Senior Business Development & Marketplace Manager

Job description

**Ready to lead, disrupt and reinvent the sleep industry?** We are **Emma – The Sleep Company**. Founded in 2015, we have grown into the world’s largest direct-to-consumer (D2C) sleep brand, with a presence in over 20 markets and more than 35 Emma stores across Europe. Our mission is simple: to develop sleep comfort products that empower our customers to awaken their best every day. Today, our products are trusted by millions and recommended by leading consumer associations worldwide. It’s our people who bring this mission to life. At Emma, you’ll join a driven, international team that values ownership, collaboration, and continuous knowledge sharing. With colleagues from over 70 nationalities, we combine diverse perspectives with a shared ambition to learn, grow, and create lasting impact, together. **Ready to awaken your best with us?** ### What You'll Do This is not a marketplace operations role. You will own the commercial growth of Emma Korea's D2C and marketplace channels, combining hands-on execution with strong commercial judgment. You will identify growth opportunities, form recommendations, make decisions, execute quickly, and continuously improve based on data and consumer insights. You will work closely with the Korea Country Manager and cross-functional teams across Marketing, Operations, Customer Experience, Product, Finance, and regional/global teams. **Own D2C & Marketplace Performance** - Own the commercial performance of key KR channels, including Shopify, Naver Smart Store, Coupang, and other relevant marketplaces. - Set and manage channel-level targets across revenue, margin, AOV, CVR, ROAS, product mix, and other key commercial KPIs. - Regularly identify performance gaps, understand the underlying drivers, and translate them into clear actions. - Own channel performance from planning through execution, analysis, learning, and next-step decisions. - Proactively identify new growth opportunities across existing and potential new channels. **Drive Pricing, Promotions & Commercial Planning** - Plan and execute channel-specific promotional calendars across D2C and marketplaces. - Develop recommendations on pricing, discount levels, bundles, promotion mechanics, and product mix based on commercial impact rather than historical practice alone. - Evaluate promotion economics, including expected revenue, margin impact, cannibalization, AOV, conversion, and inventory implications. - Conduct structured pre- and post-promotion analysis to understand what worked, what did not, why, and what we should do next. - Partner with Operations to ensure inventory readiness and minimize commercial risks around key campaigns. **Improve Conversion & Consumer Experience** - Own PDP and storefront performance from a consumer and commercial perspective. - Define what consumers should understand, believe, and remember about our products, and translate this into clear PDP and storefront recommendations. - Identify and lead CRO opportunities across product pages, bundles, checkout, merchandising, promotions, and other parts of the purchase journey. - Use consumer insights, customer feedback, channel data, and competitive intelligence to continuously improve conversion. - Work with Brand, Webshop, Product, and Marketing teams to turn commercial recommendations into strong execution. **Lead Marketplace Growth** - Build strong working relationships with marketplace partners such as Naver and Coupang. - Identify opportunities for additional exposure, promotions, platform programs, co-marketing, and other commercial initiatives. - Monitor platform policies, competitive activity, pricing dynamics, search visibility, and marketplace trends. - Drive marketplace SEO, merchandising, promotional participation, and other key levers that influence commercial performance. - Evaluate new marketplaces and business development opportunities based on expected commercial potential. **Operate with Ownership** - Independently form a view and recommendation before seeking challenge or additional input. - Take initiatives from problem identification → recommendation → decision → execution → review. - Surface blockers early, together with proposed solutions. - Manage priorities, timelines, stakeholders, and follow-ups without repeated manager prompting. - Remain accountable for the final quality of work, including tasks delegated to agencies or other internal/external partners. - Navigate existing information and resources independently and ask targeted questions where clarification or business judgment is needed. **Work Cross-Functionally** - Partner closely with Marketing on traffic, campaign, consumer, and content priorities while owning the commercial outcome of the channels. - Work with Operations on inventory planning, availability, fulfillment, and promotional readiness. - Collaborate with Product and Brand teams on product positioning, launches, portfolio strategy, and PDP development. - Work with Finance and the Country Manager on unit economics, P&L implications, forecasts, and commercial priorities. - Communicate clearly with both local and global stakeholders and drive decisions to closure. ### Who We're Looking For - We care more about how you think and operate than whether you have worked in exactly the same category before. - 5+ years of relevant experience in e-commerce, marketplace management, business development, commercial strategy, or a related field preferred. - Strong hands-on experience with Korean e-commerce platforms such as Naver Smart Store and Coupang. - Experience working with D2C / Shopify or a comparable e-commerce environment. - Strong commercial acumen and confidence working with revenue, margin, AOV, CVR, ROAS, pricing, discount mechanics, product mix, and unit economics. - Able to translate data into commercial decisions and actions — not just reports. - Strong structured problem-solving skills: able to break down ambiguous business problems, identify key drivers, form hypotheses, and recommend a path forward. - High ownership and independence: comfortable making decisions within your scope and driving work forward without waiting for repeated direction. - Hands-on and execution-oriented: willing to move between strategy, analysis, and detailed implementation when needed. - Resourceful and self-directed: able to find information, learn unfamiliar areas quickly, and operate effectively even when processes or data are not perfect. - Strong prioritization and project management skills, with high attention to execution quality. - Strong Excel / Google Sheets skills and comfort working with commercial datasets. Experience with BI tools such as Tableau or Looker is a plus. - Strong communication and stakeholder management skills across different functions and seniority levels. - Experience working in a multinational or cross-cultural environment is strongly preferred. - Native-level Korean and strong professional English, both written and verbal. ### What Success Looks Like Within your first few months, we expect you to: - a clear understanding of the performance and key growth drivers of Shopify, Naver, and Coupang. - Take independent ownership of your channels and key commercial initiatives. - Establish clear targets and visible performance tracking. - Execute promotions and commercial initiatives accurately and on time. - Develop strong working knowledge of Emma's products, consumers, unit economics, and competitive landscape. - Identify and implement concrete opportunities to improve revenue, margin, conversion, and customer experience. - Bring data-backed recommendations and scalable growth ideas to the team — rather than waiting for the next task. ### Why join Emma Korea? Emma Korea is still in a high-growth, build-and-scale phase. This is **NOT** a “keep-the-lights-on” role. You will have meaningful ownership over how we grow our D2C and marketplace business in one of Asia's most competitive e-commerce markets. You will have the opportunity to build systems, test new ideas, shape our channel strategy, and work directly with local, regional, and global teams. If you are looking for: - Ownership, not micromanagement - Business impact, not just task execution - Commercial problem-solving, not just reporting - Building and scaling, not just maintaining then this role could be a strong fit.