Senior Business Development Manager - UK

Emma – The Sleep Company; Lisboa; On-site; EUR 70,000 - 110,000; Full time

Benefits offered by this job

Private Health Insurance

Vacation days 24+1 per year

Hybrid work setup

Lisbon office

Job summary

Emma – The Sleep Company in Lisbon is seeking a Senior Business Development Manager to drive the UK market’s commercial performance. You will manage pricing, promotions and category strategy to grow net revenue and margin, ensuring favorite products stay available and competitively positioned.

You will collaborate with Marketing, Planning, Fulfillment, Global Category Management and Product Development to align campaigns and optimize growth across the product lifecycle.

Qualifications

• Bachelor's or Master’s degree in Management, Engineering, Finance, Marketing or related field.
• 4+ years of experience in commercial roles within FMCG, consumer goods, Retail or Ecommerce.
• Strong analytical skills with conversion rate, traffic and sales funnel understanding.
• Excellent stakeholder and project management skills in cross‑functional projects.
• P&L ownership is a plus and mentoring or leading juniors is valued.
• Structured thinking, collaboration across teams, and strong business acumen.

Responsibilities

• Drive UK's commercial performance by tracking P&L and generating regular reports.
• Define category strategy, pricing, and launches across the product lifecycle.
• Own growth levers: promos, coupons, bundles to unlock revenue and margin.
• Coordinate commercial calendar and cross-team campaigns with clear learnings.
• Monitor market trends and competitor feedback to refine strategy.
• Act as central coordinator for Marketing, Webshop and Operations.

Skills

Bachelor's/Master's degree

Commercial experience

FMCG/consumer goods

Analytical

Stakeholder management

Cross-functional collaboration

P&L awareness

English fluent

Education

Bachelor's or Master's degree

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.

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.