Key Accounts Online Manager-Leading Retail MNC, Mumbai

Job Description

Role & responsibilities Summary Supports brands on the definition of their go to market strategy and commercial plan. Develops and delivers the key account commercial plan with consent of GM and brand managers, leading negotiations with retailers. Drives and develops brand position/share/ranking with the retailer, in close partnership with Brand Managers Owns the key account online P&L. Align global and local brand strategy and ensure successful execution of online sales and marketing plans. Preferred candidate profile . Strategy, Insights and Solutions Builds and develops long-lasting relationships with E-Commerce partners ,including negotiating commercial terms with e-commerce partners in relationship with Brand and commercial wholesale teams. Understanding online consumer behavior and building up consumer facing plans by establishing key customer metrics to benchmark progress and linking to overall sales growth or increased profitability Investigate and evaluate the feasibility of potential Digital and e-commerce projects and make recommendations as to the impact and feasibility of implementation. Implement Affiliate, Online and Brand strategies with Partners (retailers and pure players) online, to achieve affiliate goals. Work closely with Marketing, Brand Manager and Communication teams, to drive online media integration across traditional communication plans, as well as to achieve appropriate media mix based on consumers changing media habits Track and analyse competitive beauty e-retailer landscape. Stay aware of e-communication trend and programs as they relate to the prestige beauty arena Responsible for e-commerce enablement, actively assessing market readiness, technical options and partnership opportunities Builds the e-retailer marketing calendar plans across brands for each e-account in close cooperation with the brands and commercial online team, and execute different brand strategies with the e-retailer Explores new business opportunities together with the e-retailer and in discussion with the brand managers. Drives and develops brand position/share/ranking with the retailer, leveraging scale across brands where it makes sense. Collaborates with education team to ensure alignment. Evaluates the competitive landscape and evolution of retailer through regular site visits and external reports, where applicable. 2. Business Performance Planning and Analysis Develop and define Online plans, prepare and implement necessary guidelines and meetings with key Regional and Brand partners to ensure programs (activations/campaigns) are implemented according to requirements and goals. Top line direction, standardizing analysis and insight and maximizing cross-brand/cross-country learning provided to Brand teams. Create reports to analyse marketing results (, sales figures, performance, inventories, marketing results etc.) Serve as the key expert in analysing and reviewing consumer engagement and behavior via e- commerce channels. Monitors and where required; improve business processes effectiveness by highlighting inefficiencies and recommending/facilitating process changes. Owns the key account P&L, from gross sales to NOP. Achieves monthly sell-through and sell-in targets in cooperation with Brands. 3. Drive the Online Business for India Hit Business Targets in terms of Online Sales Work with Logistics Team, Brands and teams to ensure efficient and consistent e-commerce fulfilment processes Provide direction on all aspects of e-commerce and digital multi-channel communication (offline and online). Work with Retail Partners to facilitate, promote, measure retailer e-commerce activities and ensure that global guidelines are facilitated and adhered to. Responsible for day-to-day contact for all online partners. Conceptualize and build strategies with off-line promotion/activities to drive online traffic and conversion. Acts as a brand custodian and ensures that brand representation is in line with brand guidelines in terms of assets, boutiques etc. Supports brands on the definition of their go to market strategy and commercial plan, including defining sales objectives and forecasts per Retailer. Based on the commercial plan, drives negotiations with retailers, in close partnership with brand managers. Manages execution and governance of KAM contracts within the mandate provided Works with internal stakeholders (Brand team, Demand Planning and Supply Chain) to secure correct forecast and delivery. Manages retailer activities such as promotions, training, planning and special projects, in collaboration with the brands. Evaluates retailer campaigns and provides feedback to brands. Works hand in hand with eKAM to ensure 360 account management. KAM responsibility for ensuring this happens. 4. Inventory Management Liaising with brands team to do demand forecasting and order based on calendar Negotiating with Retailors on orders Plan liquidation of excess inventory in liaison with Retailors Forecasts future sales and inventory demand in channel 5. Operations Manage inventory and online marketing offerings with respect to samples at checkout, unique promo box offers or outside partner sampling programs. Responsible for keeping track and updating monthly marketing calendars, sending correspondence with updates to vendors or internal team. Ensures that all updates/site refreshes/online inventory management takes place as per agreed timelines and escalate all technical issues with relevant Global/Regional teams in a timely manner Ensure online projects/communication is in alignment with approved operational plan, budget, and schedule. 6. Social and Digital Marketing Oversee and coordinate all Online focused efforts and use of customer intelligence for better marketing programs, better resource allocation and better customer service. Create and disseminate relevant content to educate and recruit potential online customers. 7. Leading the Online Coordination Team Supervising the Online Coordinators: Providing guidance and direction, including setting performance standards and monitoring performance. Building and cultivating team: Encouraging and building mutual trust, respect, and cooperation among team members. Identifying the developmental needs of others and coaching, mentoring, or otherwise helping others to improve their knowledge or skills.