Job Description

National Account Manager – Amazon

Location: Sydney, Australia (Hybrid)

Reports to: Director – New Channels

Business Unit: Kimberly-Clark ANZ

About Kimberly-Clark

Kimberly-Clark (K-C) is a global leader in consumer products, with brands like Kleenex®, Huggies®, U by Kotex®, and Viva® that are trusted by millions of consumers every day. We are committed to delivering category growth through customer-centric strategies, data-driven decision-making, and strong partnerships with our retail customers.

Role Purpose

The National Account Manager – Amazon is responsible for leading the Amazon customer relationship, delivering profitable sales growth, and executing a joint business plan that drives both Kimberly-Clark and Amazon objectives. This role requires a commercial leader who can navigate Amazon’s unique operating model, leverage digital insights, and build a long-term growth strategy for our eCommerce business.

Key Responsibilities

Customer Leadership

• Help develop with the support of the Director and execute the Joint Business Plan (JBP) with Amazon, aligned to K-C’s strategic priorities.
• Manage commercial negotiations across trade terms, pricing, and investment, ensuring sustainable profitability.
• Lead forecasting and demand planning inputs to optimize supply and minimize shortages or chargebacks.
• Drive collaboration with Amazon Vendor Managers, Instock, and Marketing teams to ensure execution excellence.

Growth Delivery

• Deliver sales, market share, and P& L targets for the Amazon account.
• Identify and unlock new growth levers, including new item launches, assortment optimization, and promotional planning.
• Optimize media and retail readiness to maximize conversion and brand visibility on Amazon.
• Partner with eCommerce and category teams to translate shopper insights into actionable plans.

Internal Collaboration

• Lead cross-functional engagement with Supply Chain, Marketing, Finance, and Digital teams to ensure seamless execution.
• Provide clear reporting, updates, and recommendations to senior leadership on performance and risks/opportunities.
• Champion best practice sharing across the broader sales team for digital and pureplay retail.

Analytics and Insights

• Analyze customer performance using Amazon Retail Analytics (ARA), market data, and internal dashboards.
• Monitor and respond to key performance drivers such as traffic, conversion, profitability, and availability.
• Lead post-event analysis to ensure learning is captured and future plans are optimized.

Skills and Experience

Essential:

• 3+ years in account management or commercial roles within FMCG or eCommerce.
• Proven experience managing a retail customer (Amazon experience preferred).
• Strong commercial acumen with deep understanding of P& L management.
• Excellent negotiation, relationship-building, and influencing skills.
• Analytical mindset with the ability to turn data into actionable insights.
• Strong project management and stakeholder engagement skills.

Desirable:

• Experience in Amazon Vendor Central and familiarity with digital shelf metrics.
• Exposure to pureplay or omnichannel eCommerce strategy.
• Advanced Excel and data visualization skills (Power BI/Tableau desirable).

Why Kimberly-Clark?

At Kimberly-Clark, you’ll be part of a high-performing team where your ideas matter, and your career can grow. We offer:

• Competitive salary and performance-based incentives.
• Hybrid working model with flexibility.
• Access to leadership development and career progression opportunities.
• The chance to work on some of the world’s most loved consumer brands in a fast-paced, evolving retail landscape.

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