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Amazon

Owning a $300M+ Home & Kitchen P&L

Ran two Home & Kitchen categories end to end: assortment, pricing, vendor negotiations, merchandising, and forecasting.

Senior Vendor Manager2020 – 2021

Strategy & Ops

Outcomes

YoY revenue
+56%
$300M+ in categories
YoY profitability
+42%
Same categories
COGS
−6%
$20M+ in negotiated commitments
net pure profit margin
+5 pts
Percentage points
sell-through
92%
Seasonal products, holiday events
forecast accuracy
64% → 85%
Seasonal Home Decor

How it fit together

Revenue

+56% YoY

  • Assortment & pricing strategy
  • Holiday deal campaigns, 200+ products92% sell-through
  • Category investment priorities for VP/SVP

Profitability

+42% YoY

  • Negotiations with 40+ vendors, $20M+ committedCOGS −6%
  • Margin managementNPPM +5 pts
  • Seasonal forecasting model with In-Stock64% → 85% accuracy
The levers I used, and which line of the P&L each one moved.

Context

As Senior Vendor Manager I owned the P&L for two Amazon Home & Kitchen categories with more than $300M in revenue, and managed 40+ strategic vendor partnerships.

Approach & key decisions

  1. Strategy from multiple signals

    Step 1

    I built category strategy from business performance, market trends, customer demand, and competition, and presented investment priorities and resource allocation to VP/SVP leadership.

  2. Negotiate for margin

    Step 2

    I managed 40+ strategic vendors and negotiated $20M+ in commercial commitments while lowering COGS.

  3. Merchandise the peaks

    Step 3

    I led merchandising and promotions for priority vendors, running deal campaigns across 200+ products during major holiday events.

  4. Forecast better

    Step 4

    With the In-Stock Manager, I built a sales forecasting model for Seasonal Home Decor to improve inventory planning during peak demand.

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