Ready to lead, disrupt and reinvent the sleep industry?
We areEmma – The Sleep Company. Founded in ****, 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

AsSenior Pricing & Revenue Performance Specialist, 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 general 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-

📌 Senior Pricing (Xico)
🏢 Emma Sleep
📍 Xico