazon account management, retail media, merchandising, and analytics; set priorities, coach decision-making, develop MBOs, manage performance, support hiring, and build organizational capability.
• Influence within a global matrixed organization, aligning US Amazon strategy with Global eCommerce, regional leadership, and brand owners across shared budgets and dual reporting lines.
• Direct agencies and technology partners across retail media, content, PIM, and analytics, and manage strategic industry relationships that improve commercial results.

About You:

• 10+ years of progressive CPG commercial experience, with at least 5 years leading Amazon 1P for a food, beverage, or confectionery portfolio at meaningful scale
• Demonstrated P&L ownership of $100M+ GSV and personal leadership of multiple Annual Vendor Negotiation cycles
• Hands-on experience managing Amazon's Summer Ship program for meltable products and the seasonal timelines of a confectionery portfolio; this is essential
• Experience managing a large ASIN portfolio in a complex multi-brand, multi-budget dynamic
• Deep working knowledge of Vendor Central, Amazon Ads and DSP, and the 1P operational metrics that drive chargebacks and margin
• Strong financial acumen, including trade accounting, deduction management, margin modeling, and forecasting from both trend and media inputs
• Proven ability to build a customer JBP and turn it into a multi-year roadmap
• Exceptional presentation and storytelling skills, with equal command in front of Amazon senior leadership and a C-suite audience
• Track record leading and developing account management teams and influencing without authority across functions and geographies in a global matrixed organization
• Comfortable working through ambiguity, makes sound decisions with incomplete data and on the customer's timeline
• Equally credible as a strategic leader and a hands-on practitioner, able to move between a multi-year roadmap and an ASIN-level margin question in the same meeting
• Experience with Whole Foods Market or the natural channel, Shopify DTC operations, and enterprise CRM a plus
• Familiarity with Pacvue, Amazon Retail Analytics, Salsify, and syndicated data a plus; prior experience on the Amazon side of the table a plus
• Bachelor's Degree required; M.B.A. preferred
• Ability to travel approximately 20%, including regular customer visits to Seattle

Artificial Intelligence Disclosure

As part of our recruitment process, Ferrero may use artificial intelligence (AI) enabled tools to assist with reviewing candidate applications. These tools are used solely to support recruiters by summarizing application information and identifying potential alignment with job requirements. AI does not independently screen out or select candidates, and it does not replace human judgment. Final decisions regarding candidate progression are always made by Ferrero recruiters and hiring managers.

What We Offer:

Careers with caring built in - discover our benefits here.

The base compensation range for this position is $168,000.00 - $210,000.00. Actual compensation will be determined based on experience, qualifications, and other job-related factors permitted by law. This range represents the anticipated salary for this position at this time.

In addition to base salary, we offer a comprehensive benefits package, including health insurance, retirement plans, paid time off, and other benefits.

About Ferrero:

Ferrero began its journey in the small town of Alba in Piedmont, Italy, in 1946. Today, it is one of the world’s largest sweet-packaged food companies, with many iconic brands sold in countries all over the world. Find out more about Ferrero at ferrero.com.

DE&I at Ferrero:

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative, and highly rewarding.

Find out more here.

Ferrero is an equal opportunity employer and complies with all applicable human rights laws. Ferrero will recruit, hire, train, and promote all persons without regard to race, creed, color, sex (including pregnancy, gender, sexual orientation, and gender identity), religion, national origin or ancestry, age, disability, or history of disability (except where physical or mental abilities are a bona fide occupational requirement and the individual is not able to perform the essential functions of the position even with reasonable accommodations), citizenship, or any other protected characteristic.

Ferrero will accommodate the needs of applicants with disabilities throughout all stages of the selection process. If you need accommodation during the recruitment process, please advise the People & Organization (HR) Representative. Information relating to the need for accommodation and accommodation measures will be addressed confidentially.