Е-key account manager

We are looking for e-key account manager for an international FMCG company.

PURPOSE OF THE JOB: as an eCommerce Manager you will play a pivotal role in the growth of the channel assisting in the development and execution Ukraine’s national eCommerce strategy, with a particular focus on establishing new business partnerships, as well as assist in managing Key Accounts to deliver sales, volume, and perfect online store targets. 

KEY RESPONSIBILITIES 

ACCELERATE ONLINE SALES GROWTH: 

• Establish key partnerships with e-com players on the market
• Identify opportunities to partner, activate, share expertise, and drive mutual growth. 
• Execute short- and long-term business strategy to drive 360 Omni Channel growth. 
• A test-and-learn approach, with the ability to utilise data to make decisions and pivot effectively. 

EXECUTION OF STRATEGIC PROGRAMS AND TRADE INVESTMENT DELIVERY 

• Deliver volume monthly business plan across all ecom segments. 
• Develop and implement Key Promotional Programs with new business accounts. 
• Deliver against Ecommerce Channel business plan targets 
• Discuss and negotiate Onsite display through key activation moments. 
• Communicate account promotional priorities to wider business in a timely and effective manner 
• Provide recommendations to maximize sales effectiveness and ROI from customer activities • Deliver profitable growth via effective and optimal use of available investments 
• Keep within approved Trade Investment budgets for permanent discounts, temporary price reduction and joint advertising targets. 

DEVELOP AND EXECUTE NATIONAL ECOMMERCE ACCOUNT PLANS: 

• Work cross-functionally on further improving and implementing online merchandising standards. 
• Increase Online market share through the delivery of a strong joint business plan and increased Sales. 
• Negotiate trade plans to display Omni Channel mindset through key activations. 

S&OP 

• Understand and adhere to the company S&OP process and metrics, with mandatory participation and engagement in all meetings 
• Provide timely and accurate promotional forecasts, both with the customer, and internally with the demand planning process 
• Liaise with finance in providing timely and accurate permanent discounts, temporary price reduction and joint advertising accruals 
• Be responsible for processing claims in the agreed timelines and all financial impacts in relation to responsible accounts. 
• Manage the monthly trade spend reconciliation process 

CROSS FUNCTIONAL ENGAGEMENT 

• Work cross-functionally with Brand Marketing, KAM’s and Trade Marketing to execute the ecommerce strategy through key customer moments. 
• Aid the finance team monthly on accruals and reconciliation of actual to forecast spend 
• Work with the Accounts teams on the delivery of claims processing, payments, and discounts 
• Activate online displays, and improve visibility through responsible accounts for major events 
• Work with the brand team to develop key occasions across customer portfolio 

 KEY RESULTS AND DELIVERABLES (WHAT DOES SUCCESS LOOK LIKE) 

• 1. Deliver annual business plan volume and profit targets by key accounts 
• 2. Manage and execute the plan within prescribed Sales and Operations guidelines 
• 3. Deliver New Business targets in both Depth and Width across key sub-segments 
• 4. Increase market share within responsible accounts 
• 5. Increase Perfect online store score across portfolio. 

EXPERIENCE 

• Minimum 5 years industry experience 
• 2 years key account management 
• eCommerce experience preferred but not essential 

KNOWLEDGE AND SKILLS 

• 1. Exceptional negotiation skills with experience in seeking “win-win” solutions
• 2. Track record of developing and converting long-term new business opportunities 
• 3. Strong customer relationship management skills 
• 4. Strong communication and presentation skills 
• 5. A strategic mindset with a hands-on approach to developing things from scratch and a passion to drive new initiatives. 
• 6. Strong financial and analytical ability 
• 7. Intermediate to advanced level PowerPoint and Excel skills