Senior Manager - Pricing & Commercial Strategy

Probably the least boring job you’ll ever have.

At air up, we don’t just make bottles. We unbore water with flavor by scent. It makes no sense until you try it, and once you do, there’s no going back. Behind it all are teams pushing boundaries every day. Product bends taste and design in new directions. Marketing turns ideas into moments people talk about. Operations makes sure those moments reach hands everywhere.
Working here feels like stepping on stage: professionalism meets passion, curiosity meets courage. You’ll experiment, fail fast, learn faster, and actually see your ideas come to life. It's refreshingly low politics and low ego. Just smart, driven people who lift each other up and make things happen. And whatever happens, it sure won't be boring.

Welcome to air up.

You are part of the Sales organization and sit at the commercial center of our omnichannel setup. Working closely across the Offline Retail, D2C and Amazon teams, our mission is to systematically identify and activate the tactical and strategic levers that drive profitable growth and work hand-in-hand with the respective stakeholders to ensure execution Your mandate:you ensure we have the right product, at the right price, in the right pack, in the right location, with the right activation to tackle the right consumer.

*** This role is located in Munich, Germany***
In this role, we follow a hybrid working model: time in the office each week to collaborate and connect with the team, balanced with remote days that support focused, independent work.

Your responsibilities

• Promotional Effectiveness & ROI: You build a data-driven, cross-channel framework to evaluate promotional effectiveness across all channels. You identify mechanics to distinguish true incremental sales growth and aggressively phase out promotions that erode pricing power, damage brand equity, or create channel conflict or cannibalization.
• Strategic Assortment & Channel Gating:  You partner with the channel leads and Key Account Managers (KAMs) to define winning assortments per channel and implement clear channel gating principles, including exclusives, pack differentiation, and bundle logic. You ensure the assortment per channel minimizes cannibalization, while maximizing new customer acquisition and repeat purchase, while you have to work closely with the Product Team in regard to feasibility.
• Pack-Price Architecture (PPA): Act as the commercial PMO to continuously review and evolve our PPA. You will map products to specific consumer Usage Occasions—bridging the gap between our premium core-system and our high-frequency, mass-market innovations we will launch in April 2027, while you partner closely with the Product Organisation in regard of feasibility and viability to facilitate the final decision making to execute.
• Trade Investment & Gross-to-Net (GTN) Optimization: You build and embed a robust GTN framework that transforms trade spend from a “cost of doing business” into a performance-driven investment. You support KAMs in Joint Business Planning to drive better ROI-based decisions and measurable net revenue realization across channels and markets.
• Consumer Pricing Strategy & Elasticity: You oversee the recommended retail price (RSP) architecture across Europe in close Collaboration with the product Team, monitoring price elasticity and competitor positioning. You guide strategic pricing decisions by implementing strict pricing corridors to protect margins, uphold brand positioning, and prevent race-to-the-bottom dynamics across channels.

This is you 

• You have 5+ years of experience in Revenue Growth Management, Commercial Strategy, or FMCG/CPG Strategy Consulting. You have seen what "good" looks like in a mature FMCG environment and know how to build it in a scale-up.
• You possess a deep, practical understanding of Gross-to-Net mechanics, Joint Business Planning (JBP), and omnichannel distribution (D2C, Offline Retail, and Amazon).
• You understand the distinct commercial dynamics between high-ticket durable/semi-durable goods and fast-moving, low-ticket impulse FMCG (Ready-to-Drink).
• You are an excellent cross-functional integrator who naturally breaks down silos within Sales and between Functions espc Sales, Marketing, D2C, and Finance to drive a unified commercial strategy.
• You are analytically ruthless. You are highly proficient with data visualization (e.g., Veezoo, Looker) and advanced modeling (Excel, Google Sheets), capable of merging fragmented retail sell-out data with real-time D2C data to drive clear business actions.
• You are an exceptional communicator. You can distill complex commercial data into compelling narratives that constructively challenge, influence, and guide senior leadership across the business.
• You operate with a true "company over ego" mindset and a true hunger to win. You are highly resilient, comfortable navigating the fast-paced ambiguity of a scale-up, and you actively champion constructive feedback as the ultimate tool for growth. Welcome to the Commercial Org of air up!