Ecommerce Key Account Manager

Job Purpose

• The eCommerce Key Account Manager is responsible for managing strategic online retail accounts, driving revenue growth, optimising product performance, and executing online trading strategies.
• The successful candidate will collaborate closely with internal departments and external retail partners to ensure best-in-class execution across all digital sales channels.

Key Account Management

• Build and maintain strong relationships with key online retail buyers and category managers.
• Serve as the primary contact for assigned eCommerce accounts.
• Manage day-to-day account enquiries and resolve customer or retailer issues promptly and professionally.
• Conduct regular business reviews with customers to identify growth opportunities and improve performance.
• Negotiate promotional opportunities, product placements, and trading initiatives with retail partners.

Sales & Commercial Performance

• Deliver monthly, quarterly, and annual sales targets across assigned online accounts.
• Develop and execute account growth strategies to maximise revenue and profitability.
• Analyse sales performance, conversion rates, product mix, and customer trends to identify opportunities for growth.
• Monitor key commercial metrics including revenue, margins, stock availability, sell-through, and return on investment.
• Prepare regular sales forecasts, reports, and performance reviews using Excel and Power BI.

eCommerce Strategy & Optimisation

• Develop and implement eCommerce strategies that improve online sales performance and customer engagement.
• Identify opportunities to increase traffic, conversion rates, and average order values.
• Support the execution of omni-channel strategies across multiple online platforms.
• Continuously evaluate competitor activity, pricing, promotions, and market trends to maintain a competitive advantage.
• Recommend improvements to customer experience and online shopping journeys.

Product Listings & Content Management

• Create, optimise, and maintain SEO-friendly product listings across all online platforms.
• Ensure product titles, descriptions, specifications, images, videos, and digital assets are accurate, complete, and aligned with brand standards.
• Monitor listing quality and implement improvements to maximise search visibility and conversion.
• Coordinate the timely launch of new products across all online channels.

Promotional Planning

• Develop annual promotional calendars for assigned accounts and product categories.
• Plan, coordinate, and execute promotional campaigns in collaboration with internal marketing teams and retail partners.
• Monitor promotional effectiveness and recommend future improvements based on performance analysis.
• Ensure promotional pricing and product availability align with campaign objectives.

Data Analysis & Reporting

• Analyse website, marketplace, and account performance data to develop data-driven strategies.

Track and report on KPIs including:

• Sales revenue
• Conversion rates
• Traffic performance
• Product ranking
• Stock availability
• Return on advertising spend (where applicable)
• Promotional performance

Provide regular reports and actionable insights to senior management.

Cross-Functional Collaboration

• Work closely with Sales, Marketing, Creative, Product Management, Supply Chain, Planning, Finance, and Customer Service teams to ensure seamless execution.
• Coordinate stock availability with planning and supply chain teams to minimise out-of-stock situations.
• Collaborate with the Creative and Marketing teams to ensure digital content is optimised for each platform.
• Support product launches and seasonal campaigns across all online channels.

Market & Customer Insights

• Monitor industry trends, consumer behaviour, and competitor activity within the eCommerce landscape.
• Identify new online sales opportunities and emerging digital platforms.
• Recommend strategies to improve customer acquisition, retention, and online customer experience.

Required Skills & Competencies

• Strong commercial and negotiation skills.
• Excellent relationship-building and stakeholder management abilities.
• Strong analytical mindset with the ability to interpret sales and performance data.
• Advanced Microsoft Excel skills.
• Experience using Power BI, Google Analytics, or similar reporting tools is advantageous.
• Excellent written and verbal communication skills.
• Strong understanding of SEO principles and eCommerce merchandising.
• Excellent organisational and project management skills.
• Ability to manage multiple priorities in a fast-paced environment.
• Customer-focused with a proactive and solution-oriented approach.
• High attention to detail and strong problem-solving abilities.

• Bachelor’s degree in business, Marketing, eCommerce, Commerce, or a related field.
• Minimum 3–5 years' experience in eCommerce, Key Account Management, Digital Sales, or Online Retail.
• Proven experience managing online retail accounts and delivering sales growth.
• Strong understanding of South African eCommerce platforms and online retail environments.
• Advanced Microsoft Excel skills.
• Experience using Power BI, Google Analytics, or similar analytics tools is advantageous.
• Knowledge of SEO, online merchandising, and digital marketing principles.
• Experience working within the consumer electronics, FMCG, or retail industry is advantageous.