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Amazon.com strives to be Earth's most customer-centric company where people can find and discover virtually anything they want to buy online. By giving customers more of what they want - low prices, vast selection, and convenience - Amazon.com continues to grow and evolve as a world-class e-commerce platform. Amazon's evolution from Web site to e-commerce partner to development platform is driven by the spirit of innovation that is part of the company's DNA. The world's brightest technology minds come to Amazon.com to research and develop technology that improves the lives of shoppers and sellers around the world.

About the Role
We are seeking a customer-obsessed senior leader to own the end-to-end strategy and execution for Amazon Japan's Managed Vendor Relations (MVR) program. This role serves as the Country Lead for JP MVR, managing a team of 5+managers — who in turn lead Account Managers — across VSP (vendor success program) and RVR (retail vendor recruitment). The candidate will set the long-term strategic direction, define the vision and tone for the organization, and drive business growth, vendor satisfaction, and operational excellence across a team of 30+ direct and indirect reports.
This leader will be responsible for shaping the multi-year roadmap for JP MVR, partnering with JP Retail category teams, RBS leadership, and cross-functional stakeholders to unlock selection, merchandising, and revenue opportunities at scale. They will own end-to-end vendor performance — from recruitment and onboarding through joint business planning and execution — while managing complex stakeholder relationships. The ideal candidate thinks long-term, operates as a strategic business owner who can identify growth levers and translate them into scalable programs, and navigates ambiguity with confidence. They excel at influencing without authority, building high-performing leadership teams, and delivering exceptional customer and vendor outcomes across site merchandising, buying, inventory management, finance, operations, and marketing. They are at their best when setting organizational direction, developing leaders, and driving transformational results at country scale.

Key job responsibilities

1. Lead a team of managers (managing Account Managers) across VSP (vendor success program) and RVR (retail vendor recruitment) — setting strategic direction and operating rhythm for 30+ direct and indirect reports.
2. Own the long-term JP MVR strategy, identifying growth levers across the full vendor lifecycle to accelerate GMS and improve customer experience.
3. Define and execute the multi-year JP MVR roadmap — driving selection, merchandising, and operational improvement at country scale.
4. Partner with JP Retail, RBS leadership, and cross-functional teams to align on marketplace priorities and execute growth strategies across the vendor portfolio.
5. Establish success metrics (GMS, NPS/CSAT, recruitment yield, operational health) and build mechanisms for accountability and continuous improvement across all programs.
6. Develop scalable processes and guardrails to manage vendor complexity and drive consistency across workstreams.
7. Serve as the strategic voice for JP MVR — influencing organizational strategy, shaping the vendor management roadmap, and representing JP MVR to senior leadership.
8. Drive recruiting, talent development, and team culture — building a leadership bench, coaching managers, and raising the bar on performance and operational standards

About the team
The vision of RBS MVR team is “To unlock the full potential of every vendor on Amazon through an intelligent scaling engine, that transforms how we recruit, launch, and grow our partners to deliver unparalleled selection and value to customers worldwide".

Basic qualifications

• Bachelor's degree
• Experience influencing internal and external stakeholders
• Experience with sales CRM tools such as Salesforce or similar software
• Experience analyzing data and best practices to assess performance drivers
• 5+ years of team management experience
• Excellent Japanese listening, speaking, reading, and writing skills, as well as business English proficiency

Preferred qualifications

• Experience with Doubleclick (XSM, DFP), AdJuster or Salesforce
• 6+ years of hiring and retaining digital advertising teams experience
• Experience with annual brand and media planning

Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.