Key Account Manager

Job Description

Key Account Manager – eCommerce (Consumer)
 

JOB PURPOSE:

The Key Account Manager (E-commerce) is responsible for managing and growing the relationship and sales performance of our most strategic e-commerce partners and online marketplaces. The KAM acts as the primary point of contact, driving mutual business growth, negotiating favorable terms, and ensuring a superior brand presence and operational efficiency across all assigned digital accounts.

KEY ACCOUNTABILITIES:

1. Account Strategy & Sales Growth

• Develop and execute comprehensive, data-driven account plans to achieve and exceed sales, margin, and market share targets across all assigned e-commerce accounts.

• Identify and capitalize on new product opportunities, promotional strategies, and digital marketing collaborations to maximize revenue.

• Conduct regular business reviews with key stakeholders, presenting performance insights, market trends, and future strategic recommendations.

• Negotiate annual contracts, terms, pricing, and promotional calendars with account buyers and management.

2. E-commerce Operations & Performance

• Monitor and manage key e-commerce performance metrics, including conversion rate, traffic, inventory levels (In-Stock Rate), Return Rate, etc.

• Work closely with Supply Chain and Logistics to forecast demand accurately and ensure optimal inventory flow, preventing out-of-stock scenarios.

• Oversee the accuracy and completeness of product listings (PIM/DAM) to ensure best-in-class digital shelf execution (product titles, descriptions, images, A+ Content/Enhanced Brand Content).

3. Cross-Functional Collaboration & Leadership

• Serve as the internal e-commerce expert, leading collaboration across departments:

Marketing: Align on digital advertising (PPC/Sponsored Ads), social media campaigns, and content development.

Product: Provide market feedback for future product development and portfolio optimization.

Finance: Manage budgets, promotional spending, and profitability analysis.

• Manage a dedicated account budget for trade spending and digital investments.

4. Market Intelligence

• Maintain an in-depth understanding of the competitive landscape, marketplace policies, and emerging e-commerce trends.

• Utilize advanced analytics tools (e.g., Helium 10, Jungle Scout, internal marketplace dashboards) to extract actionable insights.

EXPERIENCE SKILLS & QUALIFICATION:

• Bachelor’s degree in business administration, Marketing, E-commerce, or a related field.

• 3 plus years of experience in Key Account Management, Sales, or Business Development, specifically within the e-commerce sector. Proven track record of managing and growing major online accounts

• Deep understanding of e-commerce fundamentals, supply chain logistics, and marketplace algorithms.

• Strong negotiation, analytical, and communication skills. High proficiency in Microsoft Excel (pivot tables, v-lookups) and presentation software.