Director of Sales, Amazon

We appreciate your interest in employment with The Honest Company! The Honest Company is committed to a policy of equal employment opportunity, and will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, age, physical or mental disability, veteran or military status, genetic information, sexual orientation, gender identity, gender expression, marital status, or any other legally-recognized protected basis under federal, state, or local law. Applicants with disabilities who need assistance with the application process may be entitled to a reasonable accommodation in accordance with applicable law. If you need assistance in completing this application or with the application process because of a disability, please contact the Human Resources Department at 1.888.862.8818 or 1.310.857.3020.

About Us

The Honest Company (NASDAQ: HNST) is a personal care company dedicated to creating cleanly-formulated and sustainably-designed products spanning categories across diapers, wipes, baby personal care, beauty, apparel, household care and wellness. Launched in 2012, the Company is on a mission to challenge ingredients, ideals, and industries through the power of the Honest brand, the Honest team, and the Honest Standard. For more information about the Honest Standard and the Company, please visit www.honest.com.

Our Mission

We're on a mission to empower people to live happy, healthy lives. We're a wellness brand with values rooted in consciousness, community, transparency, and design. Every day and in every way, we hold ourselves to an Honest standard. We believe that it is our responsibility to do our part to help create a healthy and sustainable future for all. 

The Role

The Honest Company is seeking an experienced sales leader to join our Ecommerce team as a Director of Sales, responsible for our Amazon business. In this role, you will lead the strategic management and growth of the Amazon account across Health and Personal Care, Beauty and Fresh categories, driving brand presence, demand generation, and long-term, profitable sales performance. This role offers the opportunity to directly influence category growth, elevate brand impact, and contribute to Honest’s mission at scale.

If you are a results-driven sales professional who values purpose-led growth and thrives in a highly visible, fast-paced eCommerce environment, we encourage you to apply.

What you'll do:

• Partner with the VP of Ecommerce to translate Honest’s growth objectives into a clear Amazon account strategy, inclusive of annual operating plans, category roadmaps, and Joint Business Plans (JBPs).
• Own monthly, quarterly, and annual Amazon goals across revenue, net PPM, contribution margin, and market share.
• Serve as the primary owner of the Amazon relationship, leading day-to-day engagement with Vendor Manager(s) across Beauty, HPC, and Fresh business. Maintaining connectivity with DMMs and Amazon cross-functional teams as needed.
• Own full P&L responsibility for the Amazon business, actively managing Vendor Central financial levers including list price, trade terms, accruals, rebates, markdowns, shortages, and chargebacks to drive profitable growth.
• Lead JBP execution, trade investment strategy, and annual negotiations in close partnership with Finance and Trade, ensuring alignment to Honest financial targets and Amazon category priorities.
• Collaborate with Marketing team to plan, manage, and optimize Amazon Retail Media investments (Sponsored Products, Sponsored Brands, Sponsored Display) to support key initiatives, promotional events, and new item launches.
• Use Vendor Central and third-party data platforms to analyze sales, profitability, share, traffic, and conversion, translating insights into clear actions across pricing, assortment, promotion, and media.
• Own demand forecasting for Amazon, delivering accurate weekly, monthly, and annual forecasts inclusive of promotional and trade activity, in partnership with Demand Planning and Supply Chain teams.
• Lead Amazon promotional execution across tentpole events and everyday programs, including Best Deals and Subscribe & Save, ensuring strong merchandising, operational readiness, and post-event reporting.
• Monitor category and competitive performance on Amazon, identifying risks and opportunities related to pricing, assortment, promotions, content, and share of voice, and communicate actionable insights to Sales, Brand, and Marketing partners.
• Provide regular business reporting and executive-level readouts, including weekly performance updates, monthly forecasts, and quarterly business reviews.
• Act as a cross-functional connector, ensuring alignment across Sales, Finance, Marketing, Retail Media, Supply Chain, and Content to deliver consistent execution on Amazon.

You'll love this job if you're:

• Thoughtfully articulate. You always know the best way to communicate and build strong relationships along the way.
• A confident, dynamic leader. You’re known far and wide for your impressive relationship building skills.
• Dedicated and fast moving. You’re known to operate with urgency, focus, discipline and discernment.
• A dynamite problem solver and project manager. You’re always thinking (at least) one step ahead.

What you'll need:

• Minimum 5+ years of direct and hands-on experience in a 1P Amazon Sales Lead role.
• Experience working in a Consumer-Packaged Goods (CPG), Fast-Moving Consumer Good (FMCG) and/or consumer durables industry strongly preferred.
• Ability to analyze syndicated data.
• Experience developing and managing trade budgets.
• Ability to operate independently given direction and bring ideas and solutions to issues raised.
• Expert level discernment; evaluates competing priorities and trade-offs with limited direction.
• History of negotiating complex business deals that provide value to all parties.
• Ability to analyze and assess organizational needs and provide solutions accordingly.
• Must excel at advanced analytics, identifying data needs and then articulating the data into a comprehensive story.
• Excellent written and verbal communication skills; must be able to present data in an organized manner to executive levels of the organization with confidence.
• Strong project planning, tracking & organizing skills.
• Ability to create relationships and effectively collaborate with HQ team members from a remote location.
• Solid understanding of P&L management, gross margin and pricing structures, impact of discounting, and trade terms.

Compensation

The pay range for this role is$174,300 - $205,000.Actual compensation is based on many factors including but not limited to depth of experience, skill level, ability, knowledge, education, certifications, and specific work location. This may be different in other locations due to differences in the cost of labor. 

The total rewards package for this position may also include base, annual incentive plan, benefits, retirement plan, equity, and Employee Stock Purchase Plan.

Benefits & Perks

At Honest, we’re all about investing in our people. We’re dedicated to providing a benefits package that supports your well-being, growth, and balance. Check out our benefits and perks we offer to help you thrive both in and out of the office:

• Comprehensive Health & Wellness 🏥: We’ve got you covered with top-tier health, dental, and vision plans to keep you and your family feeling great.
• 401k with Company Match 💰: Your future matters to us. We match your 401k contributions to help you secure a strong financial future.
• Wellness & Fitness 💪: Stay healthy with a monthly fitness reimbursement and, for those in our Playa Vista office, an onsite gym to keep you active and energized.
• Work-Life Balance ⚖️: We value your time. We provide a generousand flexible vacation policy to relax, recharge, and spend time on what matters most.
• Family-Friendly Leave 👶: Growing your family? We offer generous maternity and paternity leave to support you during this exciting journey.
• Ownership & Equity 💼: Ownership isn’t just a mindset here—it’s real. Every full time employee is granted equity, giving you a direct stake in our future. When we win, you win.
• Education Reimbursement 🎓: We’re committed to your growth—whether it’s for professional development or a new passion, we offer education reimbursement to help you learn and level up.
• Pet Insurance 🐾: We love your furry family members too! Our pet insurance ensures your pets are taken care of, because they’re part of the family.

Please note: Benefits offerings may vary based on the position and geographic location.

California Privacy Rights Notice for Californian Job Applicants and Prospective Talent

Effective Date: January 1, 2020

Under the California Consumer Privacy Act of 2018 (“CCPA”), The Honest Company, Inc. (“Honest” or “us” or “we”) is required to inform California residents who are our job applicants or prospective talent (together “job applicants” or “you”) about the categories of personal information we may collect about you and the purposes for which we use this information.  Click here if you are a California resident to read disclosures required by the CCPA. Note this notice applies only to personal information that is subject to the CCPA. 

Categories of Personal Information We Collect. We may collect the following categories of personal information about our job applicants, who are California residents:

• Name
• Signature
• Social Security Number
• Email and mailing address
• Telephone number
• Education
• Employment history

How We Use Job Applicants' Personal Data.  We use and disclose the personal information we collect for our business purposes.  These business purposes include, without limitation:

• Processing evaluating your application to determine your qualifications for the role to which you’ve applied, and communicating with you about your application, including to check references or your background, and communicate with you about other jobs that may interest you.
• Other business purposes as identified in the CCPA, which include:
• Auditing related to our interactions with you; 
• Legal compliance
• Detecting and protecting against security incidents, fraud, and illegal activity;
• Debugging;
• Performing services for us, such as analytics;
• Internal research for technological improvement; and
• Internal operations.

Other Interactions with The Honest Company.  More information about our privacy practices can be found in our Privacy Policy, which is incorporated herein by reference.

Contact Us.  For questions or concerns about our Privacy Policy, please contact us at privacy@honest.com.

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