Sales Account Manager (EMEA)

Our Home & Outdoor division is united by thoughtful design and lasting quality. From kitchens to campsites, we provide consumers with premium, innovative products for life -- in and out of the home. This business unit includes our OXO, Osprey, and Hydro Flask brands, and this role may support one or more of these brands.

Look around your home, and you'll find us everywhere, in your kitchen, living room, bedroom, and bathroom. We are already making your everyday lives better. We are powered by knowledgeable, enthusiastic, and forward-thinking people committed to developing a culture of inclusion. Whether you are just starting your career or in need of a challenge, we recognize, develop, and empower talent!

Position: Sales Account Manager (EMEA Emerging Markets)

Department: Sales SOTL (Sport, Outdoor, Travel, Lifestyle – Osprey & Hydro Flask)

Work Location: London, Remote

Work Type: Full Time, Permanent role

What you will be doing:

An exciting new role within the SOTL (Sport, Outdoor, Travel + Lifestyle) team, enabling Osprey and Hydro Flask to expand into new and emerging markets across EMEA as part of HELE’s Elevate for Growth strategy – a global focus brand/region growth initiative.

Building on the solid foundation established by the Sport, Outdoor, Travel + Lifestyle team, this role will inherit a developing portfolio of customers and partners (Agent / Distributor) while playing a key role in opening and establishing new geographic markets and regions across EMEA.

The primary objective is to build brand presence, maximize profitability, grow market share and improving distribution; you will create instore & online visibility for Osprey and Hydro Flask.

The Account Manager Emerging Markets EMEA will focus on direct account development, market entry execution, and regional opportunity creation, adapting business approaches by region, maturity, and customer profile. Success in this role will be defined by the ability to convert early‑stage market opportunities into sustainable, long‑term customer partnerships.

What you will be doing:

Strategy Development:

• Driving incremental sales by managing opportunities from qualification through onboarding, while building a sustainable and visible sales pipeline.
• Building and maintaining strong relationships with agents and distributors, acting as the primary commercial contact in developing regions.
• Supporting regional growth and establishing a scalable market footprint.
• Building business plans, defining must-win SKU–customer combinations, and translating these into distributor strategies and implementation plans.
• Capturing and sharing local market insights, customer feedback, and performance data to support forecasting, CRM accuracy, and strategic decision-making.
• Interfacing with European Sales and Marketing teams, identifying needs, proposing potential products, and establishing local plans to achieve targets in a timely manner.

Sales Management:

• Successfully implementing the commercial strategy for Osprey and Hydro Flask to increase revenue and improve profitability.
• Strengthening brand presence in priority regions and increasing visibility in key emerging markets.
• Translating strategy into action with accounts and distributors, resulting in annual business plans and contractual agreements.
• Leading annual planning with key regions and following up on agreed forecasts and product launches.
• Converting annual agreements into internal summaries and ongoing promotional pricing requests, ensuring documents are accurate, up to date, and shared on time with relevant stakeholders.
• Managing and monitoring KPIs to meet performance commitments (invoiced sales, gross profit, adjusted contribution margin).
• Owning the market by developing strong external and internal relationships across all business areas.
• Training, coaching, and developing the distributor network on new products and concepts, ensuring effective follow-up in each region.
• Overseeing sales operations (logistics, ordering, quality) in close cooperation with Customer Service.
• Jointly developing category budgets with the line manager for approval at European HQ and deploying these across individual markets, while reviewing and updating them quarterly or as required.
• Identify, open, and develop new markets and regions across EMEA, establishing initial customer footholds for Osprey and Hydro Flask.
• Build and manage relationships with existing Agents and Distributors, ensuring alignment with regional market dynamics.
• Drive incremental revenue growth while supporting profitable, scalable account structures
• Acting as a central point of coordination across Sales, Marketing, Product, and Operations in newly developing regions.
• Providing continuous market feedback and insights to Senior Sales Team to shape regional and brand strategies
• Managing and supporting distributors in emerging or early‑stage regions
• Proactively identifying and assessing additional emerging regions with growth potential for both brands

Strategy development:

• Driving incremental sales by managing opportunities from qualification through onboarding, while building a sustainable and visible sales pipeline
• Building and maintaining strong relationships with existing Agents / Distributors, acting as the primary commercial contact in developing regions.
• Supporting regional growth and establish a scalable market footprint
• Build Business Plans, define Must-Win SKU-Customer combinations and translate those into Distributor Strategy & Implementation
• Capture and share local market insights, customer feedback, and performance data to support forecasting, CRM accuracy, and strategic decision‑making
• Interface with European Sales and Marketing teams identifying needs, propose potential products and establish local plans to achieve targets in a timely manner

Skills needed to be successful in this role:

• Proven track record successfully working in the Sport, Outdoor, Travel + Lifestyle channel is an advantage.
• Excellent knowledge of the Sales Agencies/Distributor business
• Full knowledge of cost, profit/loss, and excellent planning skills are required
• Experience in selling premium concepts by utilizing capabilities like category management and retail excellence tools
• Demonstrated expertise in business development, negotiation, and analytical skills required.
• Digital/e-commerce experience
• Oracle knowledge or sales database exp would be an asset (but not necessary)
• Native speaker in local language, fluent in English

Minimum Qualifications:

• Business Education in Business/Finance field with 5 years’ experience in account/sales/distributor management within an FMCG, Travel, Outdoor or Lifestyle/Fashion environment. Preferably with Blue Chip companies. At least 3 years’ experience with key/e-retailers.
• Authorized to work in the United Kingdom on a full-time basis
• Full Fluency in English is required
• Full Clean Drivers License

What do we offer?

• 💸 Competitive compensation package depending on experience and skills
• 💻 Flexible work policy with regards to working hours and work from home
• ☀ Increased flexi-days package after 1 year of service
• 👌 Perkbox
• 👂 Employee assistance counselling line
• 🎁 Employee discounts on all our EMEA products
• 💪 Lunch and Learns
• 🏝 Company closure between Christmas and New Year’s
• 📈 Employee Stock Purchase Plan
• 👌 The chance to work in an international, diverse, and inclusive environment!

Wondering if you should apply? Helen of Troy welcomes people as diverse as our brands! Have the confidence to come as who you are because your point of view, skills, and experience will make us stronger. If you're eager to share new ideas and try new things, we want to hear from you.

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Founded in 1968, Helen of Troy is a prominent player in the global consumer products industry, offering diverse career opportunities across North America, South America, Europe, and Asia. We boast a collection of renowned brands such as OXO, Hydro Flask, Osprey, Honeywell, PUR, Braun, Vicks, Hot Tools, Drybar, Curlsmith, and Revlon – many of which rank #1, #2, or #3 in their respective categories, making the Helen of Troy name synonymous with excellence and ingenuity.

At Helen of Troy, our strategy involves acquiring brands that we can integrate and enhance, amplifying their unique attributes to drive growth and profitability. Embracing a culture of collaboration internally and externally, we are committed to providing innovative solutions tailored to consumers, operational excellence, global scalability, and exceptional shared services to support our brand portfolio. This dedication to fostering development and success sets Helen of Troy apart as a pioneer in the industry, propelling our brands to unparalleled heights of success and recognition worldwide.

The above statements are intended to describe the general nature and level of work performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities and duties required of personnel so classified. Management retains the right to add or to change duties of the position at any time.