[Hiring] Director of Sales @The Honest Company

Role Description

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.
• Maintain 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.
• A confident, dynamic leader.
• Dedicated and fast moving.
• A dynamite problem solver and project manager.

Qualifications

• Minimum 5+ years of direct and hands-on experience in a 1P Amazon Sales Lead role.
• Bachelor's Degree.
• 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 $175,000 - $195,000. 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

• Comprehensive Health & Wellness: Top-tier health, dental, and vision plans.
• 401k with Company Match: Your future matters to us.
• Wellness & Fitness: Monthly fitness reimbursement and onsite gym for Playa Vista office.
• Work-Life Balance: Generous and flexible vacation policy.
• Family-Friendly Leave: Generous maternity and paternity leave.
• Ownership & Equity: Every full-time employee is granted equity.
• Education Reimbursement: Support for professional development or new passions.
• Pet Insurance: Coverage for your furry family members.