Head of Retail Scandinavia

About the role

The Head of Retail, Scandinavia is responsible for full ownership of the retail business across Denmark, Sweden, Norway and Iceland. The role holds end to end accountability for strategy, commercial growth, operational performance, and profitability.

Reporting to the Regional General Manager Retail, the Head of Retail defines the regional retail strategy and ensures strong execution across markets. The role leads Sales, Key Account Management, and Retail Operations Excellence through Country Leads and Head of Sales, ensuring aligned performance across acquisition, partner growth, and operational quality.

The Head of Retail operates as the regional business owner for Retail and is accountable for delivering sustainable revenue growth, strong unit economics, and a best in class partner and customer experience.

In this role you will

Business Ownership and Strategy

• Own the full retail P&L across all countries in the region, including revenue growth, commission levels, cost structure, and profitability.
• Own budget and Headcount planning together with the Regional General Manager and Finance.
• Define and execute the regional retail strategy, ensuring scalable and sustainable growth across categories and markets.
• Translate regional strategy into clear commercial, sales, and operational priorities for each country.
• Continuously evaluate market performance and adjust strategy based on data, competitive landscape, and growth potential.
• Run a regular operating cadence across the Scandinavian countries (business reviews, forecasts and OKR check-ins) and hold teams accountable for delivery.

Commercial Leadership

• Lead acquisition and growth strategy across the region through Cluster Head of Sale as direct report.
• Drive partner performance and portfolio development through Country Leads and the respective Key Account Management teams.
• Oversee strategic commercial negotiations with major retail chains and high impact partners when required.
• Ensure balanced development of national chains and local stores to maintain a competitive and diverse retail portfolio.
• Optimize commission models, promotional intensity, and category focus to maximize long term value creation.

Operational Excellence

• Lead Operations Excellence Specialists to ensure high quality execution, operational KPIs, and consistent standards across markets.
•  Own regional outcomes for partner operational performance, order quality, availability, and customer experience, delivered through country and Operations Excellence teams.
• Establish clear KPI governance and performance tracking frameworks across countries.
• Ensure cross market best practice sharing and scalable process implementation.

People Leadership and Organizational Development

• Directly lead Country Leads,  Head of Sales, and Operations Excellence Specialists.
• Build a high performing regional retail organization with clear accountability, performance expectations, and development plans.
• Ensure strong collaboration between Sales, Account Management, and Operations functions.
• Coach senior leaders within the region and strengthen succession pipelines.
• Own People processes for the Region in partnership with HR: performance management cycles, talent reviews, succession planning and employee engagement action plan across teams. 

Cross Functional Collaboration

• Partner closely with Marketing, Product, Finance, Delivery operations, Marketplace and Regional Leadership to ensure aligned growth plans and execution.
• Represent the Retail function within the regional leadership team and contribute to broader business strategy.
• Ensure alignment between regional priorities and global retail frameworks.

Our humble expectations: 

• 8+ years of professional experience, including significant people leadership and cross functional teams.
• Proven experience leading multi country retail or commercial businesses with full P&L ownership.
• Strong background in retail, FMCG, e-commerce, consulting or marketplace environments.
• Strong financial and analytical acumen with the ability to manage performance at both regional and country levels.
• Experience building scalable commercial and operational structures across markets.
• Strong negotiation skills and ability to manage enterprise level relationships.
• Ability to balance strategic direction with hands-on execution.
• Demonstrate ability to use AI tools to strengthen commercial and operational performance, for example in account planning, performance analysis and ways of working, and to drive AI adoption across your teams. Hands-on experience with tools such as Claude is a plus.
• Excellent communication skills in English, Scandinavian languages (DNK, SWE & NOR) is very beneficial. 

Why you’ll love it

• 🚀Global and growing fast: Be part of a fast-moving scaleup
• 🤩Ride of a lifetime: Accelerate your career and build your sales skills 
• 💪Instant impact: Take ownership and make a difference
• 💙Big hearts and small egos: Surround yourself with smart, friendly people

Next steps

If you are excited about working in a high-growth environment, taking ownership, and being part of an extremely ambitious team, then click below to apply, make sure to add your CV and get the conversation going! We will be reviewing app