Vice President Ecommerce - Marketplaces

Vice President Ecommerce - Amazon & Marketplaces Ashley Furniture Industries | Tampa, Florida, United States (On-site) Position Overview The Vice President of Ecommerce – Amazon & Marketplaces is responsible for owning and accelerating the growth, profitability, and strategic expansion of Ashley's national marketplace business, with primary focus on Amazon as the flagship platform, while also managing performance across all major ecommerce marketplaces. This executive will serve as the senior Amazon relationship owner and strategist, while driving marketplace performance drivers including Amazon Advertising, digital shelf content, assortment strategy, pricing optimization, and SKU-level profitability across all platforms. This role is designed as a hybrid commercial and performance leadership position—blending deep Amazon expertise and national account ownership with full accountability for marketplace growth economics. The VP will collaborate closely with Sales, Product, Finance, Operations, and Supply Chain leaders but will not carry direct responsibility for those organizations. This role is 100% marketplace-focused and does not own DTC website operations or traditional field retail. Scope of Responsibility- Primary Channel Focus: Amazon (Amazon Vendor Central, Amazon Seller Central, Amazon Advertising, Amazon DSP) Secondary Channel Focus: Walmart Marketplace, Wayfair, Target+, and emerging platforms Team Leadership: Leads and develops a team of national account directors, Amazon specialists, marketplace managers, and the marketplace marketing team P&L Ownership: Full marketplace revenue, margin, trade spend, Amazon Advertising investment, and retail media performance Strategic Authority: Amazon growth strategy, retail media (Amazon Ads, DSP), content strategy, and promotional architecture Primary Responsibilities Amazon Strategy & National Account Leadership- Own the Amazon relationship as the senior executive point of contact and strategic partnership leader for both Vendor Central and Seller Central operations. Develop and execute comprehensive Amazon Joint Business Plans (JBPs) to drive revenue, margin expansion, share of category growth, and long-term strategic alignment. Establish annual and multi-year growth targets for Amazon aligned to enterprise objectives, historical performance, and competitive benchmarking. Lead Amazon Brand Registry, A+ Content, Amazon Posts, Amazon Live, and Amazon Storefront optimization strategies. Own all national marketplace relationships beyond Amazon (Walmart, Wayfair, Target+, etc.) and serve as the senior executive for strategic partnership development. Expand the Company's marketplace footprint through new platform development and strategic partner onboarding. Amazon Advertising, Retail Media & Promotional Strategy- Own Amazon Advertising strategy across Sponsored Products, Sponsored Brands, Sponsored Display, and Amazon DSP. Oversee Amazon Advertising budgets, ROAS optimization, ACOS/TACOS management, and campaign performance accountability. Partner with Finance and external Amazon advertising agencies to maximize advertising efficiency and new-to-brand customer acquisition. Approve and optimize all Amazon marquee sales events (Prime Day, Black Friday, Cyber Monday, Lightning Deals, Deal of the Day) ensuring healthy channel distribution and margin protection. Drive performance against Amazon-specific KPIs: ROAS, TACOS, conversion rate, Buy Box win rate, search rank, new-to-brand %, and customer LTV. Own retail media strategy across Walmart Connect, Wayfair advertising, and other marketplace platforms in partnership with Finance. Amazon Digital Shelf, Content & Conversion Optimization- Own Amazon digital shelf performance across product titles, bullet points, A+ Content, Brand Stores, Enhanced Brand Content (EBC), product videos, and 360° imagery. Ensure Amazon SEO best practices are consistently applied to support organic search discoverability, conversion, and brand positioning. Partner with Product, Creative, and Marketing teams to establish scalable Amazon content standards and rapid launch frameworks for new ASINs. Continuously optimize Amazon Product Detail Page (PDP) health, image compliance, content completeness, and attribution-driven merchandising strategy. Monitor Amazon listing quality scores, suppression risks, and content compliance across all ASINs. Drive digital shelf execution across Walmart, Wayfair, and other marketplaces to ensure consistency and performance. Amazon Assortment, Pricing & Profitability Ownership- Lead Amazon assortment strategy based on competitive indexing, whitespace analysis, Best Sellers Rank (BSR) trends, and category growth opportunities. Partner with Pricing and Finance to establish: SKU-level profitability targets for Amazon Sustainable Amazon promotional price floors and MAP compliance Amazon-specific margin guardrails and trade spend limits Own Amazon trade spend, coop funding, Vine reviews, and promotional economics (Lightning Deals, Coupons, Subscribe & Save). Ensure full integration of demand planning, forecasting, and in-stock optimization for Amazon marquee events (Prime Day, holiday peaks). Identify gaps in Amazon product assortment and share data-driven insights with the product development team to support Amazon-exclusive SKU development and whitespace opportunities. Manage assortment, pricing, and profitability across Walmart Marketplace, Wayfair, and other platforms. Amazon Data, Analytics & Performance Intelligence- Develop executive-level Amazon dashboards using Amazon Brand Analytics, Vendor Central reporting, Seller Central analytics, and AI-powered tools. Drive performance using Amazon-specific metrics: Search Query Performance (SQP) Conversion rate by ASIN Amazon Advertising efficiency (ACOS, TACOS, ROAS) Share of Voice (SOV) and category share trends Buy Box percentage and competitive win rate Use Amazon data to inform pricing strategy, promotional timing, new ASIN launches, advertising investment decisions, and content optimization. Extend analytics capabilities across Walmart, Wayfair, and emerging marketplaces. Cross-Functional Leadership & Strategic Influence- Serve as the Amazon and marketplace authority across the enterprise, guiding cross-functional prioritization. Partner with: Sales leadership (non-direct authority) on channel conflict mitigation and marketplace alignment Product Development on Amazon whitespace expansion and exclusive product opportunities Supply Chain on Amazon forecast integrity, FBA replenishment, and availability optimization Finance on AR, Amazon trade terms, chargeback management, and margin management Warehouse and distribution teams on FBA/SFP capability needs and performance Lead executive-level storytelling for Amazon and marketplace performance at senior leadership reviews. Operational Excellence & Process Optimization- Drive continuous improvement across: Amazon onboarding (new ASINs, Vendor/Seller transitions) Amazon catalog integrations and flat file management Amazon promotional execution (Lightning Deals, Coupons, Prime Exclusive Discounts) Amazon Advertising workflow and campaign automation Conduct recurring Amazon Business Reviews (ABRs) and marketplace QBRs to: Identify efficiency gains Surface growth constraints Improve internal execution velocity Qualifications Education- Bachelor's Degree in Business, Marketing, Finance, or related field required MBA preferred but not requiredExperience- 10+ years of progressive ecommerce, marketplace, or national account leadership experience 7+ years of senior-level marketplace or digital commerce leadership 5+ years of direct Amazon experience (Vendor Central and/or Seller Central) required Proven ownership of: Amazon P&L and advertising budgets Retail media investment strategy (Amazon Ads, DSP, Walmart Connect) Platform merchandising performance across Amazon and marketplaces Deep experience with: Amazon Vendor Central, Seller Central, Amazon Advertising (Sponsored Ads, DSP), Amazon Brand Analytics Walmart Marketplace, Wayfair, or equivalent enterprise marketplaces High-velocity promotional retail environments (Prime Day, BFCM execution) Core Skills & Expertise- Amazon Growth Strategy & Advertising Expertise Retail Media & Performance Marketing (Amazon Ads, Walmart Connect) Pricing & Trade Economics Amazon Digital Shelf Optimization & SEO Executive-Level Data Storytelling Cross-Functional Leadership Without Direct Authority Forecasting & Demand Integration Strategic Negotiation & Partner Development Financial Acumen & P&L Management Process Design & Operational Scaling Leadership & Behavioral Expectations- Operates as a growth-minded business builder with deep Amazon expertise Demonstrates strategic confidence with execution discipline Leads with data, accountability, and clarity Maintains high integrity, trust, and enterprise leadership presence Thrives in fast-moving, performance-driven environments Work Environment & Physical Requirements- Able to perform standard executive work functions including computer, communication, and presentation requirements Light lifting may be required for equipment or materials (up to 25 lbs) Show more Show less - Seniority level Executive Employment type Full-time Job function Marketing, Advertising, and Sales Industries Furniture and Home Furnishings Manufacturing and Retail Referrals increase your chances of interviewing at Ashley Furniture Industries by 2x See who you know