Associate Principal

Account Management Lead D2C Brands

Role Objectiv

eLead the account management for the Direct-to-Consumer (D2C) brands through a team of Strategic Account Managers to democratize growth across the platform. The primary focus is to amplify the growth of the brands by providing end to end support to the managed brands in terms of driving the growth levers on the Platform. This leader will manage a direct team of 15+ Strategic Account Managers (SAMs) to drive selection expansion, activation of long-tail brands, and monetization through strategic ad coverage

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Team Manageme

• ntDirectly manage and mentor a team of 20 SAMs (Strategic Account Managers
• ).Oversee a diverse team of third-party consultant (TPC) hires to ensure seamless onboarding and performance managemen
• t.Ramp up the SAM team to handle 500+ managed brands, ensuring employee retention and engagement through professional developmen

t.
Core Responsibilit

ies
1. Strategic Portfolio Gr

• owthExecute the 2026 growth playbook, targeting over 60% YoY growth through trend-first selection expansion and emerging scale-
• ups.Identify "Article Type" (AT) whitespaces across under-indexed Business Units (BUs) including Women's Western Wear, Kids, and Home Furnish
• ing.De-risk the portfolio by diversifying growth from the "Top 50" brands to 250+ "Challenger" bra

nds.
2. Selection and Pricing Excel

• lenceDrive Selection Parity (SDS) to get 80% against competitors and brand-direct webs
• ites.Oversee automated SDS (weekly) and Net Competitive Index (NCI) (daily) tracking to ensure competitive pri
• cing.Manage the onboarding pipeline to add 1.5L+ incremental selections annually through automated crawls and strategic brand partners

hips.
3. Monetization and Monetization St

• rategyDrive 80% ad coverage for new styles and achieve 100% coverage for SAM-managed b
• rands.Optimize the D2C Ads flywheel, targeting a 5% incremental ad spend to fuel inorganic g

rowth.
4. Operational Speed and Exp

• erienceImprove "Win with Speed" metrics, increasing Fulfilled by Platform (FBF) unit share t