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 Planning
- Co-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 Management
- Manage 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 Shelf
- Serve 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 Indicators
- Gross 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 Capabilities
- 2-4 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.
