Account Manager – Wholesale & Marketplace

About The Body Shop and the Opportunity

For 50 years, we’ve proven that business can be a force for good. Founded by Anita Roddick, The Body Shop helped transform the beauty industry through cruelty-free innovation, community trade partnerships and a commitment to making a positive difference in people’s lives. Today, our products are sold in more than 3,000 stores across 68 countries, alongside a growing digital presence around the world.

In Australia, The Body Shop has built a strong Direct-to-Consumer business through our national retail network of approximately 90 stores and our e-commerce platform. More recently, we have embarked on an exciting new phase of growth through wholesale partnerships. Since launching the channel in 2025, we have established strategic partnerships with Chemist Warehouse, Myer and Amazon, creating a strong foundation for future expansion.

As we continue to grow, we are now recruiting our first dedicated National Account Manager – Wholesale & Marketplace. This newly created individual contributor role reflects the strategic importance of the channel and will take ownership of The Body Shop Australia’s wholesale and marketplace portfolio, working closely with some of Australia’s leading retail and marketplace partners while helping shape the future direction of the business.

This is a rare opportunity to join a channel at an early stage of its growth journey. In the immediate term, your focus will be on strengthening and optimising existing partnerships, embedding operational excellence, and delivering sustainable commercial growth. Over time, you will play a key role in identifying and securing new opportunities that expand The Body Shop’s reach, distribution and customer access across Australia.

Reporting to the Senior Manager, Digital & eCommerce, you will work closely with teams across Marketing, Supply Chain, Finance, Customer Experience and Retail to drive profitable growth while ensuring partners and customers experience the very best of The Body Shop brand.

We are looking for someone who combines strong commercial capability with exceptional relationship management skills. You may come from FMCG, beauty, consumer goods, retail or eCommerce and have experience managing strategic customer accounts, building joint business plans and driving sustainable growth through collaboration rather than pure new business acquisition.

If you’re a commercially minded relationship-builder who enjoys creating long-term partnerships, influencing across functions and helping grow something meaningful, we’d love to hear from you.

What’s on Offer

• Flexible Employment Options: We are recruiting for this role on a full-time basis (1.0 FTE). For the right candidate, we would also consider a 0.8 FTE (4 days per week) arrangement initially, with the potential to transition to full-time as the wholesale channel continues to grow.
• Base salary + super + bonus potential
• Employee discount
• Hybrid Working: Three days per week (Monday, Tuesday and Thursday) from our Australian Support Office at Chadstone Shopping Centre, with flexibility to work from home on remaining days.
• The opportunity to build and shape a strategically important growth channel within an iconic global brand.

About the Role

The National Account Manager – Wholesale & Marketplace plays a critical role in accelerating The Body Shop Australia’s omnichannel growth strategy through the development of high-value retail and marketplace partnerships.

As the commercial lead for the wholesale and marketplace channel, this role is responsible for shaping and executing growth strategies that drive sustainable revenue expansion, increase brand reach and unlock new pathways to market. Working across a portfolio of strategic retail and marketplace partners, the role will develop long-term joint business plans, identify new commercial opportunities and ensure The Body Shop delivers strong performance while maintaining brand integrity, customer experience and optimal range segmentation.

The wholesale and marketplace channel is a strategic growth pillar for the business and is currently in an exciting expansion phase. With several key partnerships already established, the immediate focus will be on strengthening existing relationships, embedding best-practice commercial processes and building a scalable foundation for future growth. Over time, the role will play a pivotal part in evaluating and securing new partnerships that align with The Body Shop’s brand, customer and commercial objectives.

Success in this role requires a commercially astute relationship builder who can balance strategic thinking with operational excellence. The ideal candidate will be comfortable influencing senior stakeholders, navigating complex retail environments and working cross-functionally to deliver mutually beneficial outcomes for both partners and The Body Shop.

Occasional interstate travel will be required to support key retail partners, attend business reviews and participate in planning meetings.

Strategic Purpose of the Role

• Lead the development and execution of The Body Shop Australia’s wholesale and marketplace growth strategy.
• Build a high-performing portfolio of retail and marketplace partnerships that expand brand presence, relevance and customer access.
• Drive profitable revenue growth through strategic account planning, commercial negotiations and category expansion opportunities.
• Establish scalable commercial frameworks and forecasting processes to support long-term channel growth.
• Act as the voice of wholesale and marketplace within the business, collaborating with cross-functional teams to deliver exceptional partner and customer outcomes.

Key Responsibilities

Account Management & Growth

• Develop and execute annual joint business plans with key wholesale and marketplace partners.
• Build strong senior stakeholder relationships across buying, marketing, merchandise, supply chain and eCommerce functions.
• Deliver wholesale sales, margin and profitability targets.
• Identify opportunities to expand ranging, distribution and category penetration.
• Conduct regular business reviews with partners to identify risks and growth opportunities.
• Work with agency and platform partners to deliver growth across marketplace channels.

Commercial Planning

• Manage sales forecasts and trade plans in collaboration with internal teams.
• Analyse sales performance, sell-through data and inventory productivity.
• Develop promotional and activation plans that maximise commercial return.
• Monitor market and competitor activity and recommend actions to improve performance.
• Develop annual budgets aligned with the channel strategy.

Partner Marketing & Brand Execution

• Collaborate with marketing teams to execute co-funded campaigns and product launches.
• Ensure brand standards and visual merchandising expectations are maintained across all partner environments.
• Work with marketplace partners to maximise the effectiveness and return on retail media and PPC investment.
• Support education and training programs for partner teams where required.

Supply Chain & Operations

• Work closely with Supply Chain and Demand Planning teams to optimise stock availability.
• Manage customer forecasts and inventory requirements.
• Resolve operational issues impacting service levels or customer satisfaction.
• Ensure inventory age guidelines are met on marketplace channels, maintaining positive inventory health metrics.
• Monitor and improve wholesale operational performance metrics.

Performance Reporting

• Track and report on sales, margin, distribution, stock cover, sell-through and promotional performance.
• Prepare monthly business reviews and recommendations for senior leadership.
• Maintain accurate forecasting and financial reporting.

New Business Development

• Identify and evaluate new wholesale and marketplace opportunities aligned with brand strategy.
• Lead commercial negotiations, including trading terms, ranging, marketing commitments and annual agreements.
• Build business cases and recommendations for new partnerships and channels.

Key Performance Indicators

• Wholesale and marketplace revenue growth
• Gross margin achievement
• Forecast accuracy
• Distribution expansion
• Sell-through performance
• Partner relationship effectiveness

Skills & Experience Required

Essential

• Experience in national account management, key account management, wholesale or a similar relationship-based commercial role.
• Experience managing strategic retail partnerships and customer accounts.
• Understanding of digital commerce, online marketplaces, retail media, consumer shopping behaviour and broader digital trends.
• Strong commercial acumen and financial literacy, including P&L understanding.
• Experience developing joint business plans and leading annual commercial negotiations.
• Strong analytical capability with advanced Excel and reporting skills.
• Proven ability to influence and negotiate with senior stakeholders.
• Strong presentation, communication and relationship management skills.
• Ability to work cross-functionally and manage multiple priorities in a fast-paced environment.

Preferred

• Beauty, FMCG, consumer goods or retail industry experience.
• Experience working with major pharmacy, department store or marketplace partners.
• Experience launching and growing new retail partnerships.
• Knowledge of eCommerce and marketplace business models.
• Category management and merchandising experience.

Personal Attributes

The successful candidate will be:

• Commercially driven and results-oriented.
• Entrepreneurial and comfortable operating in a growth environment.
• Highly organised with strong attention to detail.
• Relationship-focused and collaborative.
• Resilient, adaptable and solutions-oriented.
• Curious, proactive and accountable.
• Able to balance strategic thinking with hands-on execution.
• Motivated by building something and making a meaningful impact on business growth.

At The Body Shop Australia, we’re more than a beauty brand — we’re a purpose-led business committed to ethical beauty and positive change.

Note to agencies: The Body Shop does not accept any unsolicited calls or resumes from head hunters, executive recruiters, or other staffing or recruitment agencies. Please do not submit or forward any resumes, CVs or profiles to the The Body Shop careers portal, nor to any The Body Shop personnel. The Body Shop will not pay any fees relating to unsolicited resumes.