Director Marketplace, FBM

Director Marketplace, FBM Staples Framingham, Massachusetts The Director Marketplace, FBM will serve as the General Manager for Amazon FBM (Fulfilled by Merchant), owning end-to-end strategy, storefront strategy, operational excellence, and cross-functional orchestration. You will act as the GM of FBM operations and strategy while partnering closely with Pricing, Merchandising, Marketing, Supply Chain, and Catalog/Content to accelerate scalable, profitable growth.

This role will have full P&L ownership ($360MM in 2026). This role will set the multiyear vision for the FBM business, ensuring superior customer experience while driving cost-to-serve efficiency and advancing Staples Marketplace as a top-performing 3P seller on Amazon.

Duties & Responsibilities

• P&L Ownership & Business Leadershipo Own full revenue, contribution margin, and EBITDA performance for the Amazon FBM business.

o Lead business planning, forecasting, KPI management, and financial decision-making.o Build and execute the FBM multiyear strategy—including assortment, pricing, channel positioning, and category growth.o Diagnose performance trends and implement corrective actions to achieve revenue and profitability targets.o Build scalable processes that support long-term financial sustainability and channel growth.

• Storefront Strategy & Growth Executiono Build and refine channel growth plans using competitive insights, demand trends, and profitability modeling.

o Identify and evaluate assortment expansion opportunities across long-tail, replenishable, and exclusive Staples products.o Improve Buy Box competitiveness through coordinated pricing, availability, shipping speed, and performance execution.o Drive Own Brand penetration through pricing optimization, dedicated inventory, and commercial activation strategies.

• Operations Leadershipo Oversee day-to-day FBM fulfillment execution, including SLA adherence, routing logic, promise accuracy, and multinode delivery performance.o Partner with Supply Chain to enhance speed, reduce cost, strengthen carrier performance, and unlock new delivery models.o Lead operational initiatives to lower defects, cancellations, returns, and claim rates

Cross-Functional Partnershipo Pricing:

Execute dynamic pricing strategy, MAP compliance, and revenue/margin optimization.o

Merchandising:

Partner with merchandising to support vendor partnerships, category opportunities, and assortment prioritization.o

Marketing/Retail Media:

Collaborate on Amazon Advertising strategies to improve rank, visibility, NTB acquisition, and category penetration.o

Catalog/Content:

Ensure listing accuracy, SEO optimization, A+ content excellence, and PDP compliance.

What You Bring to the Table

• Strategic thinker with strong business acumen and operational discipline.
• Strong analytical problem-solver with a data-driven decision-making style.
• Clear, concise communicator able to translate complex data into action.
• High sense of ownership, urgency, and accountability.
• Ability to operate independently and lead through influence.
• Strong execution mindset with attention to detail and continuous improvement.

Education & Work Experience Requirements:

Minimum:

Bachelor's degree required, preferably in Business, Supply Chain, Marketing, Finance, or related field

• 10+ years in eCommerce, Marketplace, Amazon operations, or multichannel retail
• 5+ years specifically managing complex marketplace operations at scale
• 5+ years of product/program management experience

Basic Qualifications:

• Proven success owning or managing a P&L, including revenue, margin, and EBITDA management.
• Experience managing Amazon FBM, 3P operations, or fulfillment-based marketplace models.
• Strong understanding of Amazon seller tools, Buy Box mechanics, retail media, catalog compliance, and seller health metrics.
• Strong analytical capabilities including BI tools, Excel modeling, KPI management, and decision frameworks.
• Experience working cross-functionally with Pricing, Merchandising, Marketing, Supply Chain, and Catalog teams.
• Strong problem-solving capability with demonstrated impact on cost-to-serve, defects, or operational speed.

Preferred Qualifications:

• Experience at a top 3P seller, aggregator, or category-leading Amazon brand.
• Experience with multi-node routing, promise-accuracy engineering, or supply chain optimization.
• Experience handling Amazon policy, compliance, and appeals processes.
• MBA or equivalent advanced business degree.