Job Description
At Ecotone, we are a purpose-driven company with a clear mission to propose an alternative food model that prioritizes organic and plant-based solutions, all with the aim of protecting Biodiversity. We believe that through sustainable practices and ethical decision-making, we can contribute to a healthier planet and a more equitable future. Our commitment to human rights, diversity, and inclusion is at the heart of everything we do, as we work to create a positive impact both in the workplace and in the world around us.
The Global Amazon Lead is the global commercial and strategic owner of the Amazon business across Europe and international expansion markets.
The role is responsible for
- Driving profitable growth across Amazon platforms
- Leading European Vendor negotiations and commercial governance
- Providing functional leadership to EU Amazon Account Managers
- Steering Retail Media as a commercial investment lever
- Owning global Amazon agency architecture
- Driving Amazon-specific innovation and portfolio strategy
- Building and scaling new markets (US, Japan, Canada, Australia)
This role combines commercial leadership, strategic negotiation, governance and selective operational market development.
Key responsibilities
- Global Amazon Growth Strategy
Define and execute global Amazon ambition and roadmap
Identify growth levers by market and platform
Define Vendor vs Seller strategy by geography
Establish scalable operating model for future expansion
- European Commercial Leadership & Vendor Negotiation
Lead European Vendor negotiations and Joint Business Planning
Define annual trade terms framework and negotiation playbook
Drive margin transparency (AVN, chargebacks, trade investments)
Establish pricing governance principles
Ensure cross-market alignment and leverage scale in negotiations
Own consolidated Amazon P&L view and contribution steering
- Functional Leadership of EU Amazon Account Managers
Provide strategic direction and commercial guardrails
Align country plans with global growth objectives
Lead quarterly performance reviews and benchmarking
Ensure harmonized KPI framework and reporting standards
Drive best-practice sharing across markets
- Retail Media Investment Steering
Define global Retail Media principles and measurement framework
Align media investment with commercial negotiation strategy
Benchmark efficiency and share-of-search across markets
Integrate Retail Media into annual commercial planning cycles
Partner with marketing to ensure incrementality and profitability focus
(Execution remains local; governance and steering are global)
- Global Agency Governance
Define and own global Amazon agency ecosystem
Select and manage agency partners for expansion markets
Establish performance KPIs and governance cadence
Ensure scalability, cost-efficiency and capability build-up
Evaluate build vs. outsource model over time
- Amazon Channel Innovation & Portfolio Steering
Identify Amazon-specific portfolio opportunities
Develop business cases for channel-exclusive SKUs or bundles
Feed platform insights into global innovation pipeline
Prioritize seed SKUs for new markets
Define profitability thresholds and scaling criteria
Lead pilot launches in new geographies
- International Market Expansion (Hands-on where required)
Define go-to-market model for US, Japan, Canada, Australia
Full P&L responsibility & operational mandate (for US, JP, AU, CN) with agency support
Ensure operational setup, compliance and scalability
Transition to governance model as markets mature
Profile
- 8–12+ years experience in Amazon commercial management
- Proven Vendor negotiation experience in Europe (mandatory)
- Strong understanding of trade terms, AVN, chargebacks and contribution drivers
- Experience scaling Amazon across multiple markets
- Experience managing agencies and cross-border stakeholders
- Retail Media strategic experience
- Strong financial acumen (P&L steering, profitability modeling)
- International expansion experience preferred (US highly desirable)
- Fluency in English; additional European language a plus
If you are passionate about making a positive impact on both people and the planet, we invite you to apply and help us build a sustainable, inclusive future.
