Director - Small and Medium Businesses , Retail Business Services SPEG

Are you ready to lead a high-impact vendor management organization? Are you energized by the challenge of building scaled solutions that drive profitable growth for tens of thousands of vendors across the world's largest e-commerce ecosystem?

Amazon is seeking a Director, Retail Business Services (RBS), Selling Partner Engagement & Growth (SPEG) Small and Medium Businesses (SMB) to serve as the single-threaded leader for end-to-end management of Torso/Tail vendors — driving profitable growth through two integrated programs: Amazon Vendor Services (AVS) - paid vendor management service, and Mass Vendor Relations (MVR) - non paid scaled vendor management.

This role presents a unique opportunity to lead a ~$20B+ GMS business across worldwide Amazon marketplaces, managing a team of ~2,000 HC and 10 direct reports spanning 10 countries. You will simultaneously manage paid (AVS) and non-paid (MVR) vendor channels with distinct P&L dynamics across 18 stores globally. The business demands active navigation of multi-dimensional headwinds — including complex vendor portfolio transitions, tariff-driven profitability erosion, vendor fraud detection, and evolving marketplace dynamics — all while sustaining strong productivity improvement.

The successful candidate will shape the future of how Amazon manages its Torso/Tail vendor ecosystem at scale, defining how we leverage technology, and operational excellence to drive vendor growth, improve profitability, and deliver best-in-class Selling Partner experience. This role offers unparalleled opportunity to build and scale programs that directly impact Amazon's bottom line while enhancing the experience of thousands of vendors worldwide.

• Key job responsibilities
• Strategic Leadership & Vision
• - Drive the north star vision of "no-unmanaged vendor" across WW Amazon marketplaces — building scaled, paid and non-paid vendor management solutions (AVS, VCP, MVR) that drive profitable growth for Torso/Tail vendors
• - Establish and own the P&L for Torso/Tail vendors; build a shadow P&L and drive key input metrics (inventory, pricing, selection, deals) to drive business growth and profitability
• - Define and execute the multi-year growth agenda — expanding Torso/Tail vendor coverage globally, scaling to new marketplaces, and reimagining delivery models

• Program Management & Execution
• - Build Best-in-Class AVS service — enabling vendor growth through Vendor Growth Plans (VGPs)
• - Lead MVR growth engine — recruit and ramp new brands, reduce activation time, and drive FCF

• Stakeholder Management & Influence
• - Influence Retail Leaders (Country Managers, Finance, Category Leaders) across VP organizations to identify business priorities, develop joint goals, drive standardization, and jointly build the long-term strategic vision for program growth
• - Lead vendor negotiation strategy — own annual vendor negotiations (AVN) and build always-on negotiation (AoN) capabilities targeting incremental FCF and CM improvement

• Innovation & Technical Leadership
• - Champion GenAI automation to drive productivity improvement
• - Build proactive detection mechanisms for vendor fraud and emerging risk MOs
• - Drive Exceptional Vendor Experience (VX)— through internal and external benchmarking to understand key vendor pain points, and build the services, technologies, systems, and mechanisms to drive best-in-class VSAT

• Leadership Impact
• - Own the people charter — define the appropriate org structure, drive consistency in employee experience across 10 countries, drive diversity and inclusion initiatives that impact at scale
• - Build mechanisms to audit employee and team performance, and cultivate a Day-1 culture of bold experimentation and GenAI upskilling
• - Develop next-generation leaders across a globally distributed team
• - Make bold, high-velocity decisions in areas where the operating model is actively being redefined

Basic qualifications

• - Full time MBA or equivalent
• - Minimum 10+ years in managing vendor relationships
• - Experience managing P&L at scale across multiple geographies
• - Hands-on experience in Retail, eCommerce, and supply chain functions
• - Experience in complex cross-functional launches partnering with central teams

Preferred qualifications

• - Business Education (MBA) preferred
• - Familiarity or experience with autonomous systems and machine learning is a plus for this role
• - Exceptional written, verbal, and presentation skills; excellent interpersonal skills
• - Proven analytical and quantitative skills; ability to use hard data and metrics to back up assumptions and develop project business cases
• - Demonstrated agility in thriving within fast-paced and innovative environments
• - Experience in working with diverse set of team members, stakeholders, and customers
• - Track record of driving large-scale automation and GenAI adoption in operational environments

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.