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 25 countries with more than 35 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 70 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 Senior Category Manager - Americas is the commercial and operational owner of Emma's product category (one or several categories - Mattresses, Accessories, Beds, Linens) across Americas markets. You sit at the intersection of global strategy and in-market reality — responsible for ensuring the portfolio performs, launches land successfully, and consumer and commercial insights flow back into global decision-making.
This is a dual-facing role: you translate global category strategy into Americas execution, while simultaneously representing North & South American market needs — consumer preferences, competitive dynamics, channel realities — back to global teams. You can develop local or regional product when needed to answer a specific country or region's consumer needs
In a context where Category Management at Emma is evolving toward stronger commercial ownership, faster feedback loops, and sharper portfolio performance, this role is critical to delivering on-the-ground results while building a stronger link between strategy and execution.
- Regional Portfolio Management & Activation
Own the Americas product portfolio for the category: range structure, SKU priorities, and channel fit
Adapt / develop global portfolio architecture to Americas market realities (country priorities, regulatory context, channel mix)
Manage SKU lifecycle across Americas — from introduction to rationalisation — in coordination with global
Ensure portfolio coherence across channels: online DTC, Marketplace, Wholesale, and Retail
Drive assortment decisions in collaboration with Commercial teams and Country Managers
Maintain up-to-date country-level range plans and collaborate on activation calendars
- Go-to-Market & Launch Execution
Lead Americas launch planning and readiness: operational timelines, commercial activation, and product truth localisation
Ensure sales, marketing, customer service, and retail teams are equipped with product knowledge and messaging before every launch
Coordinate local market adaptations —regulation, claims, pricing thresholds etc… — within global guardrails
Own post-launch performance reviews: sell-through, return rate, NPS, and commercial learnings
Proactively flag launch risks and escalate blockers to global and commercial stakeholders
- Commercial Performance Monitoring & Improvement
Track category performance weekly and monthly across key Americas markets:
Revenue and volume mix evolution by SKU and channel
Gross margin and margin-per-SKU trends
Return rates and NPS by product and market
Channel performance (DTC vs retail vs marketplace vs wholesale)
Identify underperformers, portfolio gaps, and pricing misalignments — and drive corrective actions
Build business cases to support portfolio investment, de-listing, or repositioning decisions
Partner with Finance and BI on KPI frameworks, dashboards, and category contribution analysis
- Market, Consumer & Competitive Intelligence
Monitor Americas market trends: category growth, channel shifts, consumer behaviour changes
Maintain a structured view of the competitive landscape in key Americas markets (pricing, product moves, positioning)
Gather and synthesise qualitative and quantitative insights from:
Customer Service feedback and returns analysis
Consumer reviews and online listening
Country Manager and sales team field intelligence
Produce regular Americas market intelligence reports and feed insights into global category planning cycles
- Sales, Trade & Channel Enablement
Build and maintain strong relationships with Country Managers and Americas commercial leads
Act as the product expert and internal ambassador for the category across Americas commercial teams
Deliver product training, category selling stories, and trade argumentation for retail partners
Adapt product messaging and benefit communication for different Americas channels and retail contexts
- Global–Americas Interface & Feedback Loop
Participate in quarterly global–regional alignment sessions with Global Category Managers
Provide structured Americas market intelligence to inform global roadmap and portfolio decisions
Validate global portfolio decisions against Americas commercial and consumer realities
Flag regional constraints (regulatory, cultural, channel) that affect global plans
- Bachelor’s or Master’s degree in Marketing, Business, E-commerce, or a related field.
- Minimum 5 years of relevant experience in E-commerce, category management, online merchandising, digital retail, or D2C businesses.
- Proven ability to drive online revenue growth, optimize product categories, and use data for decision-making.
- Strong analytical, strategic, and customer-centric mindset, with solid problem-solving skills.
- Experience working cross-functionally in a fast-paced environment.
- Excellent communication and stakeholder management skills.
- Fluency in English; Portuguese is a plus.
- 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 (max. 29 days);
- The opportunity to collaborate with multinational teams;
- Exciting events that aren't just team-building exercises but opportunities to create epic memories;
- All the tools you need to grow and ownership from the beginning.
Become an Emmie
Emma is transforming the world of sleep - and we want the highest-performing people to help us pull it off. We want you. But only if you're willing to go all in. Only if you're willing to question, disrupt, innovate, and create from the ground up.
We proudly celebrate diversity. We are an equal-opportunity employer committed to promoting inclusion in our workplace. We consider all qualified applicants for employment without regard to race, ethnic origin, religion or belief, gender, gender identity or expression, sexual orientation, national origin, disability, or age.
Our aim is to get back to you in a couple of days, however, we are currently receiving a large number of applications and this might lead to a delay in the process. We will get back to you as soon as possible!
Upon your consent, we may use artificial intelligence (AI) tools to support parts of the hiring process, such as get the interviews transcript and summarised by AI. These tools assist our recruitment team but do not replace human judgement. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please reach out to [email protected]
