As an experienced Amazon seller, let me be straight with you – trying to manage every aspect of selling on Amazon alone can become an overwhelming burden that hinders your business growth and sanity.
The good news is, you don‘t have to go it alone! By partnering with a dedicated Amazon account manager, you can offload the day-to-day details to an expert. This frees you up to focus on accelerating growth through high-level strategies.
In this comprehensive guide, I‘ll explain the multitude of ways an experienced account manager can help your Amazon business thrive. I‘ll share:
- Key account management responsibilities to optimize your presence
- Additional services to drive growth beyond the basics
- How we leverage seller tools to enhance efficiency
- Expert tips to boost your sales
- What to look for when choosing an account manager
Let‘s dive in!
Core Account Management Duties
So what exactly can you expect an account manager to handle? Based on my decade of experience successfully managing major brands on Amazon, here are some of the most vital responsibilities strong account managers take care of:
Listings are the virtual storefront for your products – optimize them to maximize conversion. Your account manager will:
- Perform ongoing keyword research to optimize titles, bullets, and backend keywords
- Create compelling listing descriptions that sell the details and value prop
- Optimize attributes like weight, dimensions, and browse nodes
- Add enticing listing images and video to boost visual appeal
- Monitor and improve conversion rates through testing and insights
With our specialized listing optimization services, clients typically see 20-30% increases in conversion rate. This translates into a substantial rise in sales and revenue.
Sponsored ads are tablestakes for Amazon success. Your account manager will skillfully:
- Set up and manage campaigns across Sponsored Products, Sponsored Brands, and Display
- Continuously optimize keywords, match types, bids, and targets
- Meticulously manage budgets and maximize your ACOS
- Coordinate promotions and Lightning Deals for spikes in sales
Effective PPC management delivers an average of 7:1 ROI as we meticulously monitor performance and iterate towards higher returns.
Providing amazing customer service is vital for long-term success. Your account manager will:
- Respond to buyer inquiries promptly and resolve issues
- Monitor reviews and implement service recovery when needed
- Report counterfeit complaints and proactively protect your brand
This helps you maintain 98%+ positive feedback to reinforce trust and satisfaction.
Inventory & Logistics
Inventory management can make or break your profitability. Your account manager will skillfully:
- Analyze sales velocity and set intelligent reorder points
- Review FBA fee estimates and optimize inventory allocation
- Coordinate removals and returns to avoid unnecessary fees
- Ensure products are prepped per Amazon requirements
Proper inventory management saves thousands in unnecessary storage fees and avoids costly stockouts.
Staying on top of account health is required to sell on Amazon successfully. Your account manager will be obsessed with:
- Monitoring key metrics daily – cancel rate, late shipments, valid tracking, etc.
- Identifying issues early and implementing preventative measures
- Appealing unwarranted policy violation claims
- Providing the required documentation to resolve inquiries
This helps avoid devastating account suspensions through proactive account management.
Reimbursements & Payments
Don‘t leave money on the table! Your account manager will ensure:
- Promotions and discounts are submitted for 100% reimbursement
- All settlements are tracked and received on time
- Payment discrepancies are researched and rectified
- 1099 tax forms are provided annually for the IRS
By optimizing reimbursements, we help clients recover thousands in Amazon promotions and growth incentives.
As you can see by these examples, a dedicated account manager handles all the critical day-to-day responsibilities, empowering you to focus on accelerating business growth!
Additional Services to Scale Your Success
Beyond the core account management functions, your assigned partner can provide additional services to drive growth. Here are some key examples:
Expanding globally is challenging but lucrative if done right. Your account manager can seamlessly handle:
- Conducting market research to identify ideal countries
- Registering products and translating listings
- Adaptating packaging, prep requirements, and compliance docs
- Managing multi-channel FBA inventory allocation
This enables faster overseas expansion and allows you to capitalize on 67% of global ecommerce sales outside the US.
Product Launch Management
Introducing new products successfully requires experience and planning. Your account manager provides complete launch services:
- Conducting product research & analysis
- Creating fully optimized listings
- Developing targeted launch promos and ads
- Driving initial sales momentum and organic growth
This drives up to 5X higher initial sales versus unmanaged new product launches.
Amazon Marketing Services
Your account manager can manage advanced marketing services like:
- Amazon DSP and display/video ad campaigns
- Amazon Stores development and SEO optimization
- Live-streaming to engage and sell via Amazon Live
- Email marketing through Amazon Dynamics
These additional services allow you to leverage Amazon‘s unique marketing assets and reach customers through new channels.
Brand Protection and Enforcement
Protect your brand on Amazon through services like:
- Comprehensive brand monitoring for violations
- Reporting and removing counterfeit listings
- Coordinating take downs of infringing sellers
- Driving enforcement of your MAP policies
This allows you to defend your brand on the open Amazon marketplace.
Financial Analysis and Planning
Your account manager can provide detailed financial analysis including:
- Evaluating your P&L and balance sheet
- Conducting profitability analysis by product
- Identifying cost savings opportunities
- Creating operating budgets and growth plans
- Providing customs documentation
This provides actionable financial insights to boost profit and informs intelligent decision making.
Supply Chain Management
End-to-end support for streamlining your supply chain:
- Vetting and managing manufacturers
- Coordinating logistics and negotiating rates
- Overseeing quality control and compliance
- Providing customs and duty management
This allows you to focus on sales and marketing while we handle complex supply chain operations.
By leveraging services like these, you can accelerate growth beyond the core responsibilities covered earlier.
Expert Tools to Streamline Management
To maximize productivity and efficiency, savvy Amazon account managers leverage specialized seller tools. Here are some examples and how we use them:
|Listing Optimization||Tools like Sellics, Ignite, and Splitly analyze listings for areas of improvement. This allows us to optimize elements like titles, descriptions, and back-end keywords resulting in higher conversion rates.|
|PPC Management||Automated platforms like Teikametrics, SellerLabs, and Perpetua enable us to efficiently manage large campaigns. The machine learning algorithms optimize bids, budgets, targets, and product groups for improved performance.|
|Repricing||Tools like Appeagle and RepricerExpress allow us to dynamically adjust pricing 24/7 based on rules, market trends, and competitors‘ prices. This maintains optimum prices.|
|Feedback & Reviews||Services like FeedbackFive and ReviewPush automatically generate verified product reviews. This provides the social proof and organic feedback essential for conversion.|
|Business Intelligence||Platforms like Jungle Scout‘s Analytics provide aggregated insights and reports from Amazon‘s data. This enables enlightened decision making using hard performance data.|
|Brand Protection||Tools like BrandShield proactively monitor product listings across Amazon for violations, knockoffs, and hijackers. This allows us to protect your brand and listings from infringements.|
These powerful technologies allow us to provide more efficient, optimized, and automated management – ultimately driving superior performance for your brand.
Tips from an Expert Account Manager
Drawing from my decade of hands-on Amazon selling and account management, here are some of my top data-backed tips for boosting your sales and revenue:
– **Prioritize the Buy Box** – 82.3% of Amazon sales go through the Buy Box, so being the featured offer is vital. Competitive pricing, excellent metrics, and FBA help win the Buy Box.
– **Optimize for Mobile** – Over 70% of Amazon browsing and purchases happen on mobile devices. Ensure listings render flawlessly on mobile with relevant info up front.
– **Promote New Selection** – Products less than 90 days old achieve 55% more unit session conversions according to Jungle Scout. So give new products added exposure.
– **Gather Reviews** – Products with over 20 reviews convert 270% better according to Marketplace Pulse. Proactively request verified reviews to drive sales.
– **Offer Rapid Shipping** – Free Prime and FBA shipping results in 25-55% higher conversion based on Feedvisor‘s analysis. Deliver what customers want – fast, free delivery.
– **Monitor Best Seller Rank** – Tracking BSR identifies trends and sales surges. Use tools like Jungle Scout‘s Product Tracker to monitor rankings.
– **Reply to Customers Instantly** – According to MineWhat, 83% of repeat Amazon customers say quick customer support matters most. Be obsessive about fast responses.
– **Enhance Listing Images** – Product images drive higher conversion. Ensure yours are 1500×1500 pixels with a pure white background.
– **Drive Reorders** – It‘s 5-25X cheaper to get reorders from existing customers per Custora. Nurture repeat purchases through email and ads.
Hopefully these data-driven tips provide helpful guidance to direct your account management activities and maximize sales.
How to Select the Ideal Account Manager
Not all account managers possess the same knowledge, skills, and experience. When selecting your partner, here are the key traits to look for:
Deep Category Experience
Seeking an account manager with proven success in your specific product category provides built-in expertise. For example, if you sell supplements, someone experienced driving supplement sales will get up to speed quicker.
Strong Analytical Skills
This role requires making data-driven decisions daily, so you want someone comfortable synthesizing metrics, trends, and insights to optimize strategies.
Clear, responsive communication is vital when not working together in-person day-to-day. Ensure your account manager over-communicates and is easy to reach.
Attentiveness & Diligence
The best account managers have a tireless work ethic and remain vigilant, continuing to refine and optimize accounts. Seek someone truly passionate about Amazon.
With so many moving parts, you need someone highly organized and process-oriented. This ensures consistency. Ask about their specific account management process.
Your ideal partner should be skilled leveraging all of Amazon‘s tools and platforms. They‘ll also be adept with the various software programs listed earlier.
At the end of the day, the proof is in the pudding – so review examples of their past client success stories and performance metrics. Verify their abilities.
Finding an account manager who possesses these traits and values provides confidence they can manage your selling activities skillfully and drive results.
Let an Expert Account Manager Help Your Business Thrive
I hope this comprehensive guide has shown how partnering with an experienced Amazon account manager can enable your business to prosper on the marketplace.
They become an invaluable extension of your team, managing the myriad complexities of selling on Amazon with expertise and efficiency. This frees you up to focus on accelerating growth.
To learn more about how dedicated account management support can benefit your business, I‘d be happy to provide a free 30 minute strategy call. We can review your current Amazon presence and goals, and discuss how our services may be a good fit.
Just shoot me a quick email or give me a call, and let‘s talk about how we can help your brand thrive on the Amazon marketplace! I look forward to connecting.