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Key Responsibilities and Required Skills for a Marketplace Manager

💰 $85,000 - $150,000

E-commerceMarketingBusiness DevelopmentOperations

🎯 Role Definition

A Marketplace Manager is the strategic linchpin for a company's success on third-party e-commerce platforms. This role is responsible for the entire lifecycle of the marketplace channel, from high-level strategy and P&L ownership to the granular details of product listing optimization, advertising campaign management, and inventory control. Blending skills across marketing, sales, operations, and data analysis, the Marketplace Manager ensures the brand is represented effectively, competitively, and profitably, driving significant revenue growth and expanding market reach in the digital retail landscape.

📈 Career Progression

Typical Career Path

Entry Point From:

  • E-commerce Coordinator
  • Digital Marketing Specialist
  • Category Analyst / Buyer
  • Brand Assistant

Advancement To:

  • Senior Marketplace Manager / Marketplace Strategist
  • Head of E-commerce
  • Director of Marketplaces
  • E-commerce Director

Lateral Moves:

  • Digital Marketing Manager
  • E-commerce Operations Manager
  • Product Manager (Digital)

Core Responsibilities

Primary Functions

  • Develop, own, and execute the comprehensive strategy for all online marketplace channels (e.g., Amazon, Walmart, eBay, Target+) to achieve sales, profitability, and market share goals.
  • Hold full P&L responsibility for the marketplace channel, including budgeting, forecasting, and regular performance reporting to senior leadership.
  • Direct the end-to-end process of product listing, from content creation and copywriting to uploading and ensuring accuracy across all platforms.
  • Continuously optimize product detail pages using SEO best practices, rich media (A+ Content, Brand Stores), and keyword research to improve organic ranking and conversion rates.
  • Manage and forecast inventory levels in collaboration with the supply chain team to prevent stockouts and minimize overstock, ensuring optimal FBA (Fulfillment by Amazon) health.
  • Define and implement dynamic pricing strategies, conducting regular competitive analysis to maintain market position while protecting brand value and margins.
  • Plan, execute, and optimize paid advertising campaigns within marketplace ecosystems (e.g., Amazon Advertising, Walmart Connect), managing budgets to maximize ROI and ROAS.
  • Monitor, analyze, and report on key performance indicators (KPIs) such as sales velocity, traffic, conversion rate, advertising spend, and session data to derive actionable insights.
  • Oversee customer-facing aspects of the channel, including managing customer feedback, product reviews, and seller ratings to maintain a positive brand reputation.
  • Ensure strict compliance with all marketplace policies, terms of service, and operational standards to avoid account suspension or penalties.
  • Cultivate and manage strong relationships with marketplace account representatives and support teams to resolve issues and capitalize on new opportunities.
  • Identify, evaluate, and lead the launch of new, relevant marketplace channels to expand the company's digital footprint.
  • Develop and execute a promotional calendar, including participation in major sales events like Prime Day, Black Friday, and platform-specific promotions.
  • Conduct A/B testing on various listing elements, including titles, images, pricing, and copy, to scientifically improve performance.
  • Manage and leverage third-party software and tools for analytics, keyword research, inventory management, and review monitoring (e.g., Helium 10, Jungle Scout, ChannelAdvisor).
  • Collaborate cross-functionally with marketing, brand, sales, and operations teams to ensure a cohesive and integrated go-to-market strategy.
  • Analyze market trends, consumer behavior, and the competitive landscape to identify risks and opportunities for growth.

Secondary Functions

  • Support ad-hoc data requests and exploratory data analysis to uncover new trends or answer specific business questions related to marketplace performance.
  • Contribute to the organization's broader e-commerce and digital transformation strategy by providing expert insights from the marketplace channel.
  • Collaborate with the product development and brand teams to provide feedback on market needs, customer preferences, and competitive product offerings.
  • Participate in cross-functional projects aimed at creating a seamless omnichannel customer experience between marketplaces, DTC sites, and brick-and-mortar.
  • Stay consistently informed about industry best practices, new marketplace features, algorithm changes, and emerging e-commerce technologies.

Required Skills & Competencies

Hard Skills (Technical)

  • Marketplace Platform Proficiency: Deep, hands-on expertise with Amazon Seller Central and/or Vendor Central is essential. Experience with other platforms like Walmart Marketplace or eBay is highly valued.
  • E-commerce Advertising: Proven ability to manage and optimize PPC campaigns on platforms like Amazon Advertising (Sponsored Products, Brands, Display) and Walmart Connect.
  • Data Analysis & Reporting: Strong proficiency in Microsoft Excel (VLOOKUP, Pivot Tables) and experience with analytics tools like Google Analytics or business intelligence software (Tableau, Power BI).
  • SEO & Keyword Research: A thorough understanding of search engine optimization principles and their direct application to product listings and content on e-commerce platforms.
  • Inventory Management: Knowledge of inventory forecasting principles and experience with FBA/WFS or other third-party logistics fulfillment models.
  • E-commerce Tools: Familiarity with the ecosystem of e-commerce tools for research, operations, and analytics (e.g., Helium 10, Jungle Scout, Keepa, ChannelAdvisor).

Soft Skills

  • Strategic & Commercial Acumen: The ability to think strategically, understand business drivers, and make data-driven decisions to improve profitability.
  • Analytical & Problem-Solving: A strong aptitude for digging into data to identify trends, diagnose problems, and propose effective solutions.
  • Project Management: Excellent organizational skills with the ability to manage multiple projects, priorities, and deadlines simultaneously.
  • Collaboration & Communication: The capacity to work effectively with cross-functional teams and communicate complex information clearly and concisely to various stakeholders.
  • Adaptability & Proactivity: A resilient and proactive mindset, able to thrive in the fast-paced, ever-changing environment of e-commerce and quickly adapt to new platform rules or market shifts.

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's Degree or equivalent practical experience in a relevant field.

Preferred Education:

  • Bachelor's or Master's Degree with a focus on business, marketing, or e-commerce.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • E-commerce / Digital Business
  • Supply Chain Management

Experience Requirements

Typical Experience Range:

  • 3-7 years of direct experience in e-commerce, with a significant portion of that time focused on managing online marketplace channels.

Preferred:

  • A demonstrated track record of achieving significant sales growth and improving profitability on major marketplaces like Amazon or Walmart. Experience managing a sizable P&L and advertising budget is highly desirable. Experience in a consumer goods (CPG) or retail environment is a plus.
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