National Account Manager - Amazon

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...