International Commercial Strategy Lead (gn) - ESN

ESN is expanding its B2B footprint across Europe. This role bridges the gap between brand and commerce - translating ESN's German go-to-market playbook into market-specific strategies that give our international sales teams a clear brief: where to play, how to win, and what to bring.

Reporting into the Head of International for ESN, you'll own the commercial framework for new markets including Switzerland, France, Italy, and the UK, working in close partnership with local sales leads and the brand team in Germany. This role requires flexibility to travel between the international markets of ESN within Europe and regular visits (around 1-2x times/month) in the Headquarter in Hamburg, Germany.

Your mission

• You define market entry strategies by deciding where ESN wins in each market - across channels, key accounts, and categories - while adapting the German playbook to local dynamics.
• You curate the A-assortment by building and maintaining a focused, high-impact product portfolio that balances hero SKUs with local market and retailer needs.
• You set promotional guardrails by defining pricing, promotion depth, and trade investment to protect brand equity while enabling commercial success.
• You develop in-store activation playbooks by creating scalable, channel-specific toolkits that sales teams can execute easily across markets.
• You enable sales teams by translating strategy into clear, actionable materials such as sell-in decks, assortment rationale, and promotional frameworks.
• You track and drive performance by defining relevant KPIs (e.g. distribution, sell-through, promo ROI) and establishing a clear review cadence across markets.
• You ensure brand alignment with Germany by acting as the key interface between the core DE team and international markets - translating strategy without reinventing it.

Your experience & skills

• You bring 8+ years of experience across key account management, category management, and trade marketing - ideally within sports nutrition, FMCG, or consumer health.
• You have strong KAM expertise with full ownership of major retail or wholesale accounts, including JBP negotiations and end-to-end trade term management.
• You master category management tools such as range reviews, planogram development, shopper insights, and space-to-sales optimization.
• You bring deep trade marketing experience across activation planning, promotional architecture, sell-in materials, and in-store execution.
• You have worked across multiple European markets and understand how to adapt strategies beyond a one-size-fits-all approach.
• You are fluent in English, with German or another European language as a strong plus.

You'll thrive if you

• Think like a GM, not just a marketer - you care about sell-through as much as brand fit.
• Can simplify complex brand strategy into tools a sales rep can use in a buyer meeting.
• Are energised by ambiguity and enjoy building structure where there isn't any yet.
• Have enough commercial edge to push back on promotions that destroy value.
• Are genuinely curious about the sports nutrition category and how it varies market to market.

Benefits

• Flexible working hours and remote work options.
• Attractive employee discounts (50% discount on our products).
• Subsidy for the E-gym Wellpass (Classpass in NL & UK).
• Workation.
• Corporate benefits (only in Germany).
• 28 days vacation/year and much more.

Regardless of gender, age, background, or identity - what matters to us is who you are and what you bring to the table. Join our team and grow with us!