Emma Sleep1mo ago

Senior EU Category Manager

Lisbon · LisbonPermanent – Full Timesenior

OtherCategory ManagerProcurement & Purchasing

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Overview

Ready to lead, disrupt and reinvent the sleep industry? We are Emma – The Sleep Company. Founded in 2015, we’ve become the world’s largest D2C sleep brand,

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OtherCategory ManagerProcurement & Purchasing

Ready to lead, disrupt and reinvent the sleep industry?

We are Emma – The Sleep Company. Founded in 2015, we’ve become the world’s largest D2C sleep brand, available in over 35 countries with more than 25 stores across Europe. Recommended by leading consumer associations in EMEA, APAC, and the Americas, we develop the best sleep comfort products that empower our customers to awaken their best every day.

At Emma, we are a community of smart, driven people, united by a strong culture of collaboration, teamwork, and knowledge sharing. We think big, take ownership, and are empowered to drive meaningful impact. Through hands-on experience, mentorship, and continuous learning, we drive our own growth and learning. With Emmies from over 60 nationalities and offices across multiple regions, our diverse perspectives enrich our workplace culture. Ready to shape the future of sleep with us? Let’s make it happen!

About the Role

The Senior EU Category Manager is the commercial and operational owner of Emma's product category (one or several categories - Mattresses, Accessories, Beds, Linens) across European markets. You sit at the intersection of global strategy and in-market reality — responsible for ensuring the portfolio performs, launches land successfully, and consumer and commercial insights flow back into global decision-making.

This is a dual-facing role: you translate global category strategy into EU execution, while simultaneously representing European market needs — consumer preferences, competitive dynamics, channel realities — back to global teams.

You can develop Local or cross countries product when needed to answer specific countries consumer needs

In a context where Category Management at Emma is evolving toward stronger commercial ownership, faster feedback loops, and sharper portfolio performance, this role is critical to delivering on-the-ground results while building a stronger link between strategy and execution.

Own the EU product portfolio for the category: range structure, SKU priorities, and channel fit

Adapt / develop global portfolio architecture to European market realities (country priorities, regulatory context, channel mix)

Manage SKU lifecycle across EU — from introduction to rationalisation — in coordination with global

Ensure portfolio coherence across channels: online DTC, Marketplace, Wholesale, and Retail (Emma Stores)

Drive assortment decisions in collaboration with Commercial teams and Country Managers

Maintain up-to-date country-level range plans and collaborate on activation calendars

Lead EU launch planning and readiness: operational timelines, commercial activation, and product truth localisation

Ensure sales, marketing, customer service, and retail teams are equipped with product knowledge and messaging before every launch

Coordinate local market adaptations —regulation, claims, pricing thresholds etc… — within global guardrails

Own post-launch performance reviews: sell-through, return rate, NPS, and commercial learnings

Proactively flag launch risks and escalate blockers to global and commercial stakeholders

Track category performance weekly and monthly across key EU markets:

Revenue and volume mix evolution by SKU and channel

Gross margin and margin-per-SKU trends

Return rates and NPS by product and market

Channel performance (DTC vs retail vs marketplace vs wholesale)

Identify underperformers, portfolio gaps, and pricing misalignments — and drive corrective actions

Build business cases to support portfolio investment, de-listing, or repositioning decisions

Partner with Finance and BI on KPI frameworks, dashboards, and category contribution analysis

Monitor EU market trends: category growth, channel shifts, consumer behaviour changes

Maintain a structured view of the competitive landscape in key EU markets (pricing, product moves, positioning)

Gather and synthesise qualitative and quantitative insights from:

Emma Stores (direct consumer interaction — a unique Emma asset)

Customer Service feedback and returns analysis

Consumer reviews and online listening

Country Manager and sales team field intelligence

Produce regular EU market intelligence reports and feed insights into global category planning cycles

Build and maintain strong relationships with Country Managers and EU commercial leads

Act as the product expert and internal ambassador for the category across EU commercial teams

Deliver product training, category selling stories, and trade argumentation for retail partners

Support trade marketing and channel activation with product knowledge and positioning clarity

Adapt product messaging and benefit communication for different EU channels and retail contexts

Participate in quarterly global–regional alignment sessions with Global Category Managers

Provide structured European market intelligence to inform global roadmap and portfolio decisions

Validate global portfolio decisions against EU commercial and consumer realities

Flag regional constraints (regulatory, cultural, channel) that affect global plans

5–8 years experience in Category Management, Product Management, or Commercial Strategy in DTC, e-commerce, FMCG, or omnichannel retail

Demonstrated experience connecting product strategy with in-market commercial performance

Strong understanding of European consumer markets — including channel dynamics, country-level variations, and shopper behaviour

Experience working cross-functionally and managing multiple stakeholders across sales, marketing, and operations

Experience with product launches in multi-country environments (end-to-end, from planning to post-launch review)

Commercially sharp: you think in revenue, margin, and sell-through, not just product features

Analytical and data-driven: comfortable with dashboards, BI tools, and Excel modelling for performance analysis

Structured and operational: able to manage multiple launches and priorities simultaneously

Strong communicator: able to simplify complex product information for sales teams, retailers, and non-category audiences

Consumer-curious: genuinely interested in shopper behaviour, market trends, and in-store/field observation

Comfortable operating in a fast-moving DTC environment with evolving priorities and lean team structures

At Emma, you’ll find a culture of freedom, impact, and zero politics. We give you full ownership from day one and expect you to move fast, think big, and grow even faster.

Pet-friendly environment, where you can bring your furry desk buddy;

Discounts on our top-notch products;

Health insurance including dentist;

24 days holidays/year +1 day/year at Emma (máx. 29 days);

The opportunity to collaborate with multinational teams;

Exciting events that aren't just team-building exercises but opportunities to create epic memories.