Key Responsibilities and Required Skills for Amazon Account Manager

🎯 Role Definition

The Amazon Account Manager is a client-facing, strategic role responsible for driving sales, margin, and brand health for vendor and seller partners on Amazon. You will own the commercial relationship with assigned brands or sellers, build quarterly and annual growth plans, lead performance reviews, optimize digital merchandising and advertising (Sponsored Products, Sponsored Brands, DSP), and coordinate cross-functional Amazon operations—catalog, supply chain, pricing, and marketing—to maximize discoverability, conversion, and long-term growth on Amazon Marketplace.

Key SEO and LLM keywords: Amazon Account Manager, Amazon Vendor Manager, Seller Central, Vendor Central, Amazon Advertising, Sponsored Products, Sponsored Brands, Amazon DSP, FBA, listing optimization, ACOS, conversion rate optimization, ecommerce strategy, marketplace growth.

📈 Career Progression

Typical Career Path

Entry Point From:

Account Coordinator, e-commerce or digital advertising
Junior Account Manager, retail or marketplace
Sales Development Representative with marketplace experience

Advancement To:

Senior Amazon Account Manager / Strategic Account Manager
Marketplace Director / Head of Amazon
Vendor / Marketplace Sales Lead for a region or category

Lateral Moves:

Amazon Advertising Specialist / Media Planner
Ecommerce Manager / Marketplace Merchant
Category Manager or Brand Manager (retail)

Core Responsibilities

Primary Functions

Own the commercial relationship with a portfolio of Amazon vendor or seller clients, acting as the primary point of contact and trusted advisor to deliver growth against sales, margin, and market-share objectives.
Develop and execute annual and quarterly account plans that align to client business goals and Amazon channel strategies, including forecasting, assortment expansion, pricing strategy, and promotional calendars.
Drive revenue and profitability by managing product assortment, recommendations for FBA vs. FBM, inventory health, and buy-box strategies to minimize stockouts and lost sales.
Lead end-to-end campaign strategy and execution for Amazon Advertising (Sponsored Products, Sponsored Brands, Sponsored Display, Amazon DSP), including keyword strategy, bidding, budget allocation, creative recommendations, and A/B testing to improve ACOS and ROAS.
Optimize product listings and A+ content (EBC) by collaborating with content, creative, and catalog teams to improve discoverability, keyword relevance, conversion rate, and SEO on Amazon.
Analyze weekly and monthly performance using Amazon Analytics, Retail Analytics, Brand Metrics, and advertising dashboards to identify opportunities, report ROI, and adjust strategies to achieve KPIs.
Prepare and present executive-level business reviews (QBRs), performance summaries, and actionable roadmaps that synthesize data into clear recommendations and next steps for stakeholders.
Negotiate commercial terms, promotional funding, marketing co-op, and program participation with vendors to secure favorable margins and promotional support while ensuring alignment with Amazon policies.
Coordinate cross-functional internal teams—catalog/merchandising, supply chain, inventory planning, pricing, operations, and legal—to execute launches, promotions, and corrective action plans on account issues.
Drive product launches, including go-to-market timelines, A+ content, advertising ramps, review generation strategies, and post-launch optimization to accelerate velocity and organic ranking.
Monitor and enforce compliance with Amazon policies, product safety and listing guidelines, and intellectual property rules; escalate and remediate policy violations and suspension risks.
Implement seasonal and event-driven strategies (Prime Day, Black Friday, Cyber Monday, Holiday) including promotional planning, inventory forecasting, and advertising scale-up to maximize share of voice and conversion.
Build and maintain forecasting models and sales pipelines for assigned accounts, providing accurate revenue projections, inventory needs, and lead times to support supply chain planning.
Manage chargebacks, reimbursements, and vendor compliance issues by partnering with operations and finance to resolve disputes and protect client margins.
Cultivate long-term relationships with brand decision-makers, educating them on Amazon best practices, platform innovations, and competitive insights to drive adoption of new features and merchandising programs.
Identify and activate new growth levers such as subscription models, B2B listings, international expansion, Amazon Live, and Brand Stores to diversify revenue and increase customer lifetime value.
Conduct competitive and marketplace research to inform assortment decisions, pricing strategies, and promotional execution—translating market intel into tactical actions.
Lead troubleshooting for critical account health incidents (inventory outages, listing suppressions, negative reviews, buy box loss), coordinating rapid cross-team responses and root-cause analysis.
Mentor junior account managers and onboard new clients, standardizing successful playbooks, performance templates, and client-facing materials to scale account management best practices.
Drive adoption of Amazon seller/vendor tools (Seller Central, Vendor Central, Advertising Console, A+ Manager, Brand Registry) and educate clients on reporting, invoicing, and performance dashboards.
Collaborate with brand marketing and legal teams to ensure all creative, claims, and content adhere to marketplace rules and regulatory requirements for product categories.
Track margin leakage and profitability by analyzing promotions, discounts, freight, and advertising spend; recommend changes to pricing or promotional structures to improve net margins.

Secondary Functions

Support ad-hoc executive requests and cross-account analysis to identify portfolio-level trends and strategic opportunities.
Contribute to channel strategy and best-practice playbooks for onboarding new brands to Amazon and scaling high-potential SKUs.
Partner with data and analytics teams to refine reporting templates, automate recurring reports, and improve data quality for faster decision-making.
Participate in product and feature beta programs to provide client feedback and help shape Amazon tool enhancements.
Collaborate with external agencies and creative partners to ensure campaigns are aligned with platform best practices and achieve measurable outcomes.

Required Skills & Competencies

Hard Skills (Technical)

Deep experience with Seller Central and/or Vendor Central workflows, listings, purchase orders, chargebacks, and inventory management.
Proficiency in Amazon Advertising platforms: Sponsored Products, Sponsored Brands, Sponsored Display, and Amazon DSP.
Strong analytical skills with hands-on experience in Amazon Retail Analytics, Advertising Console reporting, Tableau, Excel (PivotTables, VLOOKUP), Looker, or similar BI tools.
Expertise in product content management including A+ Content, Enhanced Brand Content, keyword optimization, and Amazon SEO.
Experience with inventory forecasting, replenishment planning, and vendor negotiations to avoid stockouts and overstock.
Familiarity with ecommerce metrics: ACOS, TACoS, CPS, ROAS, conversion rate, click-through-rate (CTR), and share of voice.
Knowledge of FBA, FBM operations, Amazon Logistics, and operational SLAs that affect delivery and customer experience.
Competence in campaign setup, bid strategies, budget pacing, and performance optimization across large scale ad spends.
Experience using third-party seller tools (Jungle Scout, Helium 10, Sellics, Feedvisor) is a plus.
Ability to build financial models, create forecasts, and prepare business cases that tie investments to expected ROI.

Soft Skills

Proven client relationship management and consultative selling skills; comfortable presenting to senior brand executives and negotiating commercial terms.
Excellent written and verbal communication with the ability to translate data insights into simple, actionable recommendations.
Strong project management and prioritization skills, able to coordinate cross-functional teams and manage multiple accounts simultaneously.
Strategic thinker with a results-oriented mindset and the drive to meet or exceed sales and profitability targets.
Problem-solving agility and calm under pressure when managing escalations or operational crises.
Collaborative team player who can influence without direct authority and foster internal/external partnerships.
Continuous learner attitude to stay current with Amazon feature releases, marketplace trends, and advertising innovations.
Attention to detail and high standards for data quality, reporting, and execution.

Education & Experience

Educational Background

Minimum Education:

Bachelor's degree in Business, Marketing, Economics, Supply Chain, or related field (or equivalent experience).

Preferred Education:

Bachelor’s degree plus certification(s) in digital marketing, e-commerce, or analytics (Google Analytics, Amazon Advertising certification, or similar).

Relevant Fields of Study:

Marketing, e-commerce, digital advertising
Business Administration, Finance, Economics
Supply Chain, Operations Management

Experience Requirements

Typical Experience Range: 3–7+ years of account management, e-commerce, or marketplace experience (experience specific to Amazon Vendor or Seller management strongly preferred).

Preferred:

5+ years managing vendor/seller relationships or Amazon accounts with demonstrable results in revenue growth, advertising ROI, and catalog expansion.
Proven track record working cross-functionally with merchandising, operations, and creative teams to execute large-scale promotions and launches.