Glanbia
Sr. National Account Manager, e-Commerce
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Senior Account Manager, E-commerce
Glanbia
Join this dynamic team focused on delivering better nutrition for every step of the journey
The Opportunity
The E-Commerce Senior National Account Manager (SNAM) is responsible for driving sustainable and profitable growth across the online ecosystem, namely Marketplaces (Amazon) and DTC. This role plays a critical part in accelerating both digital and digitally influenced sales through strong commercial leadership, strategic partnership management, and best-in-class e-commerce execution.
The role requires a highly collaborative and future-focused mindset, working cross-functionally with media, content, data & analytics, RGM, supply chain, and market teams to deliver best-in-class brand and shopper experiences to our consumers online. The successful candidate will combine strong commercial rigour with a deep understanding of the evolving digital commerce landscape to unlock growth opportunities and drive competitive advantage.
This role will be based in London, reports to the Head of Digital Commerce & Insights, and will have 1 direct report. The remit will span across Europe so the candidate will need strong networking and communication skills to navigate and influence across a complex multi-functional and geographical stakeholder network. The role will work closely with the E-Commerce Europe COE team as well as Digital resource in Markets and Central Functions. We are looking for an Amazon expert and a strategic thinker who can challenge the status quo and take our digital business to the next level. The candidate needs to be commercially minded, with a strong growth mindset, excellent leadership skills, and a natural ability to inspire and galvanize teams.
Responsibilities
Strategy to Execution of Amazon & DTC
- Lead the 3P Commercial strategy to create sustainable and profitable growth plans for Optimum Nutrition on Amazon EU
- Build the Amazon commercial strategy across Price, Promo, Assortment to differentiate the brand and leverage the breadth of the portfolio – utilizing eRGM principles and PPA.
- Optimise and finesse the 3P seller strategy to replicate and scale across other marketplaces.
- Develop growth strategies for DTC sites (Optimum Nutrition and Isopure) in Europe, to build the brand through Commercial, Content and Community initiatives.
- Provide strategic recommendations and guidance to markets on how to grow brand share on Amazon
Europe Marketplace Expansion
- Expand business in existing marketplaces e.g. Decathlon in France, Bol in Netherlands, C-Discount in France, to own the buy box and maximise profitability for GPN
- Identify new marketplaces for expansion in Europe, build commercial business plans and GTM strategy
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Business Planning & Performance
- Drive revenue, profitability, and market share growth through strong account management and trading excellence
- Provide input and sign off on all forecast and financial delivery
- Design & own the promotional and activation plan, in particular for key Tier 1 events and NPD launches
- Partner closely with RGM and finance teams to drive healthy, sustainable growth. Understand and optimize key profitability drivers including pricing, promotions, mix, media investment, and contribution margin
- Balance short-term performance with long-term value creation and brand equity
Media, Content, Digital Shelf & Performance Optimisation
- Work closely with media and content teams to optimize traffic, conversion, and overall digital performance
- Collaborate closely with Performance Marketing team to drive performance of GPN brands across the Amazon and DTC platforms, ensuring seamless executions aligned to commercial plans
- Leverage digital shelf analytics and search insights to improve discoverability, content quality, and conversion
- Champion a test-and-learn mindset to continuously improve performance
- Own and constantly optimize PDPs through data-led insight and working closely with our content agency
Insight & Analytics
- Partnership with COE Data, Analytics & Insights team to identify opportunities, diagnose performance gaps, and shape strategic recommendations
- Drive a data-led approach to forecasting, planning, and decision making
- Translate complex data into clear commercial actions and business narratives
Cross-Functional Collaboration & Communication
- Build strong partnerships across markets, COE teams, supply chain, finance, marketing, and external partners
- Ensure clear communication and alignment across stakeholders to enable execution excellence
- Act as a key connector between local market needs and central e-commerce capabilities
Team Management & Leadership
- Management of Amazon Account Executive to deliver exceptional execution of market plans & strategies
- Provide thought leadership and vision for all Amazon team members and stakeholders across the business
- Cross-functional leadership of Amazon + Marketplaces business with all regional commercial stakeholders
- Be the expert within the GPN business on Amazon, keep well-informed of the latest digital sector developments and opportunities. Showcase experience, successes and learnings in monthly Europe forums
- Role sits on E-Com EXLT, providing exposure to Leadership, Strategic Planning and Decision Making and fast track development opportunities
The Skills you will bring to the team
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- Proven experience in e-commerce, online account management, or digital commerce within CPG/FMCG. Amazon experience required. Strong understanding of Amazon, DTC, and online retail ecosystems
- Strong commercial acumen with experience managing revenue and profitability and knowledge of forecasting, managing a P&L and performance management
- Experience working with retail media, digital shelf analytics, and performance data
- High learning agility, and curious and passionate in the area of digital
- Ability to drive Strategy through to Execution, working with teams, agencies and markets to execute the plan
- Data-driven mindset with the ability to translate insights into action
- Strong in communication, relationship building, stakeholder management and influencing
- Collaborative and adaptable – able to think big picture and also drive hands on execution, flexing objectives as priorities shift
- Results-oriented mindset with a focus on continuous improvement and optimization and a relentless in pursuit of growth
- Experience working in a fast-paced, dynamic environment, preferably within the technology or e-commerce industry
- Passionate about the Sports Nutrition category and being part of a high performing team
Where and how you will work
The opportunity will be based in London with hybrid working arrangements available which offer you a greater choice in how you work and live, giving you a better work-life balance.
What we would like to offer you!
- The opportunity to develop your career on a global stage, continuous learning through an on-demand learning platform, and a competitive compensation package including staff discounts, generous family leave policy, health plan & competitive salary.
About Glanbia
Glanbia is a better nutrition company with three divisions: Performance Nutrition, Health & Nutrition and Dairy Nutrition. Collectively and with our partners we offer an incredible breadth of expertise in nutrition. We employ a team of 5800 people, work with global food and beverage companies, and sell our award-winning and market-leading brands and ingredients in more than 100 countries worldwide
At Glanbia, we celebrate diversity, because we know that our individual strengths make us stronger together. We welcome and encourage interest from a variety of candidates, we will give your application consideration, without regard to race, colour, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.
At Glanbia, our culture celebrates individuality, knowing that together we are more.
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