National Account Manager

3 weeks ago

Sydney, New South Wales, Australia Kimberly Clark Full time

National Account Manager - Amazon

Job Description

National Account Manager – Amazon

Location: Sydney, Australia (Hybrid)

Reports to: Director – New Channels

Business Unit: Kimberly-Clark ANZ

About Kimberly-Clark

Kimberly-Clark (K-C) is a global leader in consumer products, with brands like Kleenex, Huggies, U by Kotex, and Viva that are trusted by millions of consumers every day. We are committed to delivering category growth through customer-centric strategies, data-driven decision-making, and strong partnerships with our retail customers.

Role Purpose

The National Account Manager – Amazon is responsible for leading the Amazon customer relationship, delivering profitable sales growth, and executing a joint business plan that drives both Kimberly-Clark and Amazon objectives. This role requires a commercial leader who can navigate Amazon's unique operating model, leverage digital insights, and build a long-term growth strategy for our eCommerce business.

Key Responsibilities

Customer Leadership

  • Help develop with the support of the Director and execute the Joint Business Plan (JBP) with Amazon, aligned to K-C's strategic priorities.
  • Manage commercial negotiations across trade terms, pricing, and investment, ensuring sustainable profitability.
  • Lead forecasting and demand planning inputs to optimize supply and minimize shortages or chargebacks.
  • Drive collaboration with Amazon Vendor Managers, Instock, and Marketing teams to ensure execution excellence.

Growth Delivery

  • Deliver sales, market share, and P&L targets for the Amazon account.
  • Identify and unlock new growth levers, including new item launches, assortment optimization, and promotional planning.
  • Optimize media and retail readiness to maximize conversion and brand visibility on Amazon.
  • Partner with eCommerce and category teams to translate shopper insights into actionable plans.

Internal Collaboration

  • Lead cross-functional engagement with Supply Chain, Marketing, Finance, and Digital teams to ensure seamless execution.
  • Provide clear reporting, updates, and recommendations to senior leadership on performance and risks/opportunities.
  • Champion best practice sharing across the broader sales team for digital and pureplay retail.

Analytics and Insights

  • Analyze customer performance using Amazon Retail Analytics (ARA), market data, and internal dashboards.
  • Monitor and respond to key performance drivers such as traffic, conversion, profitability, and availability.
  • Lead post-event analysis to ensure learning is captured and future plans are optimized.

Skills and Experience

Essential:

  • 3+ years in account management or commercial roles within FMCG or eCommerce.
  • Proven experience managing a retail customer (Amazon experience preferred).
  • Strong commercial acumen with deep understanding of P&L management.
  • Excellent negotiation, relationship-building, and influencing skills.
  • Analytical mindset with the ability to turn data into actionable insights.
  • Strong project management and stakeholder engagement skills.

Desirable:

  • Experience in Amazon Vendor Central and familiarity with digital shelf metrics.
  • Exposure to pureplay or omnichannel eCommerce strategy.
  • Advanced Excel and data visualization skills (Power BI/Tableau desirable).

Why Kimberly-Clark?

At Kimberly-Clark, you'll be part of a high-performing team where your ideas matter, and your career can grow. We offer:

  • Competitive salary and performance-based incentives.
  • Hybrid working model with flexibility.
  • Access to leadership development and career progression opportunities.
  • The chance to work on some of the world's most loved consumer brands in a fast-paced, evolving retail landscape.
Primary Location North Sydney Office Additional Locations Worker Type Employee Worker Sub-Type Regular Time Type Full time
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