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, 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.

Primary LocationNorth Sydney Office

Additional Locations

Worker TypeEmployee

Worker Sub-TypeRegular

Time TypeFull time