Marketplace Account Manager (L3) - PH

About the Role:

We're hiring a Marketplace Account Manager to own a pod of five to seven client brands end to end: the marketplace strategy, the execution, the client relationship, and the analyst who supports you.

This is the seat where Kwontified's work actually gets done. You are not advising a team that operates the account — you are the person in Seller Central and Vendor Central, writing the flat file, catching the suppression, modeling the deal, building the QBR deck, and then presenting it. You are also the person the client calls, which means the standard is not just that the work happened but that someone could explain it under questioning.

The role is defined against a 103-competency framework across fourteen categories, and the sections below are that framework stated in operating terms. The breadth is the point: catalog, content, storefront, assortment, pricing, profitability, inventory, platform operations, analytics, advertising coordination, brand protection, client management, multi-marketplace, and people management.

Nobody arrives strong in all fourteen. We expect depth in Amazon platform operations, catalog, and analytics on day one, and we will build out the rest against a written development plan.

The work runs on two clocks.

• Monthly and quarterly you are planning: growth strategy with milestones and KPIs, revenue forecasts, the promotional calendar, the content refresh schedule, and the business review that gets it agreed.

• Daily and weekly you are operating: restock and stockout risk, listing quality and suppression, Buy Box and pricing movement, account health, case escalations, deal setup, and the report that goes out on Monday.

The hard part is not the platform mechanics. It is sequencing five to seven brands with different economics, different supply constraints, and different client politics, on the same Tuesday, and being right about which one needs you most.

A brand can have an excellent advertising program and still miss its year because a hero ASIN went out of stock for eleven days in October, because a variation family got split in a catalog update, because a deal was funded at a margin nobody modeled, or because a Vendor Central chargeback pattern went undisputed for two quarters.

You catch those before the client does, and you can tell the difference between a demand problem, a supply problem, a content problem, and a pricing problem when the only visible symptom is that sales are down.

You will have real latitude over how your accounts are run, and we will expect you to own outcomes rather than effort.

Amazon is our center of gravity and fluency in both Seller Central and Vendor Central is central to how we differentiate. This is not a listings-only or a reporting-only role.

What You'll Own

Account Strategy and Planning

• A written marketplace growth strategy per brand with quarterly milestones and KPIs, and the annual planning cycle behind it: revenue targets, promotional calendar, content refresh schedule, and budget recommendations.

• Monthly revenue forecasts that account for seasonality, promotions, and new launches.

• Onboarding roadmaps for new clients — the first fifty days of audits, content, store build, and launch sequencing.

• Competitive and category analysis using Brand Analytics, Helium 10, or equivalent, including sizing the opportunity on non-branded category terms: search volume, click share gaps, and whitespace the brand isn't capturing.

• You own the quarterly business review process end to end — compile the data, build the deck, present it — and you surface upsell and expansion opportunities when you find them, whether that's a new marketplace, DSP, or an additional service.

Catalog and Content Optimization

• Full catalog audits covering titles, bullets, descriptions, backend search terms, attributes, and Item Highlights, and an optimization plan prioritized by revenue impact rather than alphabetically — top sellers first, long tail second.

• You write or direct SEO-optimized copy, plan A+ Content strategy (Basic versus Premium), write the briefs, manage creative execution, and QA the final modules.

• Brand Story content, image strategy (main image compliance, lifestyle briefs, infographic specs, sizing charts), variation architecture including parent-child relationships and virtual bundles, and full attribute and browse node coverage so the catalog actually indexes.

• You execute flat file and bulk uploads at scale, monitor and resolve listing quality alerts, search suppression, and detail page issues, and coordinate content compliance in restricted categories.

Brand Store and Storefront

• Store architecture — page hierarchy, navigation, category structure — and the performance analysis behind it using Store Insights by page and traffic source.

• Diagnose conversion problems page by page and recommend the layout, merchandising, or navigation fix.

• Plan store versioning for seasonal and promotional moments, brief and QA store creative, and coordinate traffic strategy with the ads team so Sponsored Brands campaigns route to the page that converts rather than the homepage by default.

Product and Assortment Strategy

• Advise on what to list, what to hold back, and what to retire on each channel.

• Build new product launch plans that sequence content readiness, review generation, ad support timing, and inventory positioning rather than launching and hoping.

• Bundle strategy across virtual bundles, multipacks, and cross-category constructions.

• Own the promotional calendar — Lightning Deals, Best Deals, coupons, price-off promotions, Prime Day and the fall event — and Subscribe & Save enrollment, discount tiering, and performance.

• Advise on pricing relative to DTC, MAP, and competitive positioning, and flag clearance or discount positioning that would erode brand perception before it does.

Pricing and Profitability

• Profitability models at the ASIN and account level with every fee component understood: referral, FBA, storage, removal, returns, and advertising.

• Model margin impact before pricing changes, promotions, and fee increases rather than explaining it afterward.

• Model unit economics for new launches before the client commits investment.

• Advise on pricing architecture across channels to avoid conflict, run MAP enforcement and competitive pricing, and monitor Buy Box dynamics.

• On Vendor Central, understand the economics well enough to be useful in them: cost negotiations, accruals, chargebacks, PPM, and how each lands on the client's P&L.

Inventory and Operations

• FBA inventory levels and restock velocity, with stockout risk flagged before it hits rather than reported after.

• FBA versus MFN decisions based on velocity, storage cost, and margin.

• Stranded, unfulfillable, and aging inventory worked to resolution; removal and liquidation decisions made deliberately; long-term storage exposure, IPI, and capacity limits monitored and managed down.

• Oversee shipment creation and troubleshooting with client ops or your analyst, coordinate with client supply chain on production timelines, lead times, and seasonal positioning, and run the Amazon case log — escalations, reimbursement claims, catalog defects — to closure rather than to filing.

Amazon Platform Operations

• Expert-level navigation of Seller Central and Vendor Central: listings, orders, inventory, reports, POs, retail analytics, chargebacks, accruals, and A+ content.

• Own Account Health Rating — policy violations, IP complaints, suppressions resolved, not escalated and forgotten.

• Manage Brand Registry tools including Transparency, Project Zero, Report a Violation, and Brand Analytics.

• Troubleshoot the recurring hard cases: stranded inventory, suppressed listings, ASIN merges, hijackers.

• Stay current on platform changes, feature releases, and new programs — Supply Chain by Amazon, Buy with Prime, Veeqo and whatever ships next quarter — and tell clients what it means for them.

Analytics and Reporting

• Weekly, biweekly, and monthly performance reporting covering revenue, traffic, conversion, and an advertising summary, plus the KPI set underneath: sessions, conversion rate, Buy Box percentage, BSR, organic rank, and market share.

• Search Query Performance analysis with branded and non-branded split, click share, purchase share, and leakage to competitors.

• CX Health, Voice of the Customer, and return reason data read for what they say about content and product, with return patterns — sizing, description mismatch, quality — turned into listing fixes.

• Listing quality scores and NCX rates tracked across the catalog.

• Ad hoc analysis to support real decisions: category entry, pricing change impact, assortment rationalization.

• The standard on every report is not what happened but why, and what to do next.

Advertising Coordination

• You are the retail half of an integrated program.

• Understand campaign types — Sponsored Products, Brands, Brands Video, Display, and DSP — well enough to have a real strategy conversation, and know what ACoS, TACoS, and ROAS targets are realistic at different funnel stages.

• Feed keyword and audience strategy to the ads team from what you know about the catalog and search data.

• Recommend budget shifts based on content readiness, inventory position, and business priority.

• Review performance with the ads team and flag misalignment between content state and spend — and hold the line that content is optimized before spend scales on a product, because that discipline is where most of the wasted spend in this industry lives.

Brand Protection and Account Health

• Monitor the Account Health dashboard for policy violations, performance metrics, and at-risk status.

• Watch for unauthorized sellers, counterfeit listings, and Buy Box hijacking, and execute enforcement through Brand Registry.

• Manage Vine enrollment for new and under-reviewed ASINs, track star rating and review trends, flag sudden drops, and advise on review strategy.

• Keep listings compliant with content policies and category-specific guidelines, monitor IP infringement and coordinate with client legal when it matters, and stay current on policy changes so the client hears about impact from you first.

Client Management and Communication

• Own the relationship day to day across calls, email, and Slack.

• Lead the weekly or biweekly strategy call — set the agenda, present the update, drive the action items — and prepare and present MBRs and QBRs.

• Set and manage expectations about timelines, what is realistic, and what needs client input to move.

• Build trust with stakeholders across marketing, e-commerce, supply chain, and the C-suite, and translate marketplace data into language their team can act on.

• Manage competing requests by revenue impact rather than by who asked loudest, and handle the difficult conversations — a performance dip, a budget justification, a timeline you have to push back on.

• Communicate proactively: surface the issue before it's discovered, flag the risk early, and say when something worked.

• Document strategy, decisions, and action items consistently enough that the account survives your vacation.

Multi-Marketplace

• Walmart Seller Center accounts: catalog setup, content optimization including Rich Media and shelf descriptions, and Walmart Fulfillment Services.

• Target Plus product setup, content requirements, and performance monitoring.

• Enough Walmart advertising knowledge to coordinate credibly with the ads team.

• And the judgment to adapt an Amazon-first strategy to a channel with a different algorithm, different content specs, and different promotional mechanics, rather than porting it over and expecting it to work.

People Management

• Manage one to two Marketplace Account Analysts: assign work, review quality, give feedback that changes behavior.

• Train junior team members on catalog operations, reporting workflows, and client communication standards.

• Build repeatable processes and checklists for the recurring work — listing audits, QBR prep, launch sequences — so the pod scales past what you can personally hold.

• QA every deliverable before it reaches a client; you own the output quality of the pod, including work you didn't do.

• And make sure nothing falls through the cracks across a multi-account book, which is the quiet discipline this job actually runs on.

What You Bring

Required

• Bachelor's degree, or an equivalent combination of education and directly relevant experience. This is a firm-wide requirement across every team and level.

• 5+ years of first-hand, hands-on marketplace account experience, including expert-level navigation of both Amazon Seller Central and Vendor Central — work you did in the platform and own the results of, not oversight of a vendor or a VA.

• Demonstrated ownership of a brand or multi-brand book: strategy, catalog, merchandising, assortment, pricing, inventory, and profitability, with numbers you can walk us through.

• Revenue forecasting and planning experience — building the plan, defending the assumptions, and reforecasting when reality disagreed.

• Catalog and content depth: audits, SEO-driven copy, A+ and Brand Story, variation architecture, attributes and browse nodes, and flat file or bulk operations executed at scale without breaking things.

• Working command of retail mechanics: Buy Box and Featured Offer, FBA versus FBM economics, inventory health and IPI, storage and removal fees, chargebacks and shortages, reimbursements, deal and coupon structures, and Subscribe & Save.

• Profitability modeling at the ASIN level, with fluency in every fee component and how promotions and price changes move contribution margin.

• Strong quantitative and analytical skills. Advanced Excel or Sheets — pivot tables, VLOOKUP/INDEX-MATCH or XLOOKUP, charting, large messy exports, clean model structure — and the habit of building your own model rather than reporting the number a tool produced.

• Experience leading or developing junior team members — assigning, reviewing, coaching, and holding a standard. You will be managing an analyst from your second week and delivering their training program from week eleven, so this is a requirement rather than a nice-to-have. Required rather than a gate: a candidate strong everywhere else whose management experience turns out thinner than it sounded is a named development area with a module and a date, and our training schedule has a row for exactly that.

• Client-facing ownership: you have run the weekly call, built and presented the business review, and held the relationship without an account director in the room.

• Excellent written and oral communication. You can write a one-page recommendation a CFO reads once and approves, and hold a difficult call without either caving or getting defensive.

• Client advocacy with a spine. You represent the client's interest internally, and you are willing to tell them no, with a reason and an alternative.

• Proactive team player who welcomes challenges and leadership responsibility — you escalate early, you don't lose things, and you take the account problem nobody has claimed.

• Honesty by default. You report the number you wish were different, and you persuade by being prepared rather than polished.

• Working AI proficiency, with the verification habit that has to come with it. Claude and Gemini in the analytical, planning, and writing workflow, and the ability to say what you had the model do, what you checked by hand, and where it was wrong. We run an internal AI readiness standard with assessed levels; account managers are expected to reach the level where they build tooling rather than only use it, and to be accountable for the AI-assisted work of the analysts supporting them.

• Completion of the platform curricula scoped to this role on our onboarding schedule — the Amazon Seller Central and Vendor Central operational curricula by week two, the catalog and merchandising tier by week six, and Walmart Marketplace Seller Academy and Target Plus onboarding by week ten, alongside our four internal certifications — catalog standard, margin model, forecasting method, and dossier standard — by week ten. We verify against provider transcripts and internal assessments rather than resumes.

Requirements

• Hands-on Walmart Marketplace and Target Plus management, including WFS, Rich Media, and Target Plus item setup.

• Analytics tooling: Helium 10, Jungle Scout, DataHawk, Intentwise, or equivalent.

• SQL, Power Query, or Looker Studio, particularly for joining marketplace exports to client sales, cost, and inventory data.

• Feed and integration fluency at scale: category templates, error triage, and platforms such as Channel Advisor, Feedonomics, SPS, or EDI for Vendor Central.

• Familiarity with ERP, WMS, or 3PL systems (NetSuite, Cin7, SkuVault, ShipBob or similar) and how their constraints show up in a marketplace forecast.

• Subject matter expertise in e-commerce, retail, or supply-chain management — replenishment, allocation, or S&OP experience is a genuine differentiator here.

• Project management and collaboration tooling: Asana, Monday, ClickUp, Notion, Slack.

• Python or scripting, SP-API and report automation, or a track record of building AI tooling yourself — a Gem, a skill, a script, or an agentic workflow you made and someone else now uses.

• Additional channels: Zalando, Mercado Libre, Temu, TikTok Shop, Instagram Shop, Tmall, or comparable.

• Category depth in CPG, beauty, skincare, apparel, footwear, or accessories.