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Director, EMEA Online Retail & Marketplaces (Amazon)
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Introduction
The Head of EMEA Online Retail & Marketplaces is responsible for driving profitable growth across the company's online retail channel throughout EMEA.
The role owns the commercial performance, strategic development and profitability of key online retail partners, including Amazon, pan-European online retailers and selected strategic marketplace customers. The position serves as the primary commercial lead for these accounts, developing long-term growth strategies, strengthening customer partnerships and ensuring best-in-class execution across markets.
Working in close partnership with local sales teams, distributors, marketing, supply chain and direct-to-consumer teams, the role ensures alignment of commercial priorities while maintaining a clear focus on delivering sustainable growth through retail partners and marketplaces.
The position also leads a team of 2 members and plays a critical role in shaping the company's online retail strategy across the region.
What You Will Do
Strategic Online Retail Leadership
- Define and execute the EMEA strategy for online retail partners and marketplaces, aligned with regional and global business objectives.
- Deliver revenue, profitability, market share and growth targets across assigned accounts and markets.
- Develop annual business plans, commercial priorities and growth initiatives that support sustainable business expansion.
- Demonstrated ability to leverage data, market intelligence and performance analytics to identify opportunities, solve business challenges and drive commercial decision-making.
- Strong capability to translate complex datasets into actionable insights, recommendations and strategic initiatives that improve revenue, profitability and market share outcomes.
Strategic Account & Marketplace Management
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- Lead relationships with Amazon, key pan-European online retailers and strategic marketplace partners, developing long-term partnerships that support sustainable and profitable growth.
- Define and execute customer-specific business plans, ensuring alignment between company objectives, customer priorities and market opportunities.
- Lead planning and execution around key seasonal and commercial events, ensuring the organization is fully aligned and prepared to maximize performance during critical trading periods such as Prime Day, Black Friday, Cyber Week, Christmas and other market-specific peak demand moments.
- Build a deep understanding of each strategic account's success drivers and champion this knowledge internally, ensuring cross-functional teams are aligned on the priorities, capabilities and investments required to win with each customer.
- Drive commercial negotiations, investment decisions and strategic initiatives across assigned accounts while balancing short-term performance and long-term value creation.
Cross-Functional Alignment and Coordination
- Partner closely with local sales teams, distributors, marketing, supply chain and direct-to-consumer stakeholders to ensure alignment on priorities, execution and market strategy.
- Act as a central point of coordination for online retail initiatives, ensuring consistency and collaboration across markets and functions.
- Ensure online retail strategies and customer plans are aligned with broader distributor, retail and direct-to-consumer priorities while maintaining a clear focus on channel-specific growth objectives.
- Foster the sharing of best practices, market insights and commercial learnings across the organization: China, US and Japan
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Retail Media & Digital Shelf Excellence
- Partner with marketing teams responsible for retail media and marketplace activation, including maintaining a strong dotted-line collaboration with teams managing Amazon Media investments and performance.
- Support the optimization of retail media investments and digital shelf performance to maximize sales, profitability and return on investment.
Team Leadership
- Lead, coach and develop a team of online retail professionals, fostering a culture of accountability, collaboration and continuous improvement.
- Set clear objectives and performance expectations while supporting individual growth and capability development.
To Be Successful You Will Have
- Strong commercial acumen with demonstrated P&L ownership and business management capabilities.
- Proven strategic thinking combined with strong execution and results orientation.
- Strong financial acumen, including forecasting, budgeting and performance analysis.
- Significant experience in online retail, marketplace sales, strategic account management or commercial leadership roles within consumer goods, consumer electronics, home appliances or comparable industries.
- Deep understanding of Amazon and major online retailer partners’ platforms, operating model and best practices.
- Demonstrated success owning commercial performance and delivering profitable growth across complex regional businesses.
- Experience working with distributors, omnichannel retail environments and marketplace ecosystems.
- Previous people management experience, including coaching and developing high-performing teams.
- Fluent English required; additional European languages are advantageous.
- Excellent written, verbal and presentation communication skills.
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