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Main Purpose of the Job:
- This role will manage major online retail accounts end, driving revenue growth and improved profitability through scalable, innovative commercial strategies, comprehensive joint business plans, and broad channel coverage.
- As the primary owner of pure-player 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
- Account Ownership & Commercial Performance
- Own the Pure Player execution, driving sustainable growth and margin expansion.
- Achieve agreed upon sales targets and outcomes within schedule.
- Analyse the territory/market’s potential, track sales, and status reports.
- Perform cost-benefit and needs analysis of existing/potential customers to meet their needs.
- Identify growth opportunities through assortment expansion, pricing optimization, promotions, and improved retail execution.
Joint Business Planning & Platform Management
- Support the development and execution of Joint Business Plans (JBPs) with Pure Players, aligned to company ’s short- and long-term growth objectives.
- Manage ongoing commercial negotiations including promotions, visibility programs, media investments, and platform initiatives.
- Build and maintain strong working relationships with the Pure Player category, commercial, and operations teams.
- Establish, develop, and maintain positive business and customer relationships.
- The implementation of promotions when applicable.
- Supply management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
- Provide ongoing market intelligence to management.
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Knowledge, Qualifications and Experience
- Bachelor’s Degree- Marketing/Digital Marketing preferred or equivalent or 5+ years of experience in e-Commerce Account Management, marketplace management.
- Hands-on experience managing Pure Player platforms
- Strong understanding of marketplace levers: pricing, promotions, content, media, fulfilment, and conversion.
- Proven ability to manage complex cross-functional stakeholders.
- Strong analytical skills with the ability to translate data into action.
- Bachelor’s degree required.
- Attention to detail.
- 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.
Skills, Competencies and Attributes
- Proven work experience as a KAM
- Highly motivated and target driven with a proven track record in sales
- Excellent selling, negotiation, and communication skills
- Prioritizing, time management and organizational skills
- Relationship management skills and openness to feedback
- Excellent listening skills to respond to customers' needs, wants, and concerns
Operational Excellence & Execution
- Execute company ’s Pure Player operating model, including:
- SKU Optimization and content excellence
- Promotional planning and calendar execution
- Media activation and performance optimization
- Buy box protection and pricing governance
- Partner with Operations and Supply Chain to optimize fulfilment strategies (MELI Full, Flex, FBM, cross-border).
- Monitor inventory levels, in-stock rates, and forecasts to mitigate risk and maximize sell through.
- On-time reporting and completion of daily administration objectives.
- Expedite the resolution of customer problems and complaints to maximize satisfaction.
Content, Media & Conversion Optimization
- Ensure best-in-class content across all priority SKUs, aligned to company’s brand standards and platform-specific best practices.
- Partner with the marketing team to plan and execute paid and organic growth strategies, optimizing ROAS and conversion.
- Continuously test and optimize content, media, and promotional mechanics to improve onsite performance.
- Manage online product listings, ensuring accurate content, imagery, pricing, and digital merchandising to optimise visibility and conversion.
- Monitor marketplace dashboards and account performance metrics including GMV, sell through, conversion rate, stock cover, and ROAS.
- Manage retail media and sponsored campaigns to improve product visibility and ranking within marketplace algorithms.
Cross-Functional Collaboration
- Act as the central point of coordination between Pure Players and internal teams including Sales, Marketing, Finance and Product Managers.
- Provide clear performance insights and recommendations to leadership, including risks, opportunities, and trade-offs.
- Coordinate sales effort with team members and other departments.
- Participate in sales meetings and regular training.
Reporting & Insights
- Own weekly and monthly business reviews, including dashboards, insights, and action plans.
- Translate data into clear commercial narratives for senior leadership.
- Supply management with reports on customer needs, problems, interests, competitive activities, and opportunities.
- Provide ongoing market intelligence and actionable insights to management.
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