ECommerce Channel Development Lead

Main Goal

Lead strategic development, execution, and accelerate profitable growth across strategic eCommerce clients in 10 Central Eurasia markets, managing the eCommerce sales team of the Consumer Products Division.

The role is responsible for defining and delivering the commercial strategy for eCommerce clients, leading negotiations at all levels, managing the expectations of internal and external stakeholders, ensuring sustainable business economics and building a high performing e-Key Account Managers team.

KPIs:

• eCommerce sales value, its evolution and weight in total business
• Clients’ and Total Channel P&L performance, efficient allocation of Trade Investments
• Customer Growth Plans definition and implementation for eKA portfolio
• Channel growth facilitation – new clients launch
• Team engagement, capability and performance

Day by day responsibilities

• Lead, coach and develop the eCommerce KAM team
  1. Set and track clear commercial priorities and targets, both qualitative and quantitative
  2. Develop team capabilities in eCommerce negotiations, Clients management, financial and data analysis
  3. Maintain a high level of team engagement and motivation
  4. Lead crossfunctional collaboration
• eKey Accounts portfolio development
  1. Identify growth opportunities by Client / Category, lead the strategy
  2. Scan the eCommerce market and increase client penetration to identify and close performance gaps
  3. Balance short term results and long term profitable growth
  4. Design and execute Customer Growth Plans
• Financial management and reporting
  1. Guide the Division through different business-model and pricing scenarios
  2. Lead robust Gross to Net and P&L scenario planning for Client portfolio and entire Channel
  3. Deliver regular business reviews and performance reports to the Division Management Committee

What we expect

• Strong background in Sales, eCommerce or Customer Development
  FMCG, beauty, retail or digital commerce background would be an advantage
• Proven people management experience and track record of building successful teams.
• Solid and comprehensive eCommerce knowledge: ecosystems, business models, activation, content, sales development
• Perfect Financial x Sales skills: P&L, Gross 2 Net, Gross Margin, pricing, margin, etc
• Ability to create and execute strategic Customer Growth Plans with measurable commercial KPIs. Familiarity with Digital Media of all kinds and its key metrics
• Solid strategic thinking, analytical skills, developed EQ. Ability to work with multiple stakeholders and within changing environment. Perfect communication, negotiation and presentation skills, entrepreneurial spirit.