Commercial Operations Manager

We are Joie, a global baby gear brand established in 2011 and distributed across over 85 countries.

We prioritize designing products with families in mind. Our commitment to family extends to fostering joy-filled workplaces, where we celebrate our team members' skills, and nurture their development. Joie offers superior health and welfare benefits, boasting a $0 Copay / $0 Deductible Medical & Prescription Plan Design, 401(k) with a 6% Employer Match, Vision and Mental Health Benefits.

With our continued growth and expansion into the U.S. Market we're seeking an experienced Commercial Operations Manager to join our Sales team in Solana Beach, CA.

The Commercial Operations Manager is a critical member of the Joie Baby team, responsible for overseeing the performance and management of the Amazon business. This role will support the sales organization through advanced analytics, comprehensive reporting, and effective account management.

Acting as the main point of contact for Amazon, this position leads product launch strategies in partnership with the Amazon agency and ensures optimal marketplace performance. The Commercial Operations Manager works closely with the Head of Sales to drive operational excellence across retail accounts, sales processes, and reporting. The role consistently makes decisions impacting business outcomes and sets priorities to meet organizational goals.

This position is highly cross-functional, blending strategic planning, data analysis, and hands-on execution. It requires leadership in developing and implementing business strategies, managing complex projects, and collaborating with multiple teams to achieve company objectives.

ESSENTIAL DUTIES & RESPONSIBILITIES

Amazon Business Ownership & Strategy

• Exercise independent judgment and discretion in managing Amazon business performance, including oversight of revenue growth, analysis of sales trends, and evaluation of key performance metrics.
• Direct and coordinate product launch strategies on Amazon, establish objectives, define product positioning, and determine success metrics for each launch with minimal supervision.
• Lead the development and execution of promotional planning on Amazon, ensuring alignment with overall business priorities and exercising authority over promotional decisions.
• Serve as the primary liaison with the Amazon agency, maintaining responsibility for ensuring strategic alignment and effective execution of initiatives.
• Monitor and analyze traffic, conversion rates, and sales performance, proactively identifying and implementing opportunities to drive business growth.
• Collaborate with marketing and product teams to ensure Amazon strategies are integrated with broader brand objectives, regularly making recommendations and decisions impacting business direction.

Amazon Analytics & Performance

• Independently conduct sales volume analysis across Amazon, exercising discretion and judgment to identify strategic growth opportunities and inform business decisions.
• Use independent judgment to analyze performance drivers, including pricing, promotions, and assortment, and make recommendations that impact business direction.
• Evaluate and recommend adjustments to MSRPs, bundling, and 2-box / 3-box strategies (TS analysis), exercising discretion to optimize sales and profitability.
• Identify areas where the business is gaining or losing market share and recommend actions, utilizing independent judgment to drive business performance.
• Review and evaluate reporting and performance summaries in collaboration with the Amazon agency, making decisions and recommendations that affect business outcomes.

Sales Operations & Reporting

• Exercise independent discretion and judgment in the maintenance of the Master Summary and core sales reporting tools, ensuring data accuracy and strategic relevance.
• Analyze and track daily sales performance, proactively identifying and communicating key insights, risks, and opportunities that inform business decisions.
• Independently monitor purchase orders, forward demand, and sales trends across channels, applying judgment to anticipate business needs and recommend actions.
• Prepare, review, and maintain Monthly Business Reviews (MBRs) and leadership reporting, utilizing discretion to synthesize information and present recommendations to senior management.
• Support pricing analysis and overall sales performance tracking, exercising independent judgment to evaluate and advise on pricing strategies and business outcomes.

Account Management & Sales Execution

• Serve as the Sales Lead for smaller and specialty accounts (Child Source, Strolleria, CCS, etc.), exercising independent discretion and judgment in managing client relationships, setting sales strategies, and developing account plans.
• Initiate and conduct outreach to accounts to drive orders, promotions, and cultivate long-term partnerships, utilizing independent judgment to negotiate terms and resolve issues.
• Oversee new account onboarding and setup, including evaluating account needs, establishing processes, and ensuring compliance, while applying discretion in decision-making and workflow management.
• Prepare decks and presentations for customer meetings , demonstrating independent judgment in content development, ensuring clarity, professionalism, and alignment with business objectives.

Cross-Functional Leadership

• Collaborate extensively with the Product team to exercise independent judgment in planning and executing product launches, assortment decisions, and strategic initiatives, ensuring these actions are aligned with organizational objectives and business needs.
• Coordinate cross-functionally with Marketing, Operations, and Supply Chain teams, utilizing discretion and independent decision-making to ensure comprehensive readiness for product launches and promotional activities, including assessment of operational impacts and resolution of any issues that may arise.
• Oversee and ensure strategic alignment among Amazon, retail accounts, and internal departments, applying independent judgment to facilitate collaboration, resolve conflicts, and drive consistency across all business channels.

This position description is intended to provide a summary of the essential duties, tasks, and responsibilities of this position and shall not be considered an exhaustive listing of all work requirements. Other duties may be assigned.

REQUIREMENTS & QUALIFICATIONS

Experience, Knowledge & Education

• Five (5) to eight (8) years proven experience in Amazon, eCommerce, or retail sales operations, demonstrating a deep understanding of industry’s best practices, sales strategies, and operational processes.
• In-depth expertise with Amazon Vendor and Seller Central platforms, including managing product listings, analyzing sales performance, optimizing content for increased visibility, resolving operational issues, and utilizing platform tools to drive business growth and efficiency.
• Proven ability to effectively oversee and coordinate agencies, vendors, and external partners, including managing contracts, establishing clear communication channels, and ensuring deliverables are met on time and within budget. Demonstrated success in building strong collaborative relationships, negotiating terms, and resolving issues to achieve organizational goals.

Skills & Competencies

• Exceptional analytical and reporting skills, enabling thorough interpretation of sales data and performance metrics to drive informed business decisions.
• Advanced strategic thinking, with a proven ability to develop and execute impactful business and product launch strategies.
• Strong communication and collaboration skills, especially when working with external partners such as Amazon agencies and cross-functional internal teams.
• Demonstrates the ability to seamlessly balance strategic planning with hands-on execution, effectively translating high-level objectives into practical actions that achieve organizational goals.
• Proven leadership in directing cross-functional projects and influencing key business outcomes across multiple teams.
• Expert ability to prioritize tasks and make sound decisions that consistently align with organizational priorities and objectives.
• Comprehensive project management skills for overseeing complex initiatives from inception to completion.
• Adaptability to thrive in fast-paced, rapidly changing environments while maintaining high performance standards.
• Expertise in account management, consistently delivering operational excellence and ensuring sustained performance across retail channels.

Technology

Advanced proficiency in:

• Seller Central (FBA/FBM) and Vendor Central (EDI, Purchase Orders) interfaces.
• Microsoft excel (including Pivot Tables, V, and H lookups) for managing large datasets.

Experience with:

• Project management software, Wrike preferred.
• Corporate credit card expense management software, BILL Spend & Expense preferred.
• Payroll systems, Paycom preferred.
• Corporate travel systems, Navan preferred.
• Contract management software; Cobblestone preferred.
• Ability to quickly and proficiently learn new software with ease.

Other

• This is an exempt, full-time position, requiring employees to be on-site five (5) days a week at our Solana Beach, CA office.
• Ability to work extended hours as business needs warrant, may on occasion, include nights and weekends.

California Pay Transparency Act:

• The annual salary range for this role is between $76,000 -$95,000.
• Target compensation range and subsequent actual salary is/will be determined by a number of factors including but not limited to specific skills, competencies, years of experience, geographic location and education as aligned to the job description.
• Full time employees are eligible for company benefits to include medical, prescription, dental, mental health benefits, 401(k) and paid time off (vacation, sick days, and paid holidays).

Applicants must be currently authorized to work in the United States on a full-time basis.