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.
