E-commerce Key Account Manager

Moneta is looking for an “E-commerce Key Account Manager” for our global business partner.

External:

Consumers are more and more connected, and online purchasing is one the top 10 usages of Internet.

When it comes to shopping, consumers are either purchasing products online or preparing their off-line purchase with information/offers available online ( ROPO: Research Online Purchase Offline ).

Internal:

Top Customers Portfolio evolution (Volumes of Today, Volumes of Tomorrow)

Group maturity is growing with regards to the eCommerce organization => eCommerce teams (see Annexe) + monthly SteerCo have been created in each market to drive the evolution of online business

Market eKAMs are part of Market Sales Team, are in carge of development of online sales and are accountable of establishing/maintening relationship with other community (Market Digital Marketing / Market Supply Chain leader / Group eCommerce Community)

New Comers + Evolution of Business Model of Customers traditional New skills / actions to be done

• Accessibility of products on Digital Shelves (Contract / Terms & Conditions / Operations)
• Attractivity of products/categories on Digital Shelves (Content / recommendations / questions)
• Visibility of products in each eRetail Touchpoint (Merchandizing / Cross Selling / Promotions)
• Sell out activation (Retail Media / Data Driven Marketing / Online Promotions)

Strategic Tasks:

Online Market Assessment, aka Where to play / How to Play :

• Identification of the main eRetailers of Today and Tomorrow
• Winning / Accessible / Compatible assessment of each eRetailers
• Develop eCommerce Sales Roadmap taking into account channel conflict mitigation plan

Develop a long-term trust relationship with selected Pure Players by:

• Developing value creation on both side
• Piloting the maximum profitable global development of our commercial activities
• Organizing, at least one a year, TOP2TOP meeting with key customers

Manage the relationships with customers in a win-win collaboration, by acquiring a deep understanding of key customer needs and requirements

• Ensure the correct products and services are delivered to customers in a timely manner
• Resolve any issue faced by customers and deal with complaints to maintain trust
• Follow financing issues and manage risks (Payment/Coface insurance …)

Operational Tasks:

Optimize our Revenues & Profit :

• Successfully negotiate Annual Trade Terms contract
• Create a Yearly Key Account Plan by categories
• Build a Joint Business Plan with the Pure Players
• Maintain a good balance between the regular and promotional business
• Optimize the costs and return on investments (head of gondola, leaflets, demo, POS material, etc...)

Forecast sales

• Specific product/category forecast based on Customer activity / Seasonality of Market
• Trend and needs / category & keys products

Ease the collaboration between Customers and e-Category Managers / Data Analysts

• Binomial aligned to manage the relationship with the customer
• Clear roles & responsibilities defined within the binomial
• Clear, regular & shared fed back within the binomial & with others KAM / Cat Man

Act as a Subject Matter Expert for other eRetailers (Click-n-Mortars) if not directly in charge of those accounts

Deliver incremental contribution using incentives, initiatives, commitment programs and marketing activities

Monitor and report weekly/monthly to the E-commerce Sales Manager

• Inform regularly all services (IKAM ,Sales team, Sales Administration, Supply Chain , Finance, Marketing)

Qualifications:

• D egree in Commerce, Marketing or Business Administration,
• At least 3-5 years of experience in on-line sales and digital marketing as part of a consumer product company,
• Excellent communication skills in English,
• Good trade knowledge of his/her environment (competition, brands, innovation, digital breakthrough)
• Advanced level of MS Office Applications,
• Excellent communication, negotiation, and interpersonal skills