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Head of Amazon e-Commerce

Date: Aug 11, 2019

Location: Madrid, M, ES

Company: Beam Suntory

Beam Suntory is Crafting the Spirits that Stir the World. Rooted in two centuries of family heritage, Beam Suntory has evolved into the world's third largest leading premium spirits company ... where each employee is treated like family and trusted with legacy. With our greatest assets - our premium spirits and our people - we're driving growth through impactful marketing, innovation and an entrepreneurial spirit. Beam Suntory is a place where you can come Unleash your Spirit by making an impact each and every day.


“Unleash your spirit“ and become part of our International e-Commerce Team located in Madrid/Spain! With immediate effect we are looking for a


Head of Amazon e-Commerce



The Head of Amazon e-Commerce is the ‘business owner’ for Beam Suntory's expansion across Amazon's Retail practice, possessing a complete understanding (inclusive of the strategic context) of internal and external variables that impact Amazon sell-in and sell-out. This entails full commercial cycle management, including owning forecasting, monitoring, understanding and reporting on the business, along with responsibility for driving projects and promotions to achieve business objectives.



  • Team lead for Amazon Retail account management across multiple markets and brands. Coordination and management of Amazon EU5 key account managers, Amazon Customer Marketing specialists and Amazon AVS. This includes remote management of KAMs seated in the Market Units who manage day-to day Amazon Retail relationship.
  • Negotiation lead and decision maker of all contract trade terms and pricing architecture with Amazon EU5. Collaborate with other functions internally to mutually grow the business with Amazon. Continuously analyze sales, margin and profitability KPIs to identify opportunities for revenue growth while maintaining commercial and operational metrics within Beam Suntory’s guidelines.
  • Drive joint business planning process and meetings with Amazon and coordinate joint marketing initiatives within Beam Suntory and its Market Units to meet/exceed goals. Lead the Customer Marketing Specialists in their alignment with Mark Unit teams and development of Amazon activations calendar.
  • Forecast near and mid-term sales across our large portfolio of brands to ensure availability. Engage with Customer Service to inform buyers about product availability and delivery timings. Collaborate with Supply Chain to develop optimal fulfillment processes for the customer.
  • Internal trainer on Best Practices to succeed on Amazon, including all forms of Deals, Merchandising, AMS, AMG, etc… Maintain close connection with Market Units e-Commerce teams to share best practices & influence future growth strategy.
  • Amazon Watchdog: providing regular updates, analytics and insights to the organization on Amazon’s business evolution, their digital innovations, digital marketing offers, sales acceleration opportunities, etc... Organize occasional top-to-top meetings between Amazon’s and Beam Suntory’s most senior leaders.



Mein responsibilities


  • Lead the Amazon customer management team in its mission to capture the maximal value of Amazon’s e-Commerce Channel on Beam Suntory’s three strategic pillars: Create Famous Brands, Build Winning Markets, and Fuel Our Growth.



[A] Teamwork & Leadership

  • Lead, train, mentor, and support team members of all levels in executing effectively.
  • Guide the team in both their functional expertise and their personal development.
  • Effectively prioritize and manage a portfolio of projects and initiatives, considering trade-offs and continuously focusing the team on the most important and impactful deliverables.


[B] e-Commerce Sales

  • Develop an effective negotiations strategy to maintain and grow a win-win relationship with Amazon
  • Deliver Amazon sales, meeting or exceeding the budgeted goals
  • Provide regular updates, analytics and insights to the organization on sales growth, market conditions, price support needs, brand investment needs, margins, operational income, etc.


[C] e-Commerce Marketing & Brand Building

  • Build the bridge between Beam Suntory brands and Amazon e-Commerce by successfully integrating initiatives in the brand plan model
  • Lead strategic planning of Amazon e-Commerce marketing activities across all digital platforms on an ongoing basis and provide direction on budget allocations.
  • Possess a complete understanding of internal and external variables that impact the business: brand objectives, e-Commerce marketing activities, level of influence and efficiency
  • Plan and measure e-Com. marketing activities
  • Continuously liaise with brands to maintain an up-to-date understanding of their objectives. Act as a consultant as well as a challenger on brand plans and investment levels
  • Maintain close connection with Market Units' e-Commerce teams to share best practices & influence future sell-out growth strategy
  • Stay on top of industry changes in conjunction with e-Commerce media partners like Amazon or agencies


This is a great opportunity because...

Beam Suntory just entered an amazing race, sailing bravely through the exciting waves of the Digital Commerce ocean. In typical Beam Suntory fashion, we just "go for it", Yatte Minahare! We're entrepreneurial, agile, dynamic and friendly, and love having fun on and off the job! We've just sailed through the start line of the e-Commerce race. The journey is long, but strategic turns and cruise tactics need to be defined and refined continuously, make this a fantastic "learn, apply and deliver" opportunity for any ambitious self-starter.



Qualification, Skills and Experiences


  • University Degree in Management, Commercial Studies, or any Engineering/IT related field
  • MBA or PhD. 2+ years of relevant experience in a FMCG Key Account Director role and/or e-Commerce business management/consulting with a proven track record of leading negotiations and delivering results
  • Experience in Amazon e-Commerce retail negotiations, pricing and promotion, inventory management, and exclusive product development preferred
  • Experience launching a new sales channel, or working in a start-up or early stage environment where you had to define best practice for your function would be desirable
  • Professional proficiency in English and ideally German
  • Advanced experience with Excel, or other analytical/Business Intelligence tools
  • Strong understanding of financial KPIs – data-driven mindset combined with high emotional intelligence
  • Highly polished communication skills - speaking, writing, presenting and negotiating
  • A willingness to roll up sleeves to get things done
  • Ability to think and react in a high-energy, fast-paced environment
  • Ability to operate simultaneously and effectively in both tactical and strategic modes
  • Strong learning abilities, curiosity, and understanding of complex datasets
  • 20% of travel time within Europe, with occasional travel to US and Japan


You have a strong interest to operate in an international environment? You are smart, curious, versatile character with an ambition to grow through Success? Then we are looking forward to receiving your application documents in English including your earliest possible date of entry and salary expectations via our online career center.



Beam Suntory is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, national origin, genetics, disability, age, sexual orientation or veteran status.  We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable federal, state and local laws.



#Location: Madrid, Spain


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