Senior Marketplace Specialist
The Senior Marketplace Specialist is responsible for sales and product visibility on external marketplaces, covering listings, pricing, advertising, stock levels and store rating.
What a Senior Marketplace Specialist does
The Senior Marketplace Specialist manages one or more brand or seller stores on external marketplaces and is accountable for their revenue and profitability. In e-commerce companies that sell through Ozon, Wildberries, Amazon and other platforms, this role connects product, price, advertising and logistics into one working sales system.
In high-risk verticals, for example e-commerce projects with nutra products, dietary supplements, restricted electronics or goods subject to regulatory requirements, the role also ensures that listings comply with platform rules and regulator requirements for labeling and descriptions. A listing error here can quickly lead to the blocking of a product or the entire seller account.
The position usually reports to the head of marketplaces or the head of e-commerce. A senior specialist manages some marketplaces or categories personally, supervises junior specialists or content managers, and coordinates work with logistics, purchasing, finance and marketing.
Responsibilities
- Maintain product listings, including titles, descriptions, attributes, photos and videos, in line with platform rules and category requirements
- Manage pricing and promotions: unit economics calculations, participation in platform promotions, control of minimum prices and price wars
- Set up and optimize advertising campaigns within the marketplace: bids, keywords, budgets and placement
- Monitor stock and inbound deliveries to marketplace warehouses together with logistics, and prevent out-of-stock situations for key SKUs
- Analyze listing conversion, search ranking, reviews and rating, and build hypotheses and an improvement plan
- Work with platform moderation and support: appeal blocks, respond to platform requests, and resolve violations
- Maintain reporting on revenue, margin, returns and advertising cost ratio by category and SKU, and prepare summaries for management
- Coordinate with purchasing, photo studio, content team and finance on new product launches
- Train and supervise junior specialists, and review the quality of their work on listings and advertising
- Build processes: listing templates, launch checklists, and procedures for working with moderation and returns
Skills
- In-depth understanding of marketplace search and ranking algorithms
- Unit economics: cost price, platform commissions, logistics, margin and advertising cost ratio
- Data work: pivot tables, filtering exports, building reports
- Listing copywriting that accounts for SEO queries and category rules
- Understanding of product restrictions and requirements for labeling and descriptions
- Negotiation with platform representatives and internal teams
- Task setting and execution control, mentoring
- Prioritization: one specialist manages many SKUs and several marketplaces at the same time
- Handling objections and escalations when listings are blocked or buyers dispute orders
Tools
- Marketplace seller accounts and platform advertising dashboards
- Google Sheets or Excel for unit economics and data exports
- BI dashboards such as Looker Studio or Power BI
- 1C, ERP or accounting system for stock and cost data
- PIM system or master data spreadsheet for listings
- Keyword research tools and competitor price monitoring tools
- Jira, Trello or Notion for tasks and procedures
How performance is measured
- Revenue and sales dynamics for assigned SKUs and marketplaces
- Margin after commissions, logistics and advertising
- Advertising cost ratio (ACoS / DRR) as a share of revenue
- Conversion from impression to order and from listing view to cart
- Share of SKUs in stock (no out-of-stock on key items)
- Store rating and share of negative reviews
- Number of blocks and time to resolve them
By vertical
E-Commerce
In e-commerce, the role is key to sales through marketplaces: it directly determines revenue and margin, not just traffic. The core work revolves around listings, prices, advertising and stock, rather than the company's own website.
Levels
Senior
A senior specialist is accountable for results across several marketplaces or an entire large category, makes independent decisions on pricing and advertising budgets within agreed limits, and builds processes for the team. They handle escalations with the platform and personally train and review junior colleagues.
How to get there
Most people enter the profession from related roles: junior marketplace specialist, sales or purchasing manager, seller of their own marketplace store, listing content manager, or retail sales analyst. Practical experience with a platform matters more than a diploma: employers look for real examples of sales growth and the ability to calculate margin.
You can start with your own small store or by working on a seller's team: maintaining listings, reviewing advertising reports, calculating unit economics by SKU, and learning how to work with moderation. It is useful to master Excel or Google Sheets at the level of pivot tables and formulas, and to understand the basics of logistics and warehouse accounting.
To grow into a senior role, it is important to move from execution to management: take responsibility for an entire category or marketplace, build procedures, run new product launches, train colleagues, and defend decisions to management with figures. A typical path involves several years of work with real budgets and assortment.
Next steps: Head of Marketplaces, Category Manager, E-commerce Manager, Head of E-commerce, Head of Marketplace Sales
FAQ
How does a Senior Marketplace Specialist differ from a regular marketplace manager?
A senior is accountable for results on a larger scale: several marketplaces or an entire category, with larger budgets and assortment. They make independent decisions on pricing and advertising, build processes and train junior specialists, rather than only executing assigned tasks.
What education is needed for this position?
Formal requirements are usually flexible: employers more often look at experience selling on marketplaces and project results. Economics or business education is useful, but the decisive factor is the ability to calculate margin and manage advertising.
Which matters more for the role: analytics or listing content?
Both are important, and a senior specialist must master them at the level of decision-making. Listings drive conversion and search visibility, while analytics shows which changes pay off. Without data, content becomes guesswork, and without content, analytics does not produce growth.
What determines income in this position?
Income is usually linked to the scale of sales managed, the category, the type of employer, and whether there are bonuses based on revenue or margin. Experience with several marketplaces and the ability to quickly restore listings after blocks also play an important role.
What risks does this role carry in high-risk verticals?
The main risk is blocking: due to listing violations or non-standard categories, a platform may stop sales. The specialist must therefore know platform rules and regulator requirements for product descriptions and continuously check compliance.
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