The Manager of Amazon Growth & Performance is responsible for leading the Amazon function as a revenue engine, owning performance outcomes across advertising, organic rank, listings, and launches. This role sets the operating standard for how Amazon is run-combining disciplined execution, strong data ownership, and clear prioritization-to drive sustainable growth and profitability.
The role balances strategic leadership with hands-on direction, ensuring the team, tools, and workflows are aligned to business objectives while building long-term internal capability.
This role is only open to candidates from the United States.
Core Responsibilities
Department Leadership & Operating Cadence
- Establishes and maintains a clear operating framework for Amazon execution, including weekly, monthly, and quarterly workflows
- Defines KPIs, reporting standards, and documentation that create clarity and accountability
- Leads transition planning from agency-dependent execution to a scalable in-house model
- Assesses team capabilities, identifies gaps, and supports hiring and development of PPC and Amazon talent
- Sets expectations for focus, prioritization, and follow-through across the function
Performance & Data Ownership
- Owns the full Amazon performance narrative across the catalog
- Maintains deep understanding of what is happening, why it is happening, and what actions are required
- Identifies trends, risks, and opportunities through regular analysis
- Translates data into clear recommendations and executable plans for stakeholders
Rank Optimization (Primary Strategic Focus)
- Identifies keywords and ranking opportunities that justify investment
- Manages the relationship between advertising spend, organic rank, and long-term revenue capture
- Makes disciplined decisions about where to push for market share versus protect profitability
- Aligns rank strategy with overall catalog and brand objectives
Listing Configuration & Optimization
- Oversees frontend and backend keyword optimization
- Ensures listings are structured for discoverability, conversion, and scalability
- Identifies listings that require full refreshes or strategic repositioning
- Maintains standards for listing quality and performance readiness
Advertising Strategy & Spend Efficiency
- Provides strategic oversight of Amazon advertising performance
- Ensures ad spend supports rank growth and long-term value-not ROAS in isolation
- Guides budget allocation, testing priorities, and optimization focus
- Evaluates agency or internal execution quality and course-corrects as needed
Promotions & Performance Levers
- Owns promotional strategy as a performance driver
- Coordinates deal timing and mechanics with broader marketing efforts
- Evaluates promotional effectiveness and downstream impact on rank and profitability
Launch Management
- Owns Amazon-side execution of new product launches
- Ensures advertising, listings, and rank strategy are aligned from day one
- Enforces launch discipline, ownership, and post-launch review standards
Operating Style & Leadership Expectations
- Brings structure, calm, and clarity to complex performance environments
- Operates with strong judgment, prioritization, and accountability
- Communicates clearly with executives and cross-functional partners
- Builds trust through consistency, transparency, and follow-through
- Leads by setting standards rather than micromanaging execution
AI Utilization & Judgement
- Comfortable leveraging AI tools to accelerate research, analysis, listing optimization, ad copy iteration, and reporting workflows.
- Demonstrates disciplined human oversight of AI outputs -- validate recommendations against performance data, brand standards and Amazon policy before acting.
- Avoids over-reliance on AI for strategic decision-making; uses it to augment thinking and not replace it.
- Builds repeatable, logical workflows where AI accelerates execution while humans own judgement, prioritization, and quality control.
Success in This Role Looks Like
- Amazon performance is well understood, well communicated, and proactively managed
- The team operates with a clear cadence, defined ownership, and repeatable processes
- Rank growth, advertising efficiency, and listing quality reinforce each other
- The function scales sustainably with reduced dependency on external agencies
Qualifications & Requirements
Amazon & Performance Expertise
- Proven experience leading Amazon as a growth and revenue channel, with ownership across advertising, organic rank, listings, promotions, and launches
- Strong understanding of how advertising, organic rank, conversion, and profitability interact within the Amazon ecosystem
- Demonstrated ability to analyze performance trends, diagnose root causes, and translate insights into clear, executable action plans
- Experience managing or overseeing Amazon PPC strategy, including budget allocation, testing frameworks, and spend efficiency (beyond ROAS-only thinking)
Strategic & Operational Leadership
- Experience establishing and running weekly, monthly, and quarterly operating cadences for Amazon execution
- Ability to define KPIs, reporting standards, and documentation that create clarity and accountability
- Experience transitioning or operating within a hybrid or in-house Amazon model, including evaluating agency or external partner performance
- Proven ability to prioritize effectively, balancing growth initiatives with profitability and operational constraints
Rank, Listings & Launch Management
- Deep familiarity with keyword research, rank optimization strategies, and investment decisions tied to long-term market share
- Experience overseeing listing configuration and optimization, including frontend and backend keyword strategy, conversion improvements, and listing refreshes
- Strong understanding of Amazon launch mechanics, including pre-launch setup, launch execution, and post-launch performance reviews
- Experience coordinating promotions, deals, and performance levers and evaluating their downstream impact on rank and revenue
Communication & Stakeholder Management
- Ability to clearly communicate performance narratives, risks, and recommendations to executives and cross-functional partners
- Comfortable operating in fast-paced, high-growth environments with multiple stakeholders
- Strong written and verbal communication skills, with an emphasis on clarity, structure, and follow-through
Operating Style & Accountability
- Brings structure, calm, and discipline to complex performance environments
- Operates with high ownership, sound judgment, and accountability
- Leads by setting standards and expectations, not micromanaging execution
- Builds trust through consistency, transparency, and reliability
Work Requirements
- Willing and able to work within Eastern Standard Time (EST) for core collaboration hours
- Experience working in remote, cross-functional teams is strongly preferred