Emma Sleep24d ago

Senior Global Performance & Value Manager

Lisbon · LisbonPermanent – Full Timesenior

OtherManager

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Quick Summary

Overview

Ready to lead, disrupt and reinvent the sleep industry? We are Emma – The Sleep Company. Founded in 2015, we’ve become the world’s largest D2C sleep brand,

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OtherManager

Ready to lead, disrupt and reinvent the sleep industry?

We are Emma – The Sleep Company. Founded in 2015, we’ve become the world’s largest D2C sleep brand, available in over 35 countries with more than 25 stores across Europe. Recommended by leading consumer associations in EMEA, APAC, and the Americas, we develop the best sleep comfort products that empower our customers to awaken their best every day.

At Emma, we are a community of smart, driven people, united by a strong culture of collaboration, teamwork, and knowledge sharing. We think big, take ownership, and are empowered to drive meaningful impact. Through hands-on experience, mentorship, and continuous learning, we drive our own growth and learning. With Emmies from over 60 nationalities and offices across multiple regions, our diverse perspectives enrich our workplace culture. Ready to shape the future of sleep with us? Let’s make it happen!

About the Role

The Global Performance & Value Manager is responsible for ensuring that Emma captures the full commercial value of its product portfolio — by connecting product performance, pricing architecture, and competitive intelligence into actionable insight.

This is a newly created role designed to address one of the most critical gaps identified in the category diagnostic: the absence of a structured pricing framework, a clear performance intelligence function, and a structured competitive monitoring capability. Today, pricing decisions lack governance, performance tracking is high-level, and competitive intelligence is fragmented. This role exists to fix that.

You will build the analytical backbone of Category Management — providing the data, frameworks, and strategic insight that make better portfolio decisions possible, and ensuring that pricing logic holds across markets, channels, and the full product lifecycle.

Design, build and own global category performance dashboards in partnership with BI and Data teams

Define the KPI framework for the category: which metrics matter, how they are measured, and at what frequency

Track and analyse product performance across all global markets:

Revenue, volume, and margin by SKU, channel, and market

Return rate and NPS correlation with product attributes and positioning

Portfolio mix evolution and contribution margin by tier

Channel performance across DTC, marketplace, and retail

Identify performance gaps, growth opportunities, and structural category issues — and translate them into clear recommendations

Produce monthly performance reviews and quarterly category performance deep-dives for senior stakeholders

Build the category portfolio assessment framework (combining CM, return rate, revenue, and mix) to steer investment and rationalisation decisions

Design and maintain global price ladders, pricing tiers, and trade-up logic for each product category

Define pricing corridors by channel, market cluster, and product tier — ensuring coherence across the portfolio

Maintain & update a pricing elasticity model to inform strategic pricing decisions and promotional planning

Support pricing decisions for new product launches — working closely with Global Category Managers and Finance

Conduct regular price-value assessments: are products priced coherently relative to consumer-perceived value and competitive positioning?

Identify pricing risks (undercutting, margin compression, channel conflict) and propose corrective actions

Build a pricing governance framework ensuring decisions are documented, consistent, and defensible

Define promo guardrails and governance standards (frequency, depth, product eligibility, channel fit)

Build and maintain a promotional effectiveness tracking model — measuring actual ROI vs planned

Collaborate with countries to conduct pre- and post-promo analysis to identify what works, at what cost, and for which products

Work with Regional Category Managers to evaluate EU, APAC, and LATAM promo requests against global guardrails

Identify structural promo dependency risks (habituation, margin erosion, brand degradation) and escalate early

Partner with Finance and Commercial to ensure promo plans are margin-accretive or strategically justified

Own and continuously maintain a structured competitive landscape view across Emma's core categories

Track competitor pricing, product launches, positioning changes, and promotional activity across key markets

Develop a repeatable, scalable competitive intelligence process — pulling from multiple sources (online scraping, trade press, field reports, mystery shopping)

Analyse market sizing, category growth rates, and channel shifts to identify whitespace and strategic risks

Deliver regular competitive intelligence reports and ad-hoc briefs when significant competitor moves occur

Support business case modelling with validated market data and external benchmarks

Serve as the analytical partner to Global and Regional Category Managers — providing the data backbone for strategic decisions

Build and validate business cases for new product investments, portfolio changes, and category expansion

Support market sizing exercises, opportunity assessments, and go/no-go frameworks for innovation

Work with Finance to translate category insights into P&L impact, investment return projections, and budget inputs

Develop self-service analytics tools and templates that help the broader category team make faster, better decisions

5–8 years in pricing, strategy, business analytics, revenue management, or category performance in a consumer goods, DTC, e-commerce, or retail context

Proven experience designing or operating pricing frameworks and governance processes

Experience working with BI tools and building performance dashboards (Tableau, Power BI, Looker, or equivalent)

Experience using statistics and data science to inform business and commercial decisions

Experience with competitive intelligence and market analysis methodologies

Background in building business cases and financial models for portfolio or pricing decisions

Highly analytical and data-literate: you are comfortable in Excel and BI tools, and can build models independently

Solid foundation in statistics (hypothesis testing, regression basics, distributions, interpreting outputs) and clear understanding of clustering methods (e.g., k-means) and their practical limitations

Working knowledge of Python for data analysis (e.g., pandas, basic scripting, data cleaning, exploratory analysis)

Track record of translating complex data into clear, decision-ready business recommendations

Pricing-first thinker: you understand the interplay between pricing, perceived value, volume, and margin

Structured and rigorous: you build frameworks that hold up under scrutiny and can be used repeatedly

Business-oriented: you translate insights into decisions, not just reports

Strong communicator: able to present complex analytical findings clearly to non-analytical audiences including leadership

Collaborative: you work as a service partner to category managers — empowering their decisions, not replacing them

Proactive: you spot issues and opportunities before being asked, and you come with solutions

At Emma, you’ll find a culture of freedom, impact, and zero politics. We give you full ownership from day one and expect you to move fast, think big, and grow even faster.

Pet-friendly environment, where you can bring your furry desk buddy;

Discounts on our top-notch products;

Health insurance including dentist;

24 days holidays/year +1 day/year at Emma (máx. 29 days);

The opportunity to collaborate with multinational teams;

Exciting events that aren't just team-building exercises but opportunities to create epic memories.