Sr. National Account Manager, e-Commerce

Glanbia Nutritionals, Inc.; Greater London; On-site; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Staff discounts

Generous family leave

Health plan

Competitive salary

Job summary

Glanbia Nutritionals, Inc. is seeking an experienced Sr. National Account Manager, e-Commerce to drive growth across Amazon EU and DTC platforms from London. You will lead commercial strategy, collaborate across markets, and optimize the digital shelf with a data-driven mindset.

You will manage a 1-person direct report, work with cross-functional teams, and influence stakeholders to accelerate revenue and profitability in a fast-paced environment.

Qualifications

• Proven experience in e-commerce, online account management or digital commerce within CPG/FMCG; Amazon experience required.
• Strong commercial mindset with ability to manage revenue, profitability and forecasting; P&L experience preferred.
• Excellent stakeholder collaboration across markets, COE, supply chain and marketing.

Responsibilities

• Strategize and execute on Amazon and DTC plans to drive sustainable growth across Europe.
• Lead 3P commercial strategy for Amazon EU, pricing, promotions and assortment.
• Develop growth strategies for DTC sites in Europe with content and community initiatives.
• Partner with RGM and finance to optimize pricing, promotions, mix and margins.
• Collaborate with media, content, and analytics for digital shelf and performance optimization.
• Provide cross-functional leadership and influence across markets and central teams.

Skills

E-commerce strategy

Amazon experience

Online account management

DTC / online retail

P&L management

Stakeholder management

Data-driven decision making

Job description

Sr. National Account Manager, e-Commerce

Join this dynamic team focused on delivering better nutrition for every step of life’s 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

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 optimise 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 optimise 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 optimise 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
• 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

• 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 optimisation 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 and 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.