Job Type

Full-time

Description

The Amazon and DTC Channel Manager will own the execution and buildout of that plan across three growth engines: Amazon through our authorized marketplace partner, more than 100 direct house accounts across five verticals, and a new trade show lead engine. This is an Amazon-first, revenue-accountable channel builder role. You will manage the marketplace partner relationship day to day, improve listing performance and catalog strategy, oversee PPC and promotional planning, connect off-Amazon demand to on-Amazon conversion, and build the internal operating capability that gives Safeguard the option to run the Amazon channel in-house by FY28.

You will report directly to the Director of Marketing and serve as a thought partner as she takes broader ownership of the DTC program. The right candidate has owned Amazon marketplace performance for a brand, understands the mechanics of Brand Registry, Amazon Attribution, A+ content, external traffic measurement, ranking, and contribution margin, and knows how to hold partners accountable while building the systems needed for a possible reseller-to-in-house transition.

Pillar 1 - Amazon Marketplace Channel with a Specific Revenue Plan
• Deploy an approximately $100K media plan across Safeguard direct spend and marketplace partner investment.
• Own the marketplace partner relationship end to end, including Monthly Business Reviews, Quarterly Business Reviews, the co-marketing calendar, and commercial restructuring tied to data transparency and performance-linked budget terms.
• Expand the catalog into 3-5 new SKU families and reduce legacy product revenue concentration.
• Upgrade top listings, A+ content, catalog structure, and external traffic measurement while connecting off-Amazon demand creation to Amazon conversion, attribution, ranking, ROAS, and contribution margin.
• Build the systems, reporting, catalog knowledge, partner cadence, and operating discipline required to make a potential FY28 in-house Amazon model a realistic option.

Pillar 2 - House Accounts
• Import and segment all accounts across multiple tiers into ActiveCampaign; maintain data hygiene year-round.
• Run named account plans and quarterly QBRs for multiple Active High accounts
• Execute the COMEBACK win-back program for lapsed accounts, including phone sweeps for the top 20 accounts by value.
• Drive net-new direct revenue through outbound, referral, and website conversion motions.
• Introduce a new consumer-focused kit line in the third quarter through existing direct channels.

Pillar 3 - Trade Show Lead Engine (Upside)
• Enforce a 48-hour contact SLA for all badge scans so no qualified lead is left unattended.
• Build and run the Day 1 / 5 / 14 / 30 / 45 cadence for five verticals (EMS, fire, industrial, LE, military).
• Reactivate the full historical badge-scan backlog in Q1 via a 3-touch re-introduction sequence.
• Build qualified pipeline and closed revenue as upside above the core budget.

WHAT YOU'LL OWN DAY-TO-DAY
• Marketplace Partner Ownership: Serve as the primary day-to-day contact for Amazon operational, commercial, and performance matters. Schedule, prepare, and run every MBR and QBR with the marketplace partner.
• ActiveCampaign Platform: Build, administer, and optimize automations for win-back, onboarding, nurture, event follow-up, sunset, and cross-sell programs.
• Revenue Reporting: Publish a monthly one-page scorecard to the CEO and SVP covering revenue versus commit and plan, headline KPIs, wins, blockers, and asks.
• Weekly Execution Rhythm: Run Monday tracker reviews and Amazon audits, Tuesday-Wednesday outbound activity, Thursday pipeline review, and Friday planning with clear upstream decision flags.
• Quarterly Gates: Own gate documentation and reforecasting across all three pillars. Surface risks before the quarter is over, not after.
• Cross-Functional Coordination: Drive deliverables across Marketing Creative, Finance, Legal, Customer Service, and other internal partners to keep the channel plan moving.
• Budget Stewardship: Manage Safeguard media budget and co-op investment, allocating PPC, off-Amazon, PR, and creative spend against monthly ROAS, attribution, ranking, and contribution-margin gates.

Requirements

Required
• Bachelor's degree in marketing or a related field; relevant work experience may substitute for the degree.
• 3-6 years of direct-to-consumer, ecommerce, or marketplace channel management experience with demonstrated revenue ownership.
• Direct ownership of an Amazon marketplace channel for a brand, including listing performance, catalog strategy, PPC oversight, promotional planning, content quality, and commercial performance. Agency-only experience is not sufficient unless the candidate directly owned brand-level channel decisions and can show measurable revenue impact.
• Working command of Amazon Brand Registry, Amazon Attribution, Brand Referral Bonus, A+ content, listing optimization, and external traffic measurement, with the ability to connect these tools to channel performance.
• Full-funnel fluency: proven ability to connect off-Amazon demand creation to Amazon conversion, attribution, ranking, ROAS, and contribution margin.
• Proven ability to build and administer marketing automation sequences in a CRM or email platform such as ActiveCampaign, HubSpot, Klaviyo, or equivalent. Building from scratch is required.
• Demonstrated success managing and growing a portfolio of direct/house accounts - including win-back, retention, and upsell motions.
• Comfort owning a revenue number and reporting against it at the executive level, including clear scorecards, concise updates, and specific asks.
• Strong vendor and partner management skills, with the ability to hold third parties accountable to performance terms diplomatically and effectively.
• Proficiency in Excel/Sheets for financial modeling, budget tracking, and performance analysis.
• Builder mindset with enough Amazon marketplace depth to create internal capability, not just manage campaigns. Generic web-store ecommerce experience without meaningful Amazon channel ownership will not meet the bar.

Strongly Preferred
• Experience in medical device, healthcare, safety products, or adjacent regulated or specialty categories.
• Familiarity with five-vertical customer types: EMS, fire service, law enforcement, industrial/safety, or military/government.
• Prior experience moving an Amazon channel from reseller, distributor, or agency-led execution into an in-house Seller Central model.
• Experience negotiating commercial terms with a third-party marketplace seller or agency, including data rights, performance incentives, co-op budgets, and operating cadence.
• Prior experience with trade show lead programs - badge scan to pipeline cadence, CRM tagging, and show-specific nurture.

Who You Are
• You are an operator first. You build the plan, run the plan, and flag exceptions upstream without needing heavy oversight.
• You care about the number. Revenue accountability energizes you, and you know how to translate performance data into action.
• You are a builder. You have stood up programs from limited infrastructure and can create the systems, reporting, partner discipline, catalog knowledge, and operating cadence needed to make a possible FY28 in-house Amazon transition real.
• You communicate efficiently. Your scorecards are clear, your asks are specific, and your blockers come with proposed solutions.
• You are commercially sharp. You can read a margin analysis, spot a pricing problem, and bring it to the right stakeholder.

Why This Role Matters

This role is designed for someone who can build a scalable marketplace engine, not simply manage a set of campaigns. Success means growing the channel now while creating the operating maturity, insight, and internal capability Safeguard needs to make better long-term decisions about Amazon ownership.

What We Offer
•Competitive salary + bonus opportunity• Medical and dental benefits• 401K with company match• Generous time off