National Account Manager (Amazon)

Job Summary

The National Account Manager is responsible for independently managing the strategy and performance of Amazon. This role owns customer growth, AGM/profitability, forecasting, pricing, promotions, and cross-functional execution across key partners including Finance, Supply Chain, Inventory Management, Category Management, Marketing, and Product Divisions. The NAM applies customer, market, and financial insights to develop account recommendations, drive profitable growth and manage customer and business decisions within established parameters.

Job DescriptionRequirements

• Develop and execute short and long-term account plans that support profitable growth and align with broader business priorities.
• Use customer, market, and financial insights to identify growth opportunities and optimize product, program, pricing, assortment, content and promotional strategies that support profitable account growth.
• Own the sales budget for assigned accounts, including forecasting, performance tracking, and identification of risks and opportunities to support achievement of net sales and AGM/profitability goals.
• Manage customer programs, rebates, promotions, profitability and other commercial investments within established parameters; identify opportunities to improve profitability and reduce costs while supporting customer and business objectives.
• Conduct internal and external account business reviews to evaluate account performance, identify risks and opportunities, and align on account priorities and actions.
• Assess competitive price and brand positioning for assigned accounts and make recommendations that support sales growth, profitability, and customer objectives.
• Partner cross-functionally to identify and support new product and commercialization opportunities for assigned accounts, including product launch planning and customer adoption.
• Develop sales forecasts and customer business cases using financial, market, and account insights to support planning, investment decisions, and profitable growth.
• Monitor customer, category, market, competitive trends, pricing, promotions, product performance, and emerging opportunities, to identify risks and opportunities and translate insights into account recommendations and actions.
• Develop and deliver customer sales presentations that incorporate account performance, customer needs, product opportunities, and business recommendations.

RequirementsEducation

• Bachelor’s degree in Business, Marketing, Sales, or a related field.

Work Experience

• At least 5 years of sales, account management, eCommerce, or related experience. Experience managing Amazon required.

Knowledge / Skills / Abilities

• Understanding of eCommerce fundamentals, including product content, availability, digital advertising, and online pricing and promotions.