Job Description

Roles & Responsibilities

A) Commercial Ownership:

eCommerce Sales: Take ownership of the digital sales, digital spend, and profitability for the online channels of all assigned omnichannel accounts, in collaboration with the designated Sales Team and Revenue Growth Management for guard rails on profitability and spends. Participate in the annual sales and trade planning process for the eCommerce portion of the business, ensuring high forecast accuracy.
Account Strategy: Partner with the National Sales Managers and their teams to build a single, integrated Joint Business Plan (JBP) for each omni retailer. Ensure digital initiatives are not an "add-on" but are core to the total account strategy.
Omnichannel Growth: Identify and scale opportunities in high-growth areas including retailer marketplaces and last-mile delivery partnerships.

B) Retail Media, Digital Marketing & SCM Integration:

In collaboration with Retail Media team, lead the strategic direction for all retail media investments on omni platforms incl Nahdi RM, Carrefour, Liveramp etc.
Integrate Full-Funnel Marketing: Ensure a seamless connection between national brand campaigns, in-store shopper marketing, and retailer-specific digital media to drive maximum ROI.
Ensure aligned Pricing, Promotion and Assortment Management between online & offline channels. Lead in online activations, events, NPD launches & category captaincy.

C) Cross-Functional Influence:

Foster a deep, collaborative partnership with the National Account managers as well as offline distributors. You are partners in delivering the total health of the retailer relationship, across brands NIVEA, Eucerin, Labello & Hansaplast.
Act as the primary digital commerce expert and advocate for these accounts, educating and influencing internal stakeholders in Brand Marketing, Supply Chain, and Finance.
Work closely with the Retail Media and Digital Shelf Centers of Excellence to ensure your accounts receive the content, data, and support needed to win.

D) Data-Driven Decision Making & Insights:

Leverage retailer data platforms like Carrefour Dunhambee, Talabat Local Shop etc to uncover deep shopper insights that can inform media spends, digital shelf management and promotions. Use insights to drive up ECom channel contribution as well as Online market share, at each key retailer.
Translate complex digital performance data into a compelling commercial story for both internal leadership and retailer partners.
Champion a "Test & Learn" culture to build business cases for piloting new digital initiatives and capabilities with retail partners.

KPIs for performance evaluation:

Digital sales as an engine of growth and market share gain for the retailers & BDF 60%
Rigor of insights driven planning and test-and-learn implementation for each key account 10%
Strong collaborative relationship with Sales Team, eCommerce Team, Retailer eCommerce/media team), supply chain, marketing & finance 10%
Contribution to mutually beneficial JBP development and strong KPI led business reviews 10%
Drive impact of media (online +offline), promotions & digital shelf enh

Desired Candidate Profile

Experience: 5+ years of progressive experience in CPG Sales and account management preferably in eCommerce or an omnichannel environment.
You must have a proven track record of integrating digital in physical retail strategies.
Expert-level understanding of the retail & media landscape is essential.
Proven ability to lead, influence, and build strong relationships with senior-level peers and external partners without having direct authority. You are a collaborator by nature.
Strong financial savvy and the ability to use complex data to build a business case and drive strategic decisions.
Ability to develop a long-term strategic vision while still being able to dive into the details to solve problems and drive the business on a weekly basis.

eCommerce Key Account Manager - Middle East (Omni Channel) Beiersdorf