Description:
The Strategist, Shopping & Marketplace owns the strategy and performance of Directive Commerce's two highest-impact practice areas: Shopping (feed-driven Google and Bing) and Marketplace (Amazon Seller Central, Vendor Central, and emerging B2B marketplaces like Shopify).
This role is built for someone who understands that B2B commerce is structurally different from DTC. High-SKU catalogs, tiered pricing, MAP enforcement, channel conflict, are not edge cases. They are the core problem.
The Strategist owns multiple client engagements in the $15K–$30K+ retainer range, directs Specialist execution, and contributes to the methodology that scales across the practice.
Role And Responsibilities
Strategic Ownership of Client Accounts
The Strategist is the strategic lead on assigned accounts. They own diagnosis, roadmap, and revenue outcomes.
- Lead Shopping and Marketplace strategy for mid-market and enterprise B2B manufacturers and distributors
- Diagnose channel architecture before recommending tactics: 1P vs. 3P Amazon status, distributor conflict, feed health, Google & Microsoft best practices
- Lead Strategy Calls, Proposal Calls, and Quarterly Business Reviews
- Translate channel performance into P&L impact for client executives (CFO, VP Ecommerce, VP Sales)
Shopping Practice Leadership
Own how feeds and Shopping campaigns work for B2B catalogs.
- Direct feed strategy in Feedonomics or GoDataFeed (or equivalent): taxonomy, GTIN/MPN enrichment, attribute mapping, parent/child architecture, custom label usage
- Build Shopping and Performance Max campaigns scoped to B2B buyer behavior, not consumer search patterns
- Enforce cross-channel exclusion logic to protect distributor relationships and prevent cannibalization
Marketplace Practice Leadership
Own client outcomes on Amazon and beyond.
- Advise on 1P (Vendor Central) vs. 3P (Seller Central) strategy and lead migrations when warranted
- Direct Sponsored Products, Sponsored Brands, and Sponsored Display campaigns built around B2B keyword behavior, not DTC conversion logic
- Manage Buy Box health, MAP enforcement, and pricing erosion in real time
Client Communication
You are the senior point of contact on assigned accounts.
- Run bi-weekly client meetings, QBRs, and ad hoc strategy sessions
- Build reporting that connects channel performance to revenue outcomes (matched cohort, cost-to-serve, revenue lift)
- Proactively flag risks: channel conflict, feed degradation, reseller activity, Buy Box loss
- Diagnose, don't sell. Discovery is consultative.
Methodology Contribution
You help build the Directive Commerce playbook.
- Document repeatable frameworks from client engagements
- Contribute to audit deliverables, sales enablement, and internal training
- Partner with the Managing Director on the evolution of Commerce Architecture / ChannelOS
Goals
- NSM Attainment: 100% across owned accounts
- CSAT scores > 4.5 for owned accounts
- Account retention rate > 90%
- At least one documented methodology contribution per quarter
What You Offer
- 4+ years managing paid media, with 2+ years of direct Shopping/feeds and/or Amazon experience
- Hands-on fluency in Feedonomics (or GoDataFeed, Productsup, Channable) and Amazon Seller Central / Vendor Central
- Working knowledge of Sponsored Products, Sponsored Brands, Sponsored Display, and Amazon DSP
- Experience with B2B clients or high-SKU catalog environments
- Experience working directly with clients and holding a role to both set strategy & execute with the support of Directors
- Strong written and verbal communication, including comfort presenting to C-suite buyers
- Comfort working inside a consultative sales motion and contributing to audit and proposal work