Requirements
Requires 2-4 years of experience in e-commerce, key account management, commercial planning, or digital marketplace management. Must possess strong negotiation, stakeholder management, business review, and commercial analytics capabilities, with the ability to manage high-value accounts. A strong understanding of digital shelf, promotions, availability, deductions, and fulfilment dependencies is essential.
Description
Job Purpose:Drive performance of the strategic account cluster by leading joint business planning, promotional discipline, availability management, commercial negotiations, and senior stakeholder engagement in close alignment with the Head of E-Commerce.Account PlanningCo-develop annual joint business plans and account targets with the Head of E-Commerce.Build monthly and quarterly account plans covering sales, net revenue, margin, assortment, promotional investment, availability, and content.Identify expansion, activation, and category growth opportunities across the strategic account cluster.Prepare account plans, review packs, and recommendation papers for senior approval.Commercial ManagementManage promotional calendars, budget approvals, investment tracking, commercial terms, and fee mechanics.Drive net revenue improvement through promotion discipline, deduction control, and renegotiation of commercial support where required.Monitor sell-through, out-of-stock triggers, pricing compliance, deductions, and availability risks.Escalate major commercial decisions to the Head of E-Commerce for joint sign-off.Strategic Relationships and Digital ShelfServe as primary day-to-day commercial contact while supporting senior-level engagement led jointly with the Head of E-Commerce.Conduct business reviews, manage commercial disputes, and maintain senior stakeholder relationships.Ensure hero SKU availability, accurate pricing, complete content, search visibility, and digital shelf compliance.Align with Sales Operations on fulfilment readiness, field issues, claims visibility, and campaign execution.Key Performance IndicatorsGross sales and net revenue percentage versus plan for strategic account cluster.Net revenue recovery against agreed improvement milestones.Promotion budget control, deduction validation, and claim reduction.Hero SKU availability and out-of-stock resolution speed.Joint business plan milestone delivery.Quality and timeliness of weekly performance updates and monthly review materials.Required Experience and Capabilities2-4 years of experience in e-commerce, key account management, commercial planning, or digital marketplace management.Strong negotiation, stakeholder management, business review, and commercial analytics capability.Ability to manage high-value accounts with disciplined escalation and joint decision-making.Strong understanding of digital shelf, promotions, availability, deductions, and fulfilment dependencies.