Senior Pricing & Revenue Performance Analyst

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?** **About the Role** As **Senior Pricing & Revenue Performance Analyst**, you'll be responsible for ensuring that Emma captures the full commercial value of its product portfolio — by connecting revenue 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. ### What you'll do: **1. Category Performance Intelligence** - 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 **2. Pricing Architecture & Value Capture** - 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 **3. Promotional Governance & ROI Framework** - 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 **4. Competitive & Market Intelligence** - 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 **5. Category Decision Support & Business Cases** - 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 ### Who we are looking for: - 4–6 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 ### What we offer: - 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 (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.