Key Account Marketplace Manager
Department: E-commerce Operations
Reports To: [Founder / CEO / VP Ops — fill in]
Location: Dwarka, Delhi
Employment Type: Full-time
Experience Required: 10–15 years total e-commerce/retail experience, with substantial hands-on Amazon marketplace ownership (minimum 6-8 years directly on Amazon Seller Central, ideally spanning both India and international marketplaces)
Marketplaces Owned: US, CA, MX, UK, EU (DE/FR/IT/ES), AE, JP — [confirm final list]
Role Summary
Lead the company's global Amazon presence end-to-end — from new marketplace launch through steady-state P&L ownership — across all assigned regions. This is a leadership role, not a hands-on-keyboard execution role: the Head of Global Marketplace is expected to build and manage a team of regional specialists, agencies, or VAs, set strategy and budget, and be personally accountable for outcomes (revenue, account health, compliance) without necessarily executing every listing or claim themselves. Direct hands-on expertise in at least 2-3 marketplaces is expected; for markets requiring native language (e.g., JP) or deep local compliance (EU VAT), this person is expected to have managed such functions through others previously, not necessarily done it personally.
Why this role exists: to remove founder/leadership dependency on day-to-day Amazon decisions and to professionalize the account across all regions simultaneously — launches, escalations, compliance, and growth strategy.
Key Responsibilities
Leadership & Strategy
- Build and manage the team/agency structure needed to run 7-8 marketplaces (in-house hires, freelancers, or regional agencies)
- Own the Amazon global revenue and margin targets; report performance and strategy to leadership on a defined cadence
- Set go/no-go decisions on new marketplace launches based on cost-benefit (registration cost, tax complexity, expected volume)
- Own vendor relationships: agencies, tax consultants, translation/localization partners, freight forwarders for FBA
- Define escalation protocols and SLAs for the team, rather than personally handling every case
Marketplace Account Setup & Registration
- Register new seller accounts across target marketplaces (US, CA, MX, UK, EU, AE, JP), including entity documentation, bank account/currency setup (via Payoneer/local bank/Amazon Currency Converter), and identity verification
- Set up tax compliance per region: US sales tax nexus settings, EU VAT (incl. OSS registration where applicable), UK VAT, AE VAT, JP consumption tax
- Apply for Brand Registry per region and link to global brand where applicable
- Coordinate trademark/local compliance documentation required for each marketplace (varies by country)
- Set up Amazon Global Selling / linked accounts where regions support unified account structures, to reduce duplicate registration overhead
Catalog & Listing Strategy
- Set listing quality standards and localization requirements per marketplace; personally execute for markets within own expertise, delegate/QA the rest (especially JP)
- Own variation/parent-child structure strategy across regional catalogs
- Escalate and resolve listing suppressions or policy flags that the team can't clear on their own
Brand Approval & Gating
- Own the brand approval / ungating process across regions, either personally or via the team; ensure documentation (trademark, invoices, tax IDs) is current per market
- Build a renewal calendar so approvals never lapse — treat lapses as a leadership-level failure, not a task miss
SAFE-T Claims & Reimbursements
- Set the claims process and evidence-collection standard for the team to follow
- Personally step in on claims above a defined value threshold or ones stuck past SLA
- Track claim recovery rate as a KPI, not just individual claim outcomes
Shipment & Inventory Strategy
- Own inbound/outbound shipping strategy per marketplace (FBA vs. FBM mix, freight forwarder relationships)
- Set inventory planning targets (reorder points, aging thresholds) and hold the team accountable to them
- Personally handle cross-border logistics decisions (customs, duty optimization) given deeper experience
Customer Support Oversight
- Set SLA standards for buyer messages, returns, and A-to-Z claims across the team
- Personally review support quality/tone periodically, especially in markets prone to review-bombing or high A-to-Z rates
Account Health Management
- Own Account Health Rating (AHR), ODR, and policy violation exposure across every marketplace as a single consolidated view
- Personally draft and submit Plans of Action (POA) for serious suspensions — this is not delegated, given the stakes
- Build early-warning reporting so account health issues are caught before they become suspensions
Advertising & Buybox
- Set advertising strategy and budget allocation across marketplaces; PPC execution can sit with a specialist/agency reporting into this role
- Own buybox and pricing strategy decisions, including repricer tool selection if used
- Report ACOS/TACOS trends and tie them to overall marketplace P&L
Reporting & Executive Communication
- Deliver monthly (or as-needed) performance reporting to founders/leadership: revenue, margin, account health, and risk flags across all marketplaces
- Be the single point of escalation to leadership for anything Amazon-related — payment holds, suspensions, major policy changes
- Represent the company in any direct Amazon Account Manager relationship (for accounts with dedicated Amazon support)
Requirements
- 10–15 years total experience in e-commerce/retail/D2C, with at least 6–8 years directly managing Amazon Seller Central accounts
- Proven track record launching Amazon accounts from zero in at least 2-3 international marketplaces (not India-only), including tax/compliance setup
- Demonstrated leadership experience: has managed a team, agency network, or cross-functional group, not just executed tasks solo
- Deep working knowledge of FBA operations, referral fee structures, category gating, and how these differ by region
- Track record handling high-value SAFE-T claims and reimbursement disputes, and has personally drafted successful POAs for account suspensions
- Working understanding of cross-border tax: EU VAT/OSS, UK VAT, US sales tax nexus — enough to direct a tax consultant, not necessarily file personally
- Strong executive communication skills — this role reports findings and risk directly to leadership
- Prior P&L or budget ownership for an e-commerce channel
Nice to Have
- Experience with Amazon Global Selling / linked account structures
- Experience managing a distributed team across time zones (given JP/EU/US spread)
- Existing relationships with Amazon-focused agencies or freight forwarders
- Exposure to Amazon Business / B2B seller accounts
- Prior experience in a Director/Head-of-Marketplace or similar title at another company
Pay: ₹89,000.00 - ₹120,000.00 per month
Work Location: In person
