International Commercial Strategy Lead – ESN

ESN

International Commercial Strategy Lead defining market entry strategies and enabling sales teams for ESN in Europe. Collaborating across international markets while adapting German market strategies.

Posted 6/23/2026full-timeRemote • 🇩🇪 GermanySeniorWebsite

About the role

Key responsibilities & impact

You define market entry strategies by deciding where ESN wins in each market—across channels, key accounts, and categories—while adapting the German playbook to local dynamics
You curate the A-assortment by building and maintaining a focused, high-impact product portfolio that balances hero SKUs with local market and retailer needs
You set promotional guardrails by defining pricing, promotion depth, and trade investment to protect brand equity while enabling commercial success
You develop in-store activation playbooks by creating scalable, channel-specific toolkits that sales teams can execute easily across markets
You enable sales teams by translating strategy into clear, actionable materials such as sell-in decks, assortment rationale, and promotional frameworks
You track and drive performance by defining relevant KPIs (e.g. distribution, sell-through, promo ROI) and establishing a clear review cadence across markets
You ensure brand alignment with Germany by acting as the key interface between the core DE team and international markets—translating strategy without reinventing it

Requirements

What you’ll need

You bring 8+ years of experience across key account management, category management, and trade marketing—ideally within sports nutrition, FMCG, or consumer health
You have strong KAM expertise with full ownership of major retail or wholesale accounts, including JBP negotiations and end-to-end trade term management
You master category management tools such as range reviews, planogram development, shopper insights, and space-to-sales optimization
You bring deep trade marketing experience across activation planning, promotional architecture, sell-in materials, and in-store execution
You have worked across multiple European markets and understand how to adapt strategies beyond a one-size-fits-all approach
You are fluent in English, with German or another European language as a strong plus

Benefits

Comp & perks

Flexible working hours and remote work options
Attractive employee discounts (50% discount on our products)
Subsidy for the E-gym Wellpass (Classpass in NL & UK)
Workation
Corporate benefits (only in Germany)
28 days vacation/year
and much more

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

key account managementcategory managementtrade marketingpromotional architectureactivation planningJBP negotiationsspace-to-sales optimizationshopper insightsplanogram developmentKPI definition

Soft Skills

strategic thinkingcommunicationadaptabilitycollaborationperformance trackingactionable material creationbrand alignmentmarket analysisteam enablementcross-cultural communication