Director – Small and Medium Businesses
Amazon
Director – Small and Medium Businesses
Amazon
Sells products online and rents cloud computing
Are you ready to lead a high-impact vendor management organization? Are you energized by the challenge of building scaled solutions that drive profitable growth for tens of thousands of vendors across the world's largest e-commerce ecosystem?
Amazon is seeking a Director, Retail Business Services (RBS), Selling Partner Engagement & Growth (SPEG) Small and Medium Businesses (SMB) to serve as the single-threaded leader for end-to-end management of Torso/Tail vendors — driving profitable growth through two integrated programs: Amazon Vendor Services (AVS) - paid vendor management service, and Mass Vendor Relations (MVR) - non paid scaled vendor management.
This role presents a unique opportunity to lead a ~$20B+ GMS business across worldwide Amazon marketplaces, managing a team of ~2,000 HC and 10 direct reports spanning 10 countries. You will simultaneously manage paid (AVS) and non-paid (MVR) vendor channels with distinct P&L dynamics across 18 stores globally. The business demands active navigation of multi-dimensional headwinds — including complex vendor portfolio transitions, tariff-driven profitability erosion, vendor fraud detection, and evolving marketplace dynamics — all while sustaining strong productivity improvement.
The successful candidate will shape the future of how Amazon manages its Torso/Tail vendor ecosystem at scale, defining how we leverage technology, and operational excellence to drive vendor growth, improve profitability, and deliver best-in-class Selling Partner experience. This role offers unparalleled opportunity to build and scale programs that directly impact Amazon's bottom line while enhancing the experience of thousands of vendors worldwide.
Key job responsibilities
Strategic Leadership & Vision
- Drive the north star vision of "no-unmanaged vendor" across WW Amazon marketplaces — building scaled, paid and non-paid vendor management solutions (AVS, VCP, MVR) that drive profitable growth for Torso/Tail vendors
- Establish and own the P&L for Torso/Tail vendors; build a shadow P&L and drive key input metrics (inventory, pricing, selection, deals) to drive business growth and profitability
- Define and execute the multi-year growth agenda — expanding Torso/Tail vendor coverage globally, scaling to new marketplaces, and reimagining delivery models
Program Management & Execution
- Build Best-in-Class AVS service — enabling vendor growth through Vendor Growth Plans (VGPs)
- Lead MVR growth engine — recruit and ramp new brands, reduce activation time, and drive FCF
Stakeholder Management & Influence
- Influence Retail Leaders (Country Managers, Finance, Category Leaders) across VP organizations to identify business priorities, develop joint goals, drive standardization, and jointly build the long-term strategic vision for program growth
- Lead vendor negotiation strategy — own annual vendor negotiations (AVN) and build always-on negotiation (AoN) capabilities targeting incremental FCF and CM improvement
Innovation & Technical Leadership
- Champion GenAI automation to drive productivity improvement
- Build proactive detection mechanisms for vendor fraud and emerging risk MOs
- Drive Exceptional Vendor Experience (VX)— through internal and external benchmarking to understand key vendor pain points, and build the services, technologies, systems, and mechanisms to drive best-in-class VSAT
Leadership Impact
- Own the people charter — define the appropriate org structure, drive consistency in employee experience across 10 countries, drive diversity and inclusion initiatives that impact at scale
- Build mechanisms to audit employee and team performance, and cultivate a Day-1 culture of bold experimentation and GenAI upskilling
- Develop next-generation leaders across a globally distributed team
- Make bold, high-velocity decisions in areas where the operating model is actively being redefined
- Full time MBA or equivalent
- Minimum 10+ years in managing vendor relationships
- Experience managing P&L at scale across multiple geographies
- Hands-on experience in Retail, eCommerce, and supply chain functions
- Experience in complex cross-functional launches partnering with central teams
- Business Education (MBA) preferred
- Familiarity or experience with autonomous systems and machine learning is a plus for this role
- Exceptional written, verbal, and presentation skills; excellent interpersonal skills
- Proven analytical and quantitative skills; ability to use hard data and metrics to back up assumptions and develop project business cases
- Demonstrated agility in thriving within fast-paced and innovative environments
- Experience in working with diverse set of team members, stakeholders, and customers
- Track record of driving large-scale automation and GenAI adoption in operational environments
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
Amazon runs the largest online store in the United States and rents cloud computing to businesses and governments through Amazon Web Services. AWS pioneered renting computing power over the internet, and Amazon built its own delivery network to get orders to customers quickly. Shoppers buy from Amazon and from independent sellers on its store, and Prime members pay a subscription for fast free shipping, streaming video and music, and other perks. AWS rents out computing power, storage, databases, and AI tools so companies can run software without owning servers, and Amazon also makes Kindle e-readers and Echo speakers with the Alexa assistant. Jeff Bezos founded Amazon in 1994, and it is based in Seattle, Washington.
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