About the Role in Shanghai
We are looking for a highly analytical and commercially driven Business Development Manager / Commercial Product Manager to own product performance and D2C business growth.
This role spans pricing strategy, seasonal campaign planning, portfolio management, product marketing, cross-sell and bundling, and UX optimization. You will have full ownership of both revenue and margin performance — meaning you are expected to make decisions that grow the business while protecting profitability.
You will partner closely with marketing, operations, finance, global product, retail, and marketplace teams to ensure the right products are sold through the right channels, at the right price, with the right message.
What You'll Do
- Identify market opportunities, track competitor movements, assess market size, and develop actionable growth plans.
- Own product performance across revenue, margin, product mix, and overall P&L impact.
- Lead D2C pricing decisions while aligning marketplace and retail pricing to protect D2C market share and maintain a clear channel hierarchy.
- Plan and execute seasonal campaigns, including hero product selection, offer structure, discount mechanics, bundle strategy, and projected business impact.
- Define portfolio roles, identify gaps and cannibalization risks, and collaborate with the global product team on new launches and end-of-life planning.
- Drive product marketing by translating product features into compelling customer benefits and ensuring hero product messaging is consistent across all channels.
- Build cross-sell and bundling strategies to improve AOV, basket size, product mix, and margin contribution.
- Lead D2C UX and conversion optimization by identifying friction points, initiating A/B tests, and developing a structured CRO roadmap.
- Partner with operations and supply chain on inventory planning and demand forecasting to prevent out-of-stock and overstock situations.
- Work with marketplace and retail owners to protect overall business profitability and build a channel-optimized portfolio structure.
- Translate performance data into clear business insights, prioritized decisions, and concrete action plans.
Who We're Looking For
- 5+ years of experience in e-commerce, retail, product management, category management, or a related field.
- Strong analytical skills and sound commercial judgment.
- Advanced Excel proficiency (required).
- Familiarity with Google Analytics, Microsoft Clarity, or comparable web analytics platforms.
- Ability to build business cases, pricing models, performance analyses, and scenario simulations.
- Solid understanding of revenue, margin, AOV, conversion rate, product mix, and P&L dynamics.
- Proficiency in both Native Mandarin Chinese and Fluent English.
- Experience with statistical modeling, Python, A/B testing, or CRO is a plus.
Skills Required
- 5+ years of experience in e-commerce, retail, product management, category management, or a related field
- Strong analytical skills and sound commercial judgment
- Advanced Excel proficiency
- Familiarity with Google Analytics or web analytics platforms
- Proficiency in both Native Mandarin Chinese and Fluent English
What We Do
We are Emma – The Sleep Company. We revolutionise sleep by pushing the boundaries of what technology can do for rest. Our aim is to awaken people's best by enhancing their sleep. We are one of Europe’s fastest-growing sleep innovation companies with 1000 + team members, representing over 65 nationalities at our international offices in Frankfurt, Lisbon, Manila, Mexico City and Bucharest. Our work culture is built on strong values promoting community, agility, and ownership. Growth and excellence in all areas are important to us, which is why we offer our team members opportunities to unlock their full potential professionally and personally. Emma proudly celebrates diversity. We are an equal opportunity employer committed to promoting inclusion in our workplace. We consider all qualified applicants for employment without regard to race, ethnic origin, religion or belief, gender, gender identity or expression, sexual orientation, national origin, disability or age
