Senior Business Development Manager - UK

Emma – The Sleep Company; Lisboa; Hybrid; EUR 70,000 - 95,000; Full time

Benefits offered by this job

Health insurance

Vacation days (24+ extra)

Hybrid work model

Lisbon office

Team events

Learning opportunities

Job summary

Emma – The Sleep Company is seeking a Senior Business Development Manager to drive the UK market's commercial performance, focusing on pricing, promotions and category contribution. You’ll collaborate with Marketing, Planning, Fulfillment, Global Category Management and Product Development to keep best-selling products competitively positioned.

You will lead category strategy, manage growth levers and coordinate launches, while monitoring market trends and customer feedback to refine our

Qualifications

• Bachelor's or Master's degree in Management, Engineering, Finance, Marketing or a related field.
• 4+ years of relevant commercial experience in FMCG, consumer goods, Retail or Ecommerce.
• Strong analytical skills with P&L awareness.
• Excellent stakeholder and project management; cross-functional collaboration.
• Owning a P&L is a plus; entrepreneurial and structured thinker.
• Fluent in English.

Responsibilities

• Track P&L and revenue performance; run regular reporting to drive net revenue and margin.
• Define category strategy, pricing, launches and lifecycle management.
• Optimize growth levers: promos, coupons, incentives, bundles with data-driven insights.
• Coordinate commercial calendar; lead campaigns, kick-offs and post-mortems.
• Monitor market trends, competitors and customer feedback; translate to actionable plans.
• Coordinate with Marketing, Webshop and Operations to ensure smooth execution.
• Lead country, cluster and regional growth projects with accountability for performance.

Skills

P&L ownership

Analytical

Stakeholder management

Cross-functional collaboration

Entrepreneurial mindset

English fluency

Education

Bachelor's or Master's in Management/Engineering/Finance/Marketing

Job description

Ready to lead, disrupt and reinvent the sleep industry?

We are Emma – The Sleep Company. Founded in 2015, we have grown into the world’s largest direct-to-consumer (D2C) sleep brand, with a presence in over 20 markets and more than 35 Emma stores across Europe.

Our mission is simple: to develop sleep comfort products that empower our customers to awaken their best every day. Today, our products are trusted by millions and recommended by leading consumer associations worldwide.

It’sour people who bring this mission to life. At Emma,you’lljoin a driven, international team that values ownership, collaboration, and continuous knowledge sharing. With colleagues from over 70 nationalities, we combine diverse perspectives with a shared ambition to learn, grow, and create lasting impact, together.

Ready to awaken your best with us?

About The Role

We are looking for a Senior Business Development Manager to drive the commercial performance of Emma's UK market. You will be responsible for pricing, promotions and category performance that grow net revenue and contribution margin, keeping our UK customers' favorite products available and competitively positioned.

You’ll be at the intersection of Emma's business, working closely with key stakeholders, ranging from Marketing, Planning, Fulfillment, to Global Category Management and Product Development.

Ready to lead, disrupt and reinvent the sleep industry?

We are Emma – The Sleep Company. Founded in 2015, we have grown into the world’s largest direct-to-consumer (D2C) sleep brand, with a presence in over 20 markets and more than 35 Emma stores across Europe.

Our mission is simple: to develop sleep comfort products that empower our customers to awaken their best every day. Today, our products are trusted by millions and recommended by leading consumer associations worldwide.

It’sour people who bring this mission to life. At Emma,you’lljoin a driven, international team that values ownership, collaboration, and continuous knowledge sharing. With colleagues from over 70 nationalities, we combine diverse perspectives with a shared ambition to learn, grow, and create lasting impact, together.

Ready to awaken your best with us?

About The Role

We are looking for a Senior Business Development Manager to drive the commercial performance of Emma's UK market. You will be responsible for pricing, promotions and category performance that grow net revenue and contribution margin, keeping our UK customers' favorite products available and competitively positioned.

You’ll be at the intersection of Emma's business, working closely with key stakeholders, ranging from Marketing, Planning, Fulfillment, to Global Category Management and Product Development.

What You’ll Do

• Drive UK's commercial performance by tracking the P&L, running daily, weekly and monthly reporting, and steering data-based decisions to hit Net Revenue and Contribution Margin targets
• Lead and grow your category by defining its strategy, portfolio, pricing and positioning, and coordinating launches, phase-ins and phase-outs across the product lifecycle
• Own and optimize our growth levers, from promo mechanics and coupons to incentives and bundles, using deep-dive analyses to unlock revenue and margin growth
• Define and orchestrate the commercial calendar, aligning campaigns across teams, leading kick-offs and check-ins, and driving post-mortems with clear learnings
• Track market trends, competitors and customer feedback, and turn those insights into clear, actionable recommendations that refine our commercial strategy
• Act as the central coordination point for commercial topics, connecting Marketing, Webshop and Operations to keep collaboration and execution smooth
• Lead country, cluster and regional-wide growth projects with full accountability on performance and reporting, and become the go-to person for commercial topics

Who We're Looking For

• You hold a Bachelor's or Master's degree in Management, Engineering, Finance, Marketing or a related field
• You bring 4+ years of relevant experience in commercial roles within FMCG, consumer goods, Retail or Ecommerce
• You are analytical, comfortable with conversion rate, traffic and the sales funnel, and you understand both the top and bottom line of a P&L
• You have strong stakeholder and project management skills, and you know how to contribute to and work within cross-functional projects
• Owning a P&L is a plus, as is experience onboarding juniors, leading interns or managing a small team. You don't need to have led projects before
• You think in a structured way, collaborate easily across teams and bring strong business acumen to every decision you make
• You drive results, think beyond your own country scope, pivot easily between strategy and tactics, and bring an entrepreneurial mindset to your work
• You are fluent in English

What We Offer

• The opportunity to create real impact, take ownership and accountability, and drive meaningful change
• Continuous learning and development through hands-on experience, mentoring, formal training, and access to tools such as our Learning Hub and Nilo
• A collaborative community of smart, driven people where you learn, contribute, and connect, every day and through team events
• A global environment, working daily with diverse perspectives across 4 offices and 70+ nationalities
• Private Health Insurance and 24 vacation days per year, with 1 extra day per year worked (until a limit of 29 days per year)
• A flexible hybrid setup with up to 22 remote days per quarter
• A modern, pet-friendly office in Parque das Nações, Lisbon

Become an Emmie

We are on a mission to become No.1 in the world of sleep, and we’re looking for driven, ambitious people to help us shape what’s next. If you’re curious, hands‑on, and ready to challenge the status quo, you’ll find the space here to make things happen and create real impact.

We are proud to be an equal opportunity employer and are committed to building an inclusive workplace. We celebrate diversity and consider all qualified applicants regardless of race, ethnic origin, religion or belief, gender, gender identity or expression, sexual orientation, national origin, disability, or age.

Our aim is to get back to you within a few days. Due to the high volume of applications, there may be slight delays, but we’ll get back to you as soon as possible.

Upon your consent, we may use artificial intelligence (AI) tools to support parts of the hiring process, such as get the interviews transcript and summarised by AI. These tools assist our recruitment team but do not replace human judgement. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please reach out to [e-mail]