Head of Sales Development - E-commerce

Job Purpose

The Head of Sales Development & Commercial for e-Commerce Grocery is responsible for driving the sales strategy, commercial growth, and business development efforts within the online grocery division. The role focuses on expanding market share, increasing online sales, and enhancing the customer experience through effective sales tactics, promotions, and partnerships. This position will lead the commercial strategy for e-commerce grocery, ensuring that business objectives are met while maximizing profitability and improving overall customer satisfaction.

Key Accountabilities

• Sales Strategy Development:

Develop and implement a comprehensive sales strategy that drives revenue growth, customer acquisition, and retention within the e-commerce grocery business.

• Commercial Planning & Execution:

Lead the commercial planning process, including assortment strategies, pricing strategies, e-catalouges, promotions, and sales forecasting to ensure revenue targets are met and profitability is maximized.

• Market Analysis & Business Development:

Analyze market trends, customer behavior, and competitor activities to identify growth opportunities and develop strategies to capture new market segments.

• Partnerships & Vendor Relationships:

Manage key vendor and supplier relationships to ensure competitive pricing, exclusive deals, and promotional opportunities that align with the e-commerce grocery strategy.

• Sales Performance & KPIs:

Track, analyze, and report on sales performance metrics, ensuring that all targets and KPIs related to revenue, customer acquisition, and retention are met or exceeded.

• Product Mix Optimization:

Collaborate with category managers and product teams to optimize the product mix, ensuring that the right assortment is available to meet customer needs and enhance sales performance.

• Customer Experience & Conversion Optimization:

Work closely with the marketing and UX/UI teams to enhance the online shopping experience, focusing on improving conversion rates, increasing basket size, and driving repeat purchases.

• Cross-Functional Collaboration:

Partner with operations, logistics, marketing, and IT teams to ensure seamless integration of sales activities with overall business operations, improving customer satisfaction and operational efficiency.

• Promotion & Campaign Management:

Lead the design, execution, and evaluation of promotional campaigns that drive traffic, increase conversions, and boost average order value (AOV).

• Other income generator:

Build, lead, and develop a high-performing sales and commercial team, fostering a culture of money generator with suppliers to get us income for E-commerce.

Qualifications :

Bachelor's degree in Business, Sales, Marketing, or related field (Master’s degree preferred)

Professional Certifications :

Relevant certifications in sales management, e-commerce, or commercial strategy are an advantage

Experience :

Minimum of 8-10 years of experience in sales, business development, or commercial strategy within an e-commerce or retail grocery environment, with at least 3-5 years in a leadership role..

Key Competencies :

• Strong leadership and team management capabilities.
• Proven experience in developing and executing sales strategies.
• Solid understanding of e-commerce grocery operations and customer behavior.
• Strong analytical skills with a data-driven approach to decision-making.
• Excellent communication and negotiation skills