We’re accepting applications for the position of E-Commerce Key Accounts Manager. The E-Commerce Key Accounts Manager is a commercially driven, analytically strong individual who will own the day-to-day strategy, execution and performance of e-commerce business. This role will manage major online retail accounts end-to-end, including driving revenue growth and improved profitability through scalable, innovative commercial strategies, comprehensive joint business plans, and broad channel coverage. As the primary owner of relationships at both working and senior-manager levels, the KAM will build meaningful, data-driven partnerships with key online partners while closely coordinating with internal cross-functional teams to deliver measurable results.
Duties and Responsibilities:
- Owning account execution, driving sustainable growth and margin expansion
- Achieving agreed sales targets and outcomes within schedule
- Analysing territory and market potential while tracking sales and status reports
- Performing cost benefit and needs analysis of existing and potential customers to meet their needs
- Identifying growth opportunities through assortment expansion, pricing optimisation, promotions and improved retail execution
- Analysing competitor pricing, promotional activity and market trends to inform strategic decisions
- Negotiating and applying persuasion skills to overcome objections
- Presenting, promoting and selling products and services using well founded arguments to existing and prospective customers
- Supporting the development and execution of Joint Business Plans aligned to short and long term growth objectives
- Managing ongoing commercial negotiations including promotions, visibility programmes, media investments and platform initiatives
- Building and maintaining strong working relationships with category, commercial and operations teams
- Establishing, developing and maintaining positive business and customer relationships
- Implementing promotions when applicable
- Supplying Management with reports on customer needs, problems, interests, competitive activities and potential for new products and services
- Providing ongoing market intelligence to Management
- Executing the operating model, including SKU optimisation and content excellence, promotional planning and calendar execution, media activation and performance optimisation, and buy box protection and pricing governance
- Partnering with Operations and Supply Chain to optimise fulfilment strategies including full, flexible, fulfilment by merchant and cross border
- Monitoring inventory levels, in stock rates and forecasts to mitigate risk and maximise sell through
- Ensuring timely reporting and completion of daily administrative objectives
- Expediting the resolution of customer problems and complaints to maximise satisfaction
- Ensuring best in class content across all priority SKUs, aligned to brand standards and platform specific best practices
- Partnering with the marketing team to plan and execute paid and organic growth strategies, optimising return on advertising spend and conversion
- Continuously testing and optimising content, media and promotional mechanics to improve onsite performance
- Managing online product listings, ensuring accurate content, imagery, pricing and digital merchandising to optimise visibility and conversion
- Monitoring marketplace dashboards and account performance metrics including gross merchandise value, sell through, conversion rate, stock cover and return on advertising spend
- Managing retail media and sponsored campaigns to improve product visibility and ranking within marketplace algorithms
- Acting as the central point of coordination between accounts and internal teams including Sales, Marketing, Finance and Product Managers
- Providing clear performance insights and recommendations to leadership, including risks, opportunities and trade offs
- Coordinating sales effort with team members and other departments
- Participating in sales meetings and regular training
- Owning weekly and monthly business reviews, including dashboards, insights and action plans
- Translating data into clear commercial narratives for senior leadership
- Supplying Management with reports on customer needs, problems, interests, competitive activities and opportunities
- Providing ongoing market intelligence and actionable insights to Management
Minimum Requirements:
- Matric and a Degree in Sales Management, Business Management or similar
- At least 5 years’ experience in E-Commerce accounts management and marketing management
- Proven ability to manage complex cross-functional stakeholders
- Strong analytical skills with the ability to translate data into action
- Attention to detail and excellent verbal communication
- Advanced Excel skills
- Own vehicle and a valid driver’s license
- Ability to manage large SKU counts
- Understanding of digital marketing
- Knowledge of E-Commerce retail and marketplace algorithms
- Highly motivated and target driven with a proven track record in sales
- Excellent selling, negotiation, and communication skills