Key Account Manager-Amazon Hardgoods

At Wilson, we are here to empower every human to live like an athlete. Passion. Creativity. Integrity. Teamwork. Ambition. Innovation. These are the qualities that have made Wilson Sporting Goods Co. the number one sports equipment brand in the world. We come together to win, grow, and celebrate. We all play for Team Wilson. We all have a role to play within our organization and are working towards the same goal. One team, one dream.

We believe that being an athlete isn’t something you do, it’s who you are. It’s a universal code of conduct, a way of seeing the world and how you show up every day. We seek out diverse voices and welcome all perspectives. Our team is composed of individuals with unique backgrounds, points of view and experiences. These perspectives create a rich and diverse culture in which we learn from one another through empathy and inclusion.

Evolving the sports world and being the best partner for players, athletes, and our community is no small task. We are continually looking to add enthusiastic, ambitious, team-first individuals who desire to make a difference —and who love to help others win. Together, we will create a better world through sport. Join us.

The Key Account Manager (KAM) is the brand/category owner for Amazon US/Canada. He/she is responsible for driving profitable sales growth with Amazon and strengthening the relationship with this important strategic customer. The KAM can analyse the performance of the business, identify the key opportunities to deliver growth and work with both Amazon and internal stakeholders to deliver them. The KAM is responsible for sell-in and accountable for managing the customer order book. Key activities focus on sell-thru – working collaboratively with marketing, commercial and the brand to define and execute plans to drive traffic, increase conversion through high quality online execution, improve operational efficiency and availability, and ensure product sufficiency needs are met.

Specific responsibilities include, but are not limited to:

• Collaborates with Wilson Sales, Marketing, Commercial, Finance and Operations teams to develop and execute the Amazon NA Joint Business Plan. Creates and implements promotional plans tailored to consumer buying habits and Amazon’s promotional calendar. Provides input on product sufficiency and manages product lifecycle on Amazon. Responsible for maintaining Wilson profitability targets across all business units.
• Owns the relationship with Amazon on behalf of Wilson and builds strong connections with key Amazon decision makers. Facilitates communication from Amazon to internal Wilson stakeholders and Brand leaders.
• Collaborates and leads Wilson/Amazon cross-functional team to exceed Wilson budgeted revenue targets and deliver defined Amazon KPIs. Coordinates the efforts of our Sales Development Analyst, Digital Marketing Manager, Product Content Specialist and Dealer Service lead for Amazon.
• Partners with the Amazon Sales Development Analyst in building the annual operational plan to exceed revenue targets and deliver defined Amazon KPIs and collaborates with any business units that lead the inventory planning process.
• Drives sell-through utilizing insights & analytics and coordinating with Amazon Digital Marketing Manager to drive traffic via Amazon Advertising. Manages annual vendor negotiations, promotional investments and buy box/price optimization.
• Acts as the Amazon Subject Matter Expert and provides inputs to internal teams on Amazon expectations related to operational excellence. Works with finance/compliance teams to complete chargeback analysis and identify root causes/propose solutions.
• Owns the revenue forecasting at brand/category level. Works collaboratively with the Amazon Sales Development Analyst to ensure inventory levels are sufficient to maximize availability, revenue, and maintain healthy order confirmation rates.
• Coordinates with Amazon Product Content Specialist to list products that convert and improve Wilson’s CX on the Amazon platform. Collaborate with the Amazon Product Content Specialist to deliver best-in-class PDP, A+ executions, and digital brand stores where applicable. Owns the ASIN-level pricing portion of the NIS process.
• Manage digital agreements for in-season investments and promotional activity in line with revenue targets and profitability guidelines. Works with Dealer Service/Compliance Team toward operational improvements and charge back reductions.

 This role requires a Bachelors’ degree in a business-related field or equivalent plus 3+ years of specific, substantial Ecommerce experience (Amazon Vendor Central or equivalent platform proficiency a plus)

Along with 3-5 years of account management experience in branded consumer good industry; athletic, outdoor, or sporting goods markets preferred

Other qualifications include:

• Excellent account management capability
• Strong communication and team leadership skills
• High business acumen with an ability to manage internal and external relationships
• Strong analytical skills and comfortable working with data and the ability to apply commercial acumen for decision making
• Strong presentation, selling and negotiation skills
• Comprehensive understanding of Ecommerce
• Positive, enthusiastic and action-oriented
• Target, deadline oriented and organized
• Solid knowledge of MS Office applications, particularly strong Excel skills
• Fluency in English both spoken and written

What We’ll Provide

A reasonable estimate of the pay range is $110,000 - $140,000 per year at the time of this posting. Within the range, individual pay is determined by factors such as job-related skills, relevant experience, education, and/or training. Please note that the range details reflect the base pay only and does not include our competitive bonus program.

We also offer an innovative, inclusive, and people-first environment with competitive benefits and perks, including:

• Medical, dental and vision
• Pre-tax transit discounts
• 401(k) with company match
• Life insurance
• Paid parental leave
• Professional development opportunities
• Volunteering programs
• Team building outings
• Discounts on Wilson and Amer Sports products
• Summer hours
• Company-sponsored sports leagues/teams
• Fun, active company outings around major sports events

Wilson Sporting Goods Co. is an equal opportunity employer. Qualified applicants will be considered without regard to race, color, religion, gender, national origin, age, sexual orientation, gender identity, gender expression, protected veteran status, disability, or any other legally protected characteristics.