Key Account Manager (E-Retailers)

Description

Position Purpose

• Drive profitable online sales growth across multiple brands and retail partners.
• Manage retailer relationships and execute commercial, promotional, and media plans.
• Deliver sales, profitability, forecasting, and digital shelf objectives.
• Collaborate with Brand, Marketing, Finance, Supply Chain, and external partners to maximise ecommerce performance.

Key Responsibilities

Account Management & Commercial Performance

• Manage retailer relationships and act as primary commercial contact.
• Develop and execute Joint Business Plans and trading calendars.
• Drive sales growth, promotions, launches, and commercial negotiations.
• Monitor performance, forecasting, stock availability, and key KPIs.

Retail Media & Activation (20%)

• Develop and execute retailer media plans aligned to business objectives.
• Manage campaign delivery, budgets, reporting, and optimisation.
• Partner with retailers, agencies, and brand teams to maximise ROI.

Sales & Financial Ownership

• Deliver sales and profitability targets.
• Manage promotional investment, advertising spend, rebates, and returns.
• Identify revenue growth opportunities and support forecasting accuracy.

Ecommerce & Digital Shelf Execution

• Optimise content, search visibility, assortment, merchandising, and conversion.
• Ensure launches and campaigns are executed effectively online.
• Maintain digital shelf standards and resolve execution issues.

Business Development & Analytics

• Identify growth opportunities, market trends, and competitive insights.
• Analyse sales, traffic, conversion, ROI, and stock performance to drive decisions.

Stakeholder Management & Reporting

• Coordinate retailer and brand activities through trading calendars.
• Provide performance reporting, insights, and business reviews.
• Build strong cross-functional and retailer partnerships.

Qualifications

Job Specification & Experience

• Gauteng-based with occasional travel to retailers and regional meetings.
• 3-5 years' experience in Ecommerce, Key Account Management, Retail, Digital Marketing, or a related commercial role.
• Experience managing retailer relationships, promotions, launches, and trading activities.
• Strong understanding of ecommerce trading, retail media, digital shelf execution, and online sales performance.
• Advanced analytical, Excel, forecasting, and commercial skills.
• FMCG, beauty, fashion, or consumer goods experience advantageous.

Personal Characteristics

• Commercially minded, analytical, and results-driven.
• Strong relationship-building, communication, and stakeholder management skills.
• Organised, proactive, and able to manage multiple priorities.
• Strong decision-making, prioritisation, and problem-solving abilities.
• Detail-oriented with a growth and business development mindset.
• Experience in beauty, FMCG, fashion or another fast-moving consumer category advantageous.

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