National Account Manager - Amazon
Job Location: Territory Based
Company Description
Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®. As the love for our brands continues to grow, so too does our global reach. Represented in more than 50 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? 40,000 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them.
Diversity Statement
Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all of our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative and highly rewarding.
About the Role:
The eCommerce National Account Manager (eNAM) for Amazon is a key member of Ferrero UK's eCommerce team, responsible for managing the Amazon account and collaborating across departments. Your primary goals include driving channel sales, optimizing the digital shelf, executing product launches, and delivering the online trade plan. You will oversee P&L management and JBP negotiations while also mentoring the Amazon National Account Executive. This role provides the opportunity to work with cross-functional teams both in the UK and globally, offering valuable insights into Ferrero’s broader operations.
Main Responsibilities:
As National Account Manager Amazaon - You'll drive Ferrero’s eCommerce strategy by translating it into actionable customer account plans, managing relationships with key stakeholders, and leading negotiations. Setting growth targets, monitoring performance, and addressing challenges are key responsibilities. You’ll contribute to sales volume budgets, forecasting, and propose sales objectives and strategies while taking ownership of eCommerce account sales and growth initiatives such as distribution and NPD.
Optimizing digital shelf metrics will be a priority, collaborating with internal and external teams, including Demand Planning, Customer Service, and Amazon AVS contacts, to maximize execution and ensure digital on-shelf availability. You’ll also develop processes, activities, and assets for the digital shelf in partnership with global strategic business development in Luxembourg.
Working alongside the performance marketing manager, you’ll drive consumer-focused digital marketing campaigns, create a promotional plan aligned with Ferrero’s guidelines, and implement eCommerce channel-specific product solutions in collaboration with category and brand teams.
You’ll be responsible for tracking and reporting sales, volume, and channel share performance on a weekly, monthly, and per-session basis. This includes measuring and adjusting eCommerce performance, reporting on Amazon performance internally and externally, and conducting analyses to drive solutions. Collaborating with demand and supply chain teams to maximize online availability and working with the eCom Trading Controller to develop a long-term budget plan will also be part of your role.
Financial responsibilities include forecasting volumes, supporting customer account and finance teams during budgeting, and managing investments through detailed analysis and tracking. You’ll oversee sales invoicing processes to meet business SLAs and evaluate eRetail media activations and ROI. Additionally, you’ll control spending and manage the PO and invoicing process for any third-party digital shelf activity.
Who we are looking for:
We are looking for a candidate with strong experience as a National Account Manager (NAM) in the fast-moving consumer goods (FMCG) sector, with a keen interest in eCommerce trading. You should have experience managing the Amazon account or handling complex, high-level accounts, along with direct line management experience. Success in this role requires a proven ability to collaborate within a cross-functional matrix organization.
You will be ideally a self-motivated individual with curiosity and enthusiasm for driving impact, taking ownership of projects, and overcoming challenges. A strong interest in emerging technologies and platforms is essential, including experience with EPOS, market analytics (e.g., Nielsen, IRI), sales planning tools like Blue Planner, and intermediate-level proficiency in MS Office 365 and PowerBI. A willingness to explore new digital tools and AI applications is highly valued.
Have an understanding of digital shelf principles and eCommerce SEO techniques is beneficial, as is experience with product information management systems (e.g., Commerce IQ) and content management tools (e.g., Syndigo). Knowledge of eRetail media, eCommerce display media, or paid search is a plus. Experience in the confectionery or sweet packaged foods FMCG industry is advantageous. Additionally, strong storytelling skills to translate insights into actionable recommendations and guide decision-making through education and knowledge sharing are highly valued.
How to be successful in the role and at Ferrero:
We encourage all our people to think creatively to set personal targets and objectives and push new, better ways to work. Employee contribution and engagement at Ferrero is based on the individual, team and organization dimension, so should have the ability to work independently, as a part of the team and be able to build proper relations with stakeholders at all levels. A demonstrable consumer-focused attitude and autonomy in managing relationships will help you in building your position among stakeholders and achieving expected sales outcomes.