eCommerce Sales Manager
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Key skills for this role
Role Overview
Lead, manage, and grow the eCommerce channel across multiple brands and platforms.
Own sales targets, market share, profitability, customer relationships, and execution across eCommerce touchpoints.
Key Skills for This Role
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Job Summary
Lead, manage, and grow the eCommerce channel across multiple brands and platforms.
Own sales targets, market share, profitability, customer relationships, and execution across eCommerce touchpoints.
Commercial Growth
- Deliver net sales, front margin, and growth targets.
- Develop the eCommerce growth strategy and optimize promotional investments and ROI.
- Identify opportunities through assortment expansion, pricing, activations, and exclusive partnerships.
- Monitor channel performance and implement corrective actions.
Customer and Platform Management
- Manage key eCommerce and quick-commerce partner relationships.
- Develop joint business plans and lead commercial negotiations.
- Identify platform-specific opportunities to increase traffic, conversion, and sales.
Brand and Category Management
- Manage multiple brands across different platforms and align brand priorities with platform execution.
- Analyze category trends, shopper behavior, conversion, profitability, and competitor performance.
- Recommend assortment, portfolio, SKU, pack-size, seasonal, and bundle improvements.
Supply Chain and Digital Shelf
- Work with Supply Chain to improve forecast accuracy and reduce stock-outs and overstock.
- Support product launches, availability planning, and service-level targets.
- Optimize digital shelf content, images, SEO, keywords, ratings, reviews, and platform visibility.
Analytics and Promotions
- Track sales, market share, availability, pricing, conversion, and other performance metrics.
- Build dashboards and translate data into actionable commercial and marketing decisions.
- Develop promotional calendars, manage media investments, and improve promotion ROI and conversion efficiency.
Collaboration
- Collaborate with Customer Marketing, Supply Chain, Finance, and central teams on campaigns, planning, payments, investments, and best practices.
Qualifications and Experience
- Bachelor’s degree in Business Administration, Marketing, Commerce, or a related field.
- 5+ years of experience in eCommerce, digital sales, key account management, or FMCG commercial roles.
- Strong experience with major eCommerce and quick-commerce platforms.
- Proven online sales growth and customer development record.
- Strong analytical, negotiation, and stakeholder management skills.
- Advanced Excel, reporting, communication, and presentation capabilities.
Key Success Measures
Net sales growth, profitability and margin achievement, market share growth, and conversion rate improvement.
Forecast accuracy, product availability, promotion and media ROI, and customer relationship effectiveness.
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