VP, eCommerce Pure Players, Americas

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a VP, eCommerce Pure Players, Americas based in United States.

This executive role will lead and scale a major marketplace business across the United States and Canada, with full accountability for profitable growth and P&L performance.

You will shape the commercial strategy across direct, marketplace, and digital commerce models while balancing growth, margin, market share, and investment priorities.

The role combines senior-level Amazon leadership with ownership of sales, operations, media, content, analytics, and supply chain performance.

You will build a future-ready operating model grounded in data, AI, disciplined forecasting, and rapid insight-to-action cycles.

As a strategic partner to major platform stakeholders, you will lead high-impact negotiations and joint business planning initiatives.

You will also build and develop a high-performing cross-functional organization across the Americas.

This is an opportunity to influence a large-scale digital business while driving sustained market outperformance in a highly competitive environment.

Accountabilities:

• Own the Americas eCommerce P&L across the United States and Canada, including revenue, margin, contribution, market share, channel mix, category priorities, assortment strategy, and launch sequencing.
• Develop and execute marketplace strategies across 1P, 3P, and DTC models, aligning regional priorities with broader global objectives.
• Build and defend investment cases covering categories, media, content, pricing, and organizational resources, partnering closely with Finance and senior leadership.
• Lead strategic business planning and negotiations with senior marketplace partners, influencing long-term growth plans and investment priorities.
• Drive commercial performance at category and item level, with accountability for point-of-sale growth, market share, gross margin, forecasting, inventory, trade spend, and contribution profitability.
• Establish the operating cadence, KPIs, dashboards, reviews, and accountability mechanisms needed to make commercial performance transparent and actionable.
• Own retail media strategy and investment, including marketplace advertising and vendor funding, while optimizing traffic acquisition and share of voice.
• Lead content and conversion strategy across product detail pages, enhanced content, brand stores, imaging, video, reviews, and other customer-facing experiences.
• Optimize the full commercial funnel, including traffic, conversion, average selling price, average order value, retention, and lifetime value.
• Lead analytics and data science capabilities supporting commercial decision-making and establish a trusted, automated single source of truth for business performance.
• Advance an AI-native operating model by applying automation, analytics, and AI to accelerate decision-making and improve organizational productivity.
• Build and lead a cross-functional Americas eCommerce organization spanning sales, sales operations, marketing, media, content, analytics, finance, and supply chain.
• Hire, develop, and retain high-performing leaders while strengthening organizational capabilities and scalable processes across the United States and Canada.
• Represent the business with senior marketplace executives and serve as a strategic partner on growth, investment, and commercial priorities.
• Translate channel insights into regional and global strategies and lead cross-channel initiatives that maximize marketplace performance while protecting broader retail relationships.

Requirements:

• Bachelor’s degree required; an MBA is preferred.
• 12+ years of progressive experience in eCommerce or digital-first commercial leadership, including significant P&L ownership.
• Demonstrated success growing a large digital business faster than its market while gaining meaningful market share against strong competition.
• Extensive, hands-on experience managing Amazon marketplace operations at scale in North America; experience with both Amazon.com and Amazon.ca is preferred.
• Strong understanding of 1P/Vendor and 3P/DTC models, including their respective commercial and economic dynamics.
• Proven ability to manage unit economics, including contribution margin, marginal media returns, promotional costs, and profitability.
• Deep expertise in demand forecasting, inventory planning, working capital efficiency, trade and marketing spend, margin management, and contribution profitability.
• Strong understanding of marketplace growth drivers, including traffic, conversion, ASP, AOV, retention, LTV, retail media, and content-to-conversion performance.
• Experience building and scaling cross-functional eCommerce organizations covering sales, operations, marketing, analytics, and related functions.
• Experience establishing or expanding analytics and data science capabilities to support commercial strategy and decision-making.
• Exceptional negotiation and executive communication skills, with the ability to influence C-suite stakeholders and senior platform partners.
• Advanced analytical and financial capabilities, including strong proficiency in Excel, Power BI, and marketplace analytics tools.
• Ability to make decisive recommendations with incomplete information, communicate trade-offs clearly, and adjust strategy as market conditions evolve.
• High emotional intelligence, strong curiosity, intellectual honesty, and a demonstrated ability to lead organizations through sustained change.
• A track record of owning business outcomes directly and distinguishing genuine performance gains from growth driven primarily by favorable market conditions.

Benefits:

• Annual salary range of $255,000-$360,000 USD, with starting compensation determined by factors such as geography, skills, education, experience, and qualifications.
• Potential eligibility for additional compensation and incentives based on the applicable role structure.
• Medical, dental, and vision insurance.
• Flexible spending accounts and health savings accounts with company contributions.
• 401(k) retirement plan with matching contributions.
• Employee stock purchase program.
• Life insurance, AD&D, short-term disability, and long-term disability coverage.
• Generous paid time off and company holidays.
• Parental leave and wellness programs.
• Identity theft protection, pet insurance, prepaid legal insurance, and backup childcare and eldercare days.
• Employee product discounts and referral bonus opportunities.
• Access to high-impact learning and professional development programs.
• An inclusive, collaborative culture focused on innovation, ownership, rapid execution, and continuous growth.
• Opportunities to work at the intersection of eCommerce, AI, analytics, consumer technology, and global market expansion.