ABOUT THE ROLE:

As consumer shopping behaviors rapidly evolve, the integration of online and in-store experiences is more critical than ever. The Key Account Manager is driving strategy to create a seamless customer journey, focusing on digital shelf management, collaborative growth, inventory synergy, and data-driven insights to ensure consistent brand presence across all touchpoints.

WHO YOU ARE:

You are a strategic thinker who asks smart questions and builds strong partnerships to grow the business. You are agile and adaptable, thriving in changing environments and ambiguity. You are Results-driven, focused on delivering measurable impact. And you are a collaborative leader who achieves results through teamwork with retail partners and cross-functional teams.

JOB PURPOSE:

You will drive the execution and optimization of omnichannel strategies, leveraging data and insights to enhance product visibility and shopper engagement online. You’ll develop best-in-class partnerships with Target’s Digital Team and internal stakeholders to achieve joint business objectives and exponential digital growth.

KEY RESPONSIBILITIES:

1. Strategic Leadership & Business Planning

-   Develop and implement the long-term & short-term strategy of BW eCommerce in line with company goals.

-   Identify and evaluate new eCommerce business models, partnerships, and channel to maximize growth opportunities.
 

2. Commercial & P&L Management

-   Deliver revenue, profitability, and market share targets for the eCommerce channel.

-   Lead annual budgeting and forecasting for eCommerce sales and trade investments.

-   Optimize trade spend and promotional investments to maximise ROI.
 

3. Customer & Platform Management
   -   Build strategic partnerships with key eCommerce platforms (e.g. Shopee, TikTok Shop, Lazada) at senior management levels.

-   Lead Joint Business Planning (JBP) negotiations with platforms to drive mutual growth.

-   Ensure execution excellence in assortment, pricing, content, and promotions.
 

4. Team Leadership & Capability Development: Lead, inspire, and develop a high-performing team (Marketing, CSP, CMI, DMC)

5. Cross-Functional Collaboration
   Champion eCommerce within the organisation, driving digital transformation and omnichannel initiatives across functions (Demand Creation, SUpply Chain, Finance..)

6. Shopper Experience & Conversion Optimization

     -   Oversee online merchandising, digital content, and shopper engagement strategies to maximize conversion rates.

     -   Land the Channel Strategy and Execution: oversee the full integration of Channel Trade Category Plans with Brand Marketing Plan with CBD team to ensure excellent execution

7. Social First Strategy: Oversee and ensure winning in social media strategy by partnering effectively with media agency and local media partners
   
   8. Innovation & Digital Transformation: Lead pilots and test-and-learn initiatives for emerging eCommerce opportunities (e.g. live commerce, social commerce).
    

Key Performance Indicators (KPIs):

• Total eCommerce sales value and growth vs. Target
• Market share in eCommerce channel
• Gross margin and trade spend ROI
• Digital shelf metrics (availability, content accuracy, visibility)
• Online conversion rate and shopper engagement
• Successful execution of Joint Business Plans with platforms
• Team capability and engagement scores
   

WHAT YOU NEED TO SUCCEED:

The right candidate will be able to demonstrate a range of capabilities and attributes including, but not limited to:

• Bachelor’s degree in Business, Marketing, or related field; MBA is an advantage.
• Minimum 5-8 years of experience in FMCG or Retail, with at least 3-5 years in eCommerce key account roles. Experience in Ecommerce platform is a plus.
• Proven track record of developing and executing eCommerce strategies delivering strong commercial results.
• Strong leadership, strategic thinking, and negotiation skills
• Excellent understanding of eCommerce platforms, digital marketing, and shopper behaviour.
• Highly analytical, data-driven, and results-oriented.
   

Unilever is an organisation committed to equity, inclusion and diversity to drive our business results and create a better future, every day, for our diverse employees, global consumers, partners, and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business. At Unilever we are interested in every individual bringing their ‘Whole Self’ to work and this includes you! Thus if you require any support or access requirements, we encourage you to advise us at the time of your application so that we can support you through your recruitment journey.