Soda Stream: Senior KAM Amazon ( m/w/d)

Soda Stream: Senior KAM Amazon ( m/w/d)

Frankfurt am Main, Germany

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The Senior Key Account Manager is responsible for leading and optimizing Amazon’s e‑commerce business in Germany by developing commercial strategies, increasing revenue, improving operational efficiency, and ensuring an excellent customer experience while achieving business targets. The position is fully accountable for sell‑out performance in the market, driving monthly revenue, volume, and profitability by ASIN through best‑in-class retail readiness, content, Buy Box and promo activation. By deeply understanding all key eCommerce, Amazon‑specific and competitive KPIs, the role translates traffic, conversion, price, availability, and market share insights into concrete actions on assortment, Subscribe & Save, media, and trade investments to deliver sustainable, long‑term growth.

Responsibilities

Own sell‑out performance and planning

• Ensure monthly sell-out plans by category and ASIN are defined, aligned with Finance and Supply Chain, and delivered through clear levers on price, promotions, assortment, and media.
• Maintain dashboards for traffic, conversion, units per order, price, availability, and share of search at ASIN and marketplace level; perform deep dives on performance issues
• Continuously monitor performance vs. plan and lead corrective actions when gaps arise.

Lead retail readiness, content and competition analysis

• Guarantee retail readiness for all active and new ASINs in the marketplace (titles, bullets, A+ content, images, variation, Brand Store, etc.) in line with brand guidelines and local requirements.
• Build and execute the annual promo calendar (events, deals, coupons, bundles) and Subscribe & Save strategy, with clear objectives and post‑event evaluations.
• Run regular analysis on price, promotions, assortment, content, and reviews, and translate insights into actions on content, pricing, and promotional strategy.

Manage Buy Box, availability and pricing corridors

• Monitor Buy Box ownership, availability and price gaps across ASINs; identify root causes (OOS, lead times, unauthorized sellers) and drive resolution.
• Recommend and align pricing corridors and promo depth with Revenue Management to protect profitability and brand equity.

Define and optimize Amazon media and performance

• Define and continuously optimize the Amazon media strategy (Sponsored Products, Sponsored Brands, display, video) by marketplace to drive traffic, conversion and share of voice.
• Track and improve key media KPIs and feed learnings into future planning.
• Partner with Amazon Ads and Retail Media specialists to define the annual activation plan.
• Set commercial priorities and success criteria for media investment.
• Challenge campaign performance and investment allocation from a total-business perspective.
• Connect media KPIs (ACOS/ROAS, CPC, incremental sales, share of search) with traffic, conversion, sales growth and profitability outcomes

Connect with global retail and media teams and lead governance

• Act as the key connection point between local Amazon business and global retail/media/eCommerce teams, ensuring local execution is fully aligned with global frameworks and guidelines.
• Provide regular performance read‑outs, risks, opportunities, and best practices to senior stakeholders, influencing global roadmaps and local investment decisions.

Commercial Negotiations & Customer Management

• Partner with the Global Amazon Team to prepare and support annual Vendor negotiations and major commercial agreements with Amazon.
• Develop fact-based negotiation strategies, scenarios and trade-offs using financial, customer, and market insights.
• Improve investment effectiveness while protecting sustainable profitability.

Cross-functional Leadership & Governance

• Orchestrate cross-functional execution across Global Amazon, Marketing, Retail Media, Finance, Supply Chain, Category Management and Revenue Growth Management.
• Create clear ownership, milestones and decision points for strategic account initiatives.
• Influence stakeholders without direct authority and ensure timely delivery of agreed actions.
• Represent the Amazon Germany agenda in internal planning, performance, and investment forums.

Qualifications

• 4–6 years of relevant professional experience in eCommerce, Key Account Management or marketplace management, ideally with direct Amazon (Vendor and/or Seller) responsibility.
• Advanced understanding of Amazon growth levers, including assortment, pricing, promotions, availability, digital shelf, conversion and Retail Media.
• Solid knowledge of eCommerce and media KPIs, including organic vs. paid traffic, conversion rate, ASP, margin, share of search, ACOS/ROAS, CPC, and incremental sales.
• Strong commercial and financial acumen, with the ability to translate complex data into decisions and actions.
• Persuasive communication and proactive stakeholder management, with the ability to influence cross-functional and international partners without direct authority.
• Experience in consumer goods, domestic appliances or consumer electronics is preferred.
• Advanced Excel and PowerPoint skills; experience with Amazon reporting, business intelligence or market data tools is preferred.
• Experience working in a multinational / matrix environment and collaborating across Sales, Marketing, Finance, and Supply Chain.
• Fluent in German and English, both written and spoken.

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About us

Sodastream is on a mission to revolutionize the beverage industry by reducing single-use plastic and empowering consumers to make more sustainable choices. As part of PepsiCo, we bring together innovation, creativity, and collaboration to shape smarter beverage experiences across dozens of markets worldwide