Head of Retail & Wholesale (fixed 1 year)

Aarke AB; Stockholms kommun; Sur place; SEK 1 500 000 - 2 100 000; Plein temps

Résumé du poste

Stockholm‑baserade Aarke söker en Head of Retail & Wholesale som tar bolagets försäljning i detaljhandeln och via distributörer till nästa nivå. Du utvecklar go-to-market, strukturer och partnerskap och fungerar som kommersiell brygga mellan retail, online, marketing, produktutveckling och finans.

Du leder Sales Directors och Managers i Europa och Nordamerika, ansvarar för Nordics som Sales Director och ingår i ledningsgruppen.

Qualifications

• 8+ års erfarenhet av detalj- och grossistförsäljning med ledarskap av försäljningschefer eller -direktörer.
• Bevisad förmåga att växa försäljning genom återförsäljare, distributörer och nyckelkunder i premiumvarumärken.
• Erfarenhet av att utveckla go-to-market-ramverk, försäljningsstyrning och affärsprocesser.
• Starka förhandlingsfärdigheter med stora detaljhandelskunder och distributörer.
• Erfarenhet av joint business planning, trade marketing och retail-kampanjer med kommersiell avkastning.
• Analytisk, datadriven med forecasting och KPI-uppföljning.
• Svenska (eller annat nordiskt språk) flytande och väl etablerat nätverk i nordisk detaljhandel.
• internationell erfarenhet och flytande engelska.
• Universitets-/högskoleexamen inom företagsekonomi eller närliggande område.

Responsabilités

• Ansvara för försäljningsprestation över samtliga detalj- och grossistmarknader samt leverera kommersiella mål.
• Leda Sales Directors och Sales Managers i Europa och Nordamerika och höja strukturerna och ansvarsutkrävandet.
• Säkerställa att distributörer och nyckelpartners levererar KPI:er och mål.
• Innehav Nordics som Sales Director och leda konton och tillväxtstrategi.
• Utveckla och skärpa go-to-market setup, kanalstrategi och partnerramverk för ökad räckvidd.
• Driva prisbildning, sortiment, kampanjer och produktlanseringar över marknader.
• Säkerställa omnichannel tillväxt och varumärkeskonsekvens över kanaler.
• Fungera som kommersiell bro mellan detaljhandel, online, varumärke, marknadsföring, produktutveckling, operations och finans.

Connaissances

Retail Leadership

Negotiation

Business Planning

Analytics & KPIs

Forecasting

Cross-functional

International Experience

English Proficiency

Swedish Proficiency

Formation

Business Degree

Description du poste

About Aarke

Founded in 2013, we started as a carbonator company and have since taken over the kitchen countertop, turning cheap plastic products into steel design built to last. Today we're on a growth journey, present in more than 30 countries, with revenue that passed SEK 500 million in 2025. We challenge the ordinary, think differently and go one step further. Together, we're building a scalable premium company, where you're expected to take ownership of your area, pitch in wherever needed and be part of a positive, fast-moving culture.

The Position

As Head of Retail & Wholesale, you will take Aarke's retail and wholesale business to the next level. You sharpen the frameworks, routines and go-to-market structures we have in place and develop them so they scale – while delivering on this year's numbers.

You lead the global retail and wholesale sales organisation, with Sales Directors and Sales Managers across Europe and North America. You are the commercial bridge to Online (ecommerce and marketplaces), Brand & Marketing, Product Development, Operations and Finance. In addition, you carry direct responsibility as Sales Director Nordics, leading key accounts and annual negotiations in the region.

This is a role for someone who enjoys coming in, seeing what can be done better and making it happen. You report to the CEO and are based at Aarke HQ in Stockholm.

After 12 months, success means:

• A sharper go-to-market setup – segmentation, channel strategy and partner frameworks – in use across all markets
• A sales governance cadence (reviews, KPIs, joint business plans) that the teams own and run without you
• Retail and wholesale, including the Nordics, delivering on target, with stronger presence in premium physical retail

Please note that this is a fixed-term position (vikariat) starting 1 February 2027 and running until the regular role holder returns, estimated at approximately 12 months.

Key Responsibilities

Sales performance & leadership

• Own sales performance across all retail and wholesale markets and secure delivery on commercial targets
• Lead, coach and challenge the Sales Directors and Sales Managers in Europe and North America, raising the bar on structure, routines and accountability
• Ensure distributors and key partners deliver on agreed KPIs and objectives

Market leadership – Sales Director Nordics

• Hold full commercial responsibility for Nordic retail and wholesale performance
• Lead key accounts, annual negotiations and growth strategy for the region
• Steer and follow up the external key account partner in the region

Refine and develop the commercial frameworks

• Review and sharpen the go-to-market setup – segmentation, channel strategy and partner frameworks – to increase retail reach and market penetration
• Develop the sales governance framework, including cadences, reviews and KPIs, so it scales with the business
• Strengthen joint business planning and account management with key retail and wholesale partners
• Drive consistent execution of pricing, assortment, promotions and product launches across markets

Omnichannel stewardship

• Ensure retail and wholesale growth contributes to Aarke's total commercial performance, prioritising omnichannel success over isolated channel gains
• Safeguard margin, brand consistency and customer experience across channels
• Grow distribution in premium physical retail, including trade marketing, in-store experience and staff training

Cross-functional collaboration

• Act as the commercial bridge between retail/wholesale and Online, Brand & Marketing, Product Development, Operations and Finance – for example on promotions and product launches
• Provide structured market insights to inform pricing, campaign and product decisions, and give commercial input to demand planning
• Lead commercial input into the NPD and launch process

Who Are You?

You are a commercially sharp, structured leader who enjoys stepping in, finding what can be improved and driving the change – while keeping the business delivering. You combine strategic thinking with hands-on execution and get energy from raising the standard of a team. You build strong relationships internally and with partners, and you have a genuine passion for premium brands and retail excellence.

What We're Looking For

• 8+ years in retail and wholesale sales, including several years leading sales managers or directors in an OMNI environment
• A proven track record of driving sales growth through retailers, distributors and key accounts, ideally within premium consumer brands
• Experience developing go-to-market frameworks, sales governance or commercial processes – and getting organisations to adopt them
• Strong negotiation skills and experience with major retail accounts and distributors
• Experience with joint business planning, trade marketing and retail campaigns focused on commercial ROI
• Analytical/ data driven and comfortable with forecasting, KPIs and commercial follow-up
• Fluent Swedish or another Scandinavian language, and an established network within Nordic retail
• International experience across several markets and fluent English
• A university degree in business or a related field, or equivalent experience

Why Aarke?

At Aarke you get to work with consumer products that people genuinely love – and a clear mandate to shape how they reach the market globally. You report directly to the CEO and work in a small, hands-on team where your work has real impact and visibility.

We offer a collaborative environment, strong learning opportunities and the chance to be part of an exciting growth journey. Our headquarters is in central Stockholm, Vasastan. The role includes travel, mainly within Europe.