Key Account Manager, Direct Business EMEA

Sales & BusinessSalesHybridFull Timeposted 3w ago

Who We Are:

At Brooks, we believe movement is the key to feeling more alive. That’s why we’re driven to create gear and experiences that take people to the place that makes them feel more alive — whether it’s a headspace, a feeling, or a finish line.

Everyone who works at Brooks is propelled by a company culture that sparks excitement, fuels collaboration, inspires creativity, and ignites innovation.

Our brand values help bond us together and drive our success:

Runner First
- We act in the best interest of the runner
Word is Bond
- We do what we say we’ll do
Champion Heart
- We give our all in everything we do
There is no “I” in Run
- We stay generous with our humanity
Keep Moving
- We find ways to move every day, because joy is kinetic!

We welcome everyone from every walk of life looking to inspire others through the power of movement - because we’re all moving towards something. Let’s run there.

Your Job:

As the Key Account Manager at Brooks, you will be responsible for managing the smooth deployment of the Premium Platform Partner (PPP) seasonal calendar and strategy, as well as building solid relationships with the accounts and fostering the most favorable conditions for growth. You will drive the commercial performance of assigned marketplace/platform partners by optimizing visibility, conversion, full-price sell-through, and overall marketplace KPIs. You will support the Manager, Direct Business, in establishing revenue goals, share of full-price sales, account strategies, and budgets related to these accounts. You are responsible for maintaining direct, regular contact with buyers, merchandisers, and PPP stakeholders to ensure seamless execution of account strategies. Internally, you will work cross-functionally with the Direct Business Planner, Marketing, and Merchandising Specialists to ensure that the account strategy is aligned with the overall EMEA strategy. You will translate the EMEA Direct Business strategy into platform-specific execution plans tailored to each marketplace partner. This role requires frequent pan-European travel.

Your Responsibilities:

Marketplace Performance & Growth

· Own revenue delivery and marketplace KPIs across assigned accounts, including traffic, conversion, full-price sell-through, and share of business.

· Implement seasonal strategies, revenue forecasts, and product sales aligned with EMEA targets.

· Analyze marketplace performance data to identify trends, risks, and growth opportunities, translating insights into actionable plans.

· Optimize digital shelf execution across platforms, including product visibility, assortment, and content quality.

· Support pricing and promotional execution in line with Brooks’ pricing strategy and full-price objectives.

· Identify and activate platform-specific growth levers such as campaign participation, search visibility, and assortment expansion.

Partner Management & Commercial Planning

· Build strong, trusted relationships with key stakeholders (i.e., buyers, merchandiser, digital teams) across marketplace partners.

· Develop and deploy win-win account strategies that position Brooks as a strategic partner on each platform.

· Lead meetings and support Quarterly Business Reviews (QBRs) with PPP stakeholders.

· Act as the primary point of contact for assigned marketplace partners, ensuring alignment on business priorities and execution.

Execution & Cross-Functional Alignment

· Collaborate with Marketing to deliver best-in-class execution of seasonal campaigns and brand moments.

· Partner with the Direct Business Planner to ensure optimal product availability and inventory management across accounts.

· Align with Merchandising teams to ensure assortment plans support marketplace performance and consumer demand.

· Work closely with EMEA country teams to ensure consistent deployment of pan-European strategies.

Insights & Continuous Improvement

· Monitor competitor activity, platform deployments, and market trends, sharing insights with the broader team.

· Continuously assess performance against KPIs and recommend adjustments to strategy and execution.

· Contribute to key strategic projects and initiatives within the Direct Business team.

· Drive process improvements and identify opportunities to enhance efficiency and effectiveness.

Qualifications:

-Bachelor’s degree in Sales, Business Management, Marketing, or related field; equivalent combination of education and years of experience can be considered in lieu of degree(s)

· 5+ years of experience in account management, ideally within digital retail or marketplace environments (sports category preferred)

· Proven experience managing marketplace/platform partners (e.g., Zalando, Amazon, or similar)

· Strong track record of delivering commercial results and building successful, long-term partnerships

· Strong commercial acumen with ownership mindset across revenue, margin, and full-price performance

· Highly data-driven with the ability to translate performance data into clear actions and decisions

· Strong understanding of key digital retail drivers, including traffic, conversion, merchandising, pricing, and promotions

· Ability to manage complex projects and work effectively in cross-functional, international environments

· Excellent communication and presentation skills in English

· Strong proficiency in Excel, PowerPoint, and data analysis tools

· Strong interpersonal skills with the ability to influence and build trust across internal and external stakeholders

· Highly organized, detail-oriented, and able to balance execution with strategic thinking

· Demonstrate innovation, initiative, and a continuous improvement mindset

· Travel 20% within Europe

· Embraces and lives the Brooks values!