Would you like to be the one connecting the dots across F&H Group’s sales channels and markets — ensuring that pricing, campaigns and commercial agreements work together in everyday operations?
F&H Group is looking for a new central profile who can create transparency, common principles and a more consistent commercial approach across countries, brands and channels.
You will act as the Group’s sparring partner on channel strategy and pricing and work closely with the company’s CCO in a setup with many stakeholders, where clearer direction and shared frameworks are needed.
This role suits someone who can engage with eCommerce teams, sales leadership, marketing and key accounts — and translate multiple inputs into clear strategic initiatives across our European markets through simple decisions and practical tools.
Your role
You will be responsible for establishing shared principles and a simple governance structure for pricing, discount models and channel roles across all our markets.
Working closely with the CCO, you will act as the link between Group Sales, Group Marketing and the local teams. You will drive the work through data, clear frameworks and practical tools — not through formal line management.
You will develop principles and decision proposals together with the CCO and ensure anchoring and implementation across the markets. The role is both analytical and execution-oriented, with a focus on creating more consistent practices, fewer exceptions, fewer channel conflicts and stronger alignment across sales channels.
Where you will make a difference
• Make it easier for local sales teams to work consistently by establishing clear frameworks, tools and decision paths across markets and channels
• Create an overview of existing B2B eCommerce setups and analyse differences in practices and profitability, enabling us to determine what should be standardized and where exceptions make sense
• Establish simple principles for pricing, discount structures and channel roles, and elevate the dialogue with major customers from price discussions to value creation — for example through content, campaigns, brand universes and joint commercial initiatives
Your key responsibilities
Overview and analysis
• Map B2B eCommerce agreements, pricing setups and key processes across European markets
• Identify channel conflicts, margin challenges and unnecessary exceptions
Principles and governance
• Propose principles for pricing, discount structures and exceptions, and anchor them within a simple governance model
• Prepare decision proposals on key commercial topics so that the CCO and the organization can set direction based on your recommendations
Negotiations and key accounts
• Participate in selected meetings and negotiations to strengthen collaboration models and commercial terms
• Drive analysis and proposals for key accounts where agreement structures and B2B eCommerce setups need improvement
Tools and implementation
• Develop a channel and pricing playbook that local teams can use in negotiations and day-to-day operations
• Establish a shared language and KPIs across sales, brand, marketing and eCommerce
• Develop “value beyond price” packages together with marketing, for example content, campaigns, brand activations and commercial collaboration models
Who this role is for
You may come from different professional backgrounds. What matters most is your ability to combine strong commercial understanding with structure and execution in a matrix organization.
You understand how decisions are made at the intersection of sales, marketing, eCommerce and local market leadership — and you are able to align internal stakeholders and key accounts around a common direction, even when interests differ and the pace is high.
Your experience may come from several paths, and we are open to different profiles.
You may come from retail or a brand environment where you have worked closely with the distribution channel and understand channel roles, incentives and commercial dynamics.
You may also come from eCommerce within a brand organization, where you are used to translating data and digital insights into clear commercial principles that the sales organization can apply in practice and in dialogue with key accounts.
Alternatively, you may have experience from consulting or a commercial excellence role, where you have worked with pricing, discount structures and decision frameworks, and where you are comfortable navigating negotiations and building alignment across stakeholders.
What you typically bring
• Experience with pricing strategy, discount structures and commercial models across multiple channels and markets
• Experience with key accounts and complex commercial dialogues where relationships must be maintained while raising the commercial level
• A strong project management profile, capable of consolidating input and driving progress without formal authority
• The ability to create structure in a fast-paced environment with many opportunities and day-to-day commercial decisions
• Strong business understanding, with the ability to connect data, agreements and behaviour to concrete commercial decisions
• Strong cross-functional collaboration and clear communication in a busy international environment
As a person, you thrive on
• Working closely with senior leadership while staying close enough to operations to understand the realities in local markets
• Challenging constructively using data and facts, and turning disagreements into workable solutions
• Taking independent ownership of problems, processes and decision proposals while ensuring progress without formal line management
• Communicating clearly and precisely, even when stakeholders have competing priorities
• Building trust and alignment across functions, countries, channels and cultures — internally and externally
Practical information
• Newly established role
• Location: Aarhus, Denmark
• Travel: Expected
• Core markets: Denmark, Sweden, Benelux, Germany and France, with responsibility across all European markets
• Danish and English at negotiation level
• Reporting line: CCO
• Salary according to qualifications
Ready to take the next step?
Please submit your application no later than 31 March 2026. Interviews will be conducted on an ongoing basis, and the position will be closed once the right candidate has been found.
If you have questions about the position, please contact Morten Hansen, CCO at: mha@fh-as.dk
We look forward to hearing from you.
About F&H
F&H Group is a Scandinavian multi-brand house within the Living category, offering more than 10,000 products across more than 20 brands. The group operates across several customer segments, including grocery retail, specialist retail, national chains, its own eCommerce stores, international marketplaces and major European B2B platforms. The working environment is dynamic and exciting, where trends, lifestyle and design go hand in hand with sound business sense and strong commercial thinking. The Group’s headquarters are located in Denmark, with additional sales and subsidiary offices in Oslo, Stockholm, Berlin, New York and Guangzhou. In total, more than 320 employees work every day guided by the company’s core values: commercial mindset, integrity, innovation, quality and ownership.
