Director of Sales, Amazon

From its birthplace in Berkeley, Peet’s started a revolution, single-handedly inspiring the craft coffee movement in the U.S. Now we are on an inspiring, award-winning journey from a beloved regional brand to becoming a national icon.

At Peet’s, our love for the bean is strong. We are coffee for coffee people. We are the champions of coffee quality, craft, and culture--- and a leader in sustainability. We are on a mission not only to make better coffee, but to make coffee better, improving the lives and livelihoods of coffee growing communities.

We are looking for a Director of Sales, Amazon who will continue to drive growth with one of our most important customers. We have built a large and growing business on a solid brand foundation that cannot be bought – a superior product, a compelling and authentic heritage, and a passionate cult-like following. Now, we are seeking a highly skilled and motivated individual to expand our presence on Amazon and bring new consumers into the brand.

The person in this role will be responsible for developing and executing our Amazon strategy across all of Amazon’s businesses (Core, Fresh, Business, Amazon Today, authorized distributors, and others), including full P&L ownership. The Amazon team will work cross-functionally to continuously innovate and test new methods to drive traffic and conversion, enhance the consumer experience, optimize pricing and assortment, and expand fulfillment programs to increase sales and profitability.

Amazon plays a pivotal role in our company's success, serving as a cornerstone of our sales strategy and brand visibility efforts. With its unparalleled reach, high sales volume, and influential role in product discovery, Amazon represents a crucial channel for reaching our target audience and driving revenue growth. As the Director of Sales, Amazon, you will spearhead our efforts to capitalize on this platform's vast potential, leveraging its capabilities to maximize sales, enhance brand visibility, and connect with customers on a national scale. Your leadership will be instrumental in helping us win in today's dynamic e-commerce landscape.

This role reports to the SVP CPG. Reporting to this position is the Amazon Account Manager. This role partners heavily with Sales Planning, Insights, Operations, Supply Chain, Digital, Brand Marketing, CX, and Finance, as well as an external agency.

Candidate must have willingness to periodically travel to our Home Office in Emeryville, California.

Essential Responsibilities

• Develop and implement comprehensive sales strategies to optimize performance on Amazon.
• Lead, develop, mentor, and motivate your internal team as well as agency partners.
• Cultivate and maintain strong relationships with key stakeholders at Amazon.
• Analyze sales data, market trends, and competitor activities to identify opportunities for growth.
• Working closely with the digital team, customer insights, and sales planning, develop plans to attract new-to-brand purchasers and retain existing consumers, including paid search and display, promotions, assortment, and pricing.
• Collaborate with brand marketing, product development, operations, finance, and supply chain teams to ensure alignment and integration of efforts.
• Have strong partnership with Sales Planning & Analytics team to define Amazon’s role in the broader Channel Strategy and look at the business through an Enterprise lens.
• Be comfortable negotiating and ensuring delivery of agreed upon metrics and contract value; secure terms for contracts, with the ability to bargain and negotiate concessions in the interest of parsing out a final contract containing terms by which all parties agree to abide.
• Monitor and manage inventory levels, pricing strategies, and promotional campaigns.
• Drive continuous improvement initiatives to enhance operational efficiency and effectiveness.
• Provide regular reporting and performance updates to senior management.
• Manage the Amazon P&L, Annual Operating Plan (AOP) forecast, and delivery against the AOP. Support with detailed traffic, conversion, promotion, assortment, and retention plans and forecasts with clear, simple, and timely tracking and reporting.
• Maintain a thorough understanding of current and emerging trends on Amazon and in eCommerce in general, including competitive analyses.
  
  

Qualifications

• 10+ years of sales experience, 5+ years of expertise in eCommerce and/or CPG. Amazon experience required.
• Strategic and analytical thinker who is detail oriented and holds a very high bar for customer experience.
• Creative, highly motivated, self-starter, detail-oriented, organized, can efficiently work in an extremely fast-paced environment; a team player and possess excellent verbal and visual communication skills.
• Has a strong growth-mindset. Comfortable with both ambiguity and change.
• Track record of consistently delivering or beating forecasts as well as delivering P&L targets.
• Highly collaborative and thrives working cross functionally with other motivated, passionate Peetniks.
• Passionate about Peet’s purpose.
  
  

Certificates, Computer Skills

• Must have experience managing business through Amazon's Vendor Central
• Must be proficient in PowerPoint, Excel, and Word
  
  

Peet’s Home Office is a Hybrid worksite, which requires any Home Office employees to work onsite (Emeryville, CA) 3 days per week with the exception of any fully-remote role.

At Peet’s we hire the best people and are committed to supporting our employees and rewarding them for their work. The target annual base salary range for this position is $175,000 - $200,000. The actual base salary offered depends on a variety of factors, which may include, as applicable, the applicant’s qualifications for the position; years of relevant experience; specific and unique skills; level of education attained; certifications or other professional licenses held; other legitimate, non-discriminatory business factors specific to the position; and the geographic location in which the applicant lives and/or from which they will perform the job. Peet’s offers a generous benefits package to full-time employees, which includes comprehensive health, dental and vision plans; a superior 401(k) plan, various paid time off programs; employee discount/perks; life insurance; disability insurance; flexible spending accounts; and an employee referral bonus program