Head of Retail & Wholesale (fixed 1 year)
ABOUT AARKEFounded in 2013, we started as a carbonator company and have since taken over the kitchen countertop, turning cheap plastic products into steel design built to last. Today we're on a growth journey, present in more than 30 countries, with revenue that passed SEK 500 million in 2025. We challenge the ordinary, think differently and go one step further. Together, we're building a scalable premium company, where you're expected to take ownership of your area, pitch in wherever needed and be part of a positive, fast-moving culture.
THE POSITIONAs Head of Retail & Wholesale, you will take Aarke's retail and wholesale business to the next level. You sharpen the frameworks, routines and go-to-market structures we have in place and develop them so they scale – while delivering on this year's numbers. You lead the global retail and wholesale sales organisation, with Sales Directors and Sales Managers across Europe and North America. You are the commercial bridge to Online (ecommerce and marketplaces), Brand & Marketing, Product Development, Operations and Finance. In addition, you carry direct responsibility as Sales Director Nordics, leading key accounts and annual negotiations in the region. This is a role for someone who enjoys coming in, seeing what can be done better and making it happen. You report to the CEO and are based at Aarke HQ in Stockholm. After 12 months, success means:A sharper go-to-market setup – segmentation, channel strategy and partner frameworks – in use across all marketsA sales governance cadence (reviews, KPIs, joint business plans) that the teams own and run without youRetail and wholesale, including the Nordics, delivering on target, with stronger presence in premium physical retail Please note that this is a fixed-term position (vikariat) starting 1 February 2027 and running until the regular role holder returns, estimated at approximately 12 months.
KEY RESPONSIBILITIESSales performance & leadershipOwn sales performance across all retail and wholesale markets and secure delivery on commercial targetsLead, coach and challenge the Sales Directors and Sales Managers in Europe and North America, raising the bar on structure, routines and accountabilityEnsure distributors and key partners deliver on agreed KPIs and objectives Market leadership – Sales Director NordicsHold full commercial responsibility for Nordic retail and wholesale performanceLead key accounts, annual negotiations and growth strategy for the regionSteer and follow up the external key account partner in the region Refine and develop the commercial frameworksReview and sharpen the go-to-market setup – segmentation, channel strategy and partner frameworks – to increase retail reach and market penetrationDevelop the sales governance framework, including cadences, reviews and KPIs, so it scales with the businessStrengthen joint business planning and account management with key retail and wholesale partnersDrive consistent execution of pricing, assortment, promotions and product launches across markets Omnichannel stewardshipEnsure retail and wholesale growth contributes to Aarke's total commercial performance, prioritising omnichannel success over isolated channel gainsSafeguard margin, brand consistency and customer experience across channelsGrow distribution in premium physical retail, including trade marketing, in-store experience and staff training Cross-functional collaborationAct as the commercial bridge between retail/wholesale and Online, Brand & Marketing, Product Development, Operations and Finance – for example on promotions and product launchesProvide structured market insights to inform pricing, campaign and product decisions, and give commercial input to demand planningLead commercial input into the NPD and launch process
WHO ARE YOU?You are a commercially sharp, structured leader who enjoys stepping in, finding what can be improved and driving the change – while keeping the business delivering. You combine strategic thinking with hands-on execution and get energy from raising the standard of a team. You build strong relationships internally and with partners, and you have a genuine passion for premium brands and retail excellence.
WHAT WE'RE LOOKING FOR8+ years in retail and wholesale sales, including several years leading sales managers or directors in an OMNI environmentA proven track record of driving sales growth through retailers, distributors and key accounts, ideally within premium consumer brandsExperience developing go-to-market frameworks, sales governance or commercial processes – and getting organisations to adopt themStrong negotiation skills and experience with major retail accounts and distributorsExperience with joint business planning, trade marketing and retail campaigns focused on commercial ROIAnalytical/ data driven and comfortable with forecasting, KPIs and commercial follow-upFluent Swedish or another Scandinavian language, and an established network within Nordic retailInternational experience across several markets and fluent EnglishA university degree in business or a related field, or equivalent experience
WHY AARKE?At Aarke you get to work with consumer products that people genuinely love – and a clear mandate to shape how they reach the market globally. You report directly to the CEO and work in a small, hands-on team where your work has real impact and visibility. We offer a collaborative environment, strong learning opportunities and the chance to be part of an exciting growth journey. Our headquarters is in central Stockholm, Vasastan. The role includes travel, mainly within Europe.
WHAT NOW?Please submit your application through career.aarke.com/jobs. We review applications continuously. For questions about the role, please contact Anna Korling (Chief People Officer) at [email protected].