Director, eCommerce - Amazon - Premier Nutrition

Here's what all the hype is about: Premier Nutrition Company (PNC) is one of the fastest-growing companies in the convenient nutrition space showing clear leadership in the category of protein shakes and protein powders. We make the brands Premier Protein, Dymatize, and PowerBar, which is sold internationally, and we are part of our holding company, BellRing Brands (NYSE: BRBR).

We have a simple, yet powerful, formula for our success, which we’ve been nailing for over 15 years. We start off with an organization powered by our company purpose—Changing Lives with Good Energy. Then our purpose-driven people are given the support and autonomy to develop and grow. Next, we are super-intentional about designing a culture where everyone feels like they truly connect and belong, which is one of our five company core values. Purpose-driven, connected employees who are consistently mastering new skills deliver amazing business results. And winning companies with amazing people and thriving cultures attract and retain top talent, so the cycle becomes self-reinforcing or what we call our regenerative culture.

We don’t mind sharing our formula since, as people who we believe in the power of changing lives with good energy, we think the world would be a better place if more workplaces treated adults like adults and gave them the platform to do the best work of their lives—alongside some truly amazing colleagues. Why don’t more companies do this? It takes deep-in-your-bones conviction to your people, products, and purpose to pull it off. It also takes resisting the urge to try to control people, and instead trusting them to make the right decisions. The results of our vibrant culture speaks for themselves: We were certified as a Great Place to Work™ for the 8^th year-running in 2024. And we currently rank #2 on Fortune Magazine’s Best Workplaces in our category, and in the top 12 for each of the last 5 years.

We have a long list of ways we take care of our people, but here are some crowd-pleasers that our employees often say they love most: Year-round ½ day Fridays, in-office massages, free lunches & snacks, dogs in the office, month-long cultural and diversity celebrations, monthly over-the-top in-office events like bring your kids to work day, 6% 401k match after 1 year, as-needed sick leave, generous paid family leave regardless of gender, all positions bonus-eligible, company-wide volunteer days, company-matched charitable donations, no employee handbook, no dress code, coaching conversations instead of performance reviews, walking meetings, free exercise classes, and company-paid gym membership for Emeryville-based employees.

PNC seeks individuals who will flourish in this type of work environment and will add to our culture and help build this high-growth company for the next phase in our amazing journey. Does this sound like you? Then read on…#LI-hybrid

The role you’re interested in…

Reporting to the Sr. Director of Global eCommerce and Omni, you will be an experienced ecommerce GM (sales, marketing, supply, finance), leading a large Amazon business (>$100M). Key business acumens includes P&L first decision making, experienced sales negotiation with a large retailer, product marketing focus, full funnel digital media ownership and ability to manage a large team, key stakeholders and agencies. Ideally, you are a self starter with a bias for action and change, with over 10 years of sales or marketing experience in a large CPG company. Some key deliverables include

• Leading annual sales and marketing plan for AMAZON USA
• Deliver the sales call and lead forecasting every quarter in line with our IBP process
• Manage a large marketing budget focused on performance marketing across 2 brands (CTR, NTB, ROAS)
• Own and lead AMZ USA P&L – gross, trade, marketing and gross margin
• Lead the strategy of content marketing to increase conversion on AMZ PDP
• Manage annual negotiation with AMZ buying team
• Continuous test & learn on promo, media & content
• Be a strong people leader with a team of five high achievers
• Be a builder of people and connecting with stakeholders, peers and leadership team
• Frequent traveling to Emeryville, Manhattan and/or Seattle

You will be part of a high performing, high visibility team as ecommerce is a key pillar of expansion in this business. There will be loads of opportunities to learn from bright minds of the field through conferences and testing. Your curiosity, leading to a learning agenda is crucial to succeeding in this role.

The work environment…

So, what’s it like to work here? If you’re based in the greater Bay Area, you’ll walk into our Emeryville office each Tuesday morning and start the in-person portion of our hybrid work week at our weekly all-company meeting and find close to 200 of your colleagues sitting on sofas, beanbag chairs, or the floor excitedly talking through the week ahead and watching a newer teammate tell their personal life and career journey followed by a quick update on any hot topics that might be relevant to the week ahead.

We are a dynamic, HYBRID workplace so every employee who lives within 100 miles of our offices is expected to come in each TUESDAY and WEDNESDAY. We aligned on those two common days way back in 2021 to be intentional about connecting in person for things like innovation, impromptu collaboration, having respectful challenges to get to better decisions, leadership role-modeling, and culture building. Great work cultures are built on stories about what great looks like in practice, and great stories on Zoom meetings are few and far between. 

The expected pay scale for this role if you’re based in CA, NY, or NJ is $200k to $210k, which may vary based on relevant experience, qualifications, geographic area (if applicable), and internal equity for the role.  The expected pay scale for this role if you’re based in any of the other states is $160k to $170k, which may vary based on relevant experience, qualifications, geographic area (if applicable), and internal equity for the role.

Our modern 50,000 sq. foot headquarters straddle the border of the cities of Emeryville, Oakland, and Berkeley, California with free onsite parking and many transportation options.

You’re excited about this opportunity because your time will be filled with leading…

Demand Generation & Content Creation: 25% of your time

• Own the AMZ marketing 3 year strategy
• Upper to lower funnel planning with our upper funnel agency (Agency of Record)
• Deliver BIC innovation launches – forecasting, content creation, GV planning + test & scale
• Continuous content and metadata optimization to drive SEO and conversion
• Test & learn mentality and guide the team on hypothesis + KPIs
• Partner with agencies and base marketing team to optimize marketing spend
• Strong partner with Base marketing and Digital marketing team to create a consistent brand experience

Sales and P&L Management: 25% of your time

• Create and deliver the annual sales plan of AMZ business with quarterly LE updates
• Lead IBP for AMZ and Improve forecasting accuracy
• Manage buyer / CSM to optimize his/her workflow and drive sales and unlock new test opportunities
• Plan and create annual JBP / Top to top / AVN with Amazon business leads
• Create, plan and own trade spend while partnering with RGM team to optimize promo spend
• Strong partner with Sales Strategy, RGM and Sales finance to feed into channel strategy

Building an Engaged & Sustained Team: 20% of your time

• Consistently focuses on people engagement and development – Living up to our “Best Place to Work”
• Manage a highly engaged and curious team – continue to push the status quo of the business
• Builds peer support and strong internal company relationships with other functional leaders
• Fosters a team culture focused on continuous improvement (learning agenda to unlock AMZ flywheel)
• Embrace and support our Good Energy culture and PNC values

Data, Catalogue & Supply Excellence: 20% of your time

• Create a sustained process to manage LBB, price scrape and 3P offerings
• Optimise pickup network planning to improve PPM
• Create a reporting strategy to track AMZ insights – retail analytics, brand analytics
• Integrate new technology / agencies to deliver more actionable insights

The daily stuff that everyone does but few quantify: 10% of your time

• Attending meetings and presentations
• All hands, team, and cross-functional meetings, offsites, training, and industry events
• Participating in company-wide activities and events galore
• Impromptu conversations with colleagues
• Administrivia like email, calendaring, expense reports, etc

What are we looking for?

Education:

• Bachelor’s degree required

Experience 

• 10+ years of experience within the Consumer-Packaged Goods (CPG) Industry, managing a P&L over $25M (sales, trade and marketing)
• 5+ years of Amazon 1P management experience
• 5+ years of people management experience
• Ideal candidate also had experience on brand management, content creation, digital marketing

The 5 capabilities or mindsets most relevant to this role:

• Inspire and influence—build trusting, win-win relationships; motivate those whom you lead and peers
• Enterprise strategic view—take the full company perspective over departments or channels
• Challenge ideas respectfully by sharing your real opinion with conviction; disagree in a way people feel heard
• Play to win—exceed stretch goals and have fun doing it along the way
• Give guidance—share clear feedback & praise; remove obstacles; coach without micromanaging

You will thrive here and may just do the best work of your life if…

• You want to be an integral part of shaping an amazing work culture and being a culture-add
• You don’t have a big ego and give credit and praise freely
• You like to get sh*t, I mean—stuff done
• You can be flexible in your approach and abandon past practices if they don’t make sense
• You can be both clear and kind—empathetic yet hold people accountable
• You can do periods of focused, deep work on projects that drive the business forward

 This may not be your ideal next career move if…

• You like a lot of structure, rules, and uniformity
• You like hierarchy, and command and control management
• You like a “big company” impersonal, cog-in-the-machine vibe—that ain’t us
• You want to build a beautiful, orderly bureaucracy
• You like things to not change much (we suggest the elevator business for that)
• Dealing with ambiguity or experimentation is not your jam
• You try to resolve challenging interpersonal situations over instant messaging
• You want to work in your own silo-of-excellence

So, if after reading through this long list you’re thinking—I’m not sure I meet 100% of these requirements, should I still apply? YES—if you embody a growth mindset, see challenges as opportunities to develop, and find innovative ways to get the real work that matters done, you sound like our kind of candidate!

Here’s the deal with our not-so-standard, um…standard  interview process because we know you are the curious type, which is why you’re still reading this…

• Quick 30 min phone chat with a high energy member of our Talent Acquisition team to do a quick overview of your background and answer any burning questions you have
• Team interviews are kept to a minimum to foster a more efficient, candidate-friendly process (too many interviewers yields little value and drags out the process for you—and who wants that, right?):
• A short series of in-person or video interviews in a 1:1 setting; these are usually with the hiring manager, one or two other team members, and a person from another team to get broader perspectives (note: we don’t do panel interviews because they don’t give interviewers a chance to ask you unique questions, and we assign interviewers different roles so we’re probing different capabilities)
• A case study or job task to simulate what you’d actually be doing in the role (since your job is not actually to be interviewed for a living, why is that the thing companies rely on so much?) Yes, there will be a small panel for this one so you don’t have to do it more than once, and yes, they might ask you some kind yet probing questions at the end after the raucous applause stops.
• Once your interview concludes, the team will meet for an in-depth consultative process to ensure we are hiring the right person for the right job. Interviewers must come in with a strong yes or no vote beforehand to avoid groupthink with supporting reasons. The collective thoughts on your candidacy will be discussed in an environment of safety to challenge ideas respectfully, debate. and be open to all important qualifications of the candidates.  A trained, disinterested bias blocker will be present to help mitigate bias so the team can make a sound hiring decision. The moment of truth arrives when the hiring manager makes the big decision. If you nailed the interviews and the case study was brilliant, guess what? The offer is all yours! And the ball is in your court. Will you accept? We sure hope so because this place is the real deal, and don’t just believe us—just ask the 93% of our people who said this is a great place to work in our most recent employee survey.                                                                                          

We strive to create an equitable and inclusive environment to contribute to the success of our organization.  Premier Nutrition provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, status as a covered veteran and any other category protected under applicable federal, state, provincial and local laws.