As ZAGG's
Senior Director, Sales: ZAGG, you will be a margin-first sales leader who runs the largest brand in the channel and takes it into Europe.
This role owns the ZAGG marketplace business: screen protection and cases on Amazon in the US and across the EU5 markets (UK, Germany, France, Italy, and Spain), and on Walmart Marketplace. Screen protection is the largest and most profitable category in the channel. The mission is the one the whole Marketplaces team works to: grow Net Profit dollars. That means gross margin less advertising, fulfillment, seeding, and platform costs.
This is a senior, hands-on role. The Senior Director personally runs screen protection and cases, the two categories that define ZAGG on Amazon, and leads the ZAGG launch in Europe, which starts from scratch.
Screen protection and cases run on different math. Screen protection converts well, and the lever is traffic. In cases, the first question is whether conversion supports media investment yet, or whether content has to come first. This person knows the difference and invests accordingly.
Most of the US business runs 1P today, and the plan is to move more of it to 3P where the margin math supports it. This role carries out that migration for ZAGG, ASIN by ASIN. Pricing and promotion decisions are made with MAP discipline and retail implications as a first principle.
We are investing to grow our marketplace business. Marketplaces are one of the biggest growth opportunities for mophie and ZAGG, and we are building a dedicated team to capture it: growing our Amazon business in the US, shifting more of it to 3P where the margins are stronger, launching across Europe, and building on Walmart Marketplace. We are also investing in software and tools that turn data into intelligence, giving the team clear visibility into margin, advertising, pricing, and the competition. Just as important, we are changing how we work. We are building a highly agile team that is focused on execution and continuous improvement: every metric has an owner, decisions are made quickly on the data, tests run constantly, and what works is scaled while what does not is stopped. This is a chance to help build that team and shape how it operates from the start.
- Reports To: Vice President, Marketplaces
- Brand: ZAGG (screen protection and cases)
- Channels: Amazon US, Amazon EU5 (UK, Germany, France, Italy, Spain), and Walmart Marketplace
- Employment Type: Full-time
- Location: mophie and ZAGG HQ, Salt Lake City / Midvale, UT
- Work Arrangement: On-site (remote applications will not be considered)
What You Will DoScreen Protection Category- Own the share-defense and share-capture plan for ZAGG screen protection across every price band. Defend the premium tier where per-unit margin is highest. Attack the mid tier where a well-funded direct competitor currently leads.
- Set and deliver market share targets by price band and traffic growth targets by category. Conversion is strong. Traffic is the lever.
- Drive the upsell strategy from standard screen protection to XTR, working with Content and Performance Marketing to show how XTR protects the device investment.
- Run the prior-generation device playbook. Older iPhone models have different price elasticity and lower retail channel risk, and the plan reflects that.
- Run the Amazon calendar on the Apple launch cycle. Compatibility windows, launch-day readiness, and inventory depth are set well before the device ships.
Cases Category- Own the cases category plan: market size, current share, and share targets by price band and device.
- Benchmark ZAGG against OtterBox and other category leaders on price, content, ratings, and traffic. Turn the gaps into a ranked plan.
- Decide whether each priority case ASIN needs a content fix, traffic investment, or both, and in what order.
- Own the cases launch plan for every new Apple device: assortment, depth, timing, and launch-day readiness.
- Recommend the variation structure for screen protection and case families, consolidated or split, based on ranking, review, and conversion data.
EU5 Expansion- Own ZAGG on Amazon in the UK, Germany, France, Italy, and Spain, from launch to profit. Europe is starting from scratch, and it is a margin opportunity or it does not proceed.
- Build the ZAGG EU5 plan: market order, launch assortment, selling model (1P, 3P, or hybrid), and pricing by market, agreed with the Senior Director, Sales: mophie so the two brands launch on one shared setup.
- Model each market's economics before launch: pricing, fees, VAT, fulfillment, currency, and ad investment.
- Work with the Operations Manager on fulfillment setup, Finance on VAT and currency, and Legal on product compliance such as CE and UKCA marking, WEEE, and battery rules.
- Set launch ad budgets and the path from launch spend to profit with the Performance Marketing Manager, International, and localized content with the Content Manager, mophie & International.
Walmart Marketplace- Own the ZAGG business on Walmart Marketplace (3P): assortment, pricing, content, Walmart Connect advertising, and fulfillment (Walmart Fulfillment Services or seller-fulfilled).
- Build the Walmart growth plan and hold it to the same Net Profit dollar rule as Amazon. It grows only where the math works.
- Keep listings healthy: content quality, seller performance standards, and buy box.
- Coordinate Walmart pricing with Amazon, .com, and retail to avoid channel conflict.
1P / 3P Execution- Carry out the 1P to 3P migration plan for ZAGG: SKU sequencing, cost adjustments, and timing, agreed with the VP and Finance.
- Enforce the buy box rule. If Amazon holds 1P inventory on a SKU, the brand does not sell that SKU 3P until Amazon's inventory is depleted.
- Find and resolve every instance of the brand competing against itself on the same ASIN.
- Recommend 1P or 3P for every new ZAGG launch, based on modeled margin dollars.
Vendor Management- Own the Amazon Vendor Manager relationship for ZAGG. Lead negotiations on co-op, damage allowance, terms, and chargebacks, in step with the Senior Director, Sales: mophie.
- Partner with Operations on PO acceptance, fill rates, and shortage and chargeback recovery.
- Make every case to Amazon in margin dollars, not preference.
Pricing and Retail Channel Discipline- Own ZAGG pricing and promotions on Amazon within MAP, coordinated with the retail and .com calendars.
- Maintain ASIN-level pricing intelligence against the top competitors in every screen protection and case price band.
- Work with the Senior Director, Automation, to move prior-generation and excess ZAGG inventory without hurting current-generation pricing.
- Where an Amazon action risks retail disruption, write the case and bring it to the VP before acting.
Key Decisions You'll Make- Which screen protection and case ASINs and price bands get investment, and which are defended, harvested, or retired.
- Market share and traffic targets by price band for screen protection and cases.
- Whether cases conversion supports media investment now, or content comes first, ASIN by ASIN.
- Launch assortment and inventory depth for every new Apple device.
- The order and timing of ZAGG SKUs moving from 1P to 3P, and the 1P or 3P call for every new launch.
- Deal and event participation (Prime Day, Prime Big Deal Days, Black Friday and Cyber Monday) for ZAGG, within MAP and retail guardrails.
- What to accept, counter, or decline in Vendor Manager negotiations for ZAGG.
- ZAGG EU5 market order, launch assortment, and selling model, and the go or no-go on each market, with the VP.
- ZAGG assortment, pricing, Walmart Connect spend, and fulfillment model on Walmart Marketplace.
What You'll Need to Be SuccessfulExperience- 10+ years of Amazon experience, including at least 4 years leading a team and owning a category or brand P&L.
- Demonstrated track record of growing Net Profit dollars on Amazon, not just revenue or ROAS. Can show the math behind the decisions.
- Hands-on experience operating both 1P and 3P, including a 1P to 3P transition and buy box conflict resolution.
- Experience negotiating with Amazon Vendor Managers on co-op, terms, damage allowance, and chargebacks.
- Proven ability to win share against well-funded competitors. Screen protection, phone cases, or mobile accessories strongly preferred.
- Deep knowledge of the Apple product launch calendar and how it shapes accessory demand.
- Experience launching or running European Amazon marketplaces strongly preferred.
- Walmart Marketplace experience a plus.
Skills & Capabilities- Vendor Central and Seller Central fluency, including PO management, pricing, and promotions.
- ASIN-level economics: builds and uses per-unit margin models net of ad spend, fulfillment, and platform costs.
- Market analytics: Brand Analytics, Search Query Performance, and third-party share tools.
- Forecasting and planning at the brand, category, and ASIN level.
- Financial fluency: contribution margin, Net Profit dollars, TACOS, ROAS.
The Intangibles- You lead from the front. You run your own category and still raise the level of every manager around you.
- You know your numbers cold and expect your team to know theirs.
- You negotiate from data, and you hold the line when the economics justify it.
- You match the pace of a high-intensity leadership team.
What You'll Love About ZAGG- Benefits from Day One: Medical, dental, and vision coverage effective your first day, no waiting period. Plus pet insurance, because your dog is family too.
- 401(k) with Immediate Vesting: Company match up to 3.5%, and all contributions are 100% vested immediately.
- Paid Time Off and Holidays: Accrued PTO, 9 paid holidays, and 2 personal days to use however you choose.
- Employee Product Discount: Discounts on the full ZAGG and mophie lineup.
- Small Team, Big Reach: Global brands, lean teams. Your work gets noticed here.
