Job Description
Main Purpose of the Job: This role will manage major online retail accounts end, driving revenue growth and improved profitability through scalable, innovative commercial strategies, comprehensive joint business plans, and broad channel coverage. As the primary owner of pure-player relationships at both working and senior-manager levels, the KAM will build meaningful, data-driven partnerships with key online partners while closely coordinating with internal cross-functional teams to deliver measurable results. Duties and Responsibilities Account Ownership & Commercial Performance Own the Pure Player execution, driving sustainable growth and margin expansion. Achieve agreed upon sales targets and outcomes within schedule. Analyse the territory/markets potential, track sales, and status reports. Perform cost-benefit and needs analysis of existing/potential customers to meet their needs. Identify growth opportunities through assortment expansion, pricing optimization, promotions, and improved retail execution. Joint Business Planning & Platform Management Support the development and execution of Joint Business Plans (JBPs) with Pure Players, aligned to company s short- and long-term growth objectives. Manage ongoing commercial negotiations including promotions, visibility programs, media investments, and platform initiatives. Build and maintain strong working relationships with the Pure Player category, commercial, and operations teams. Establish, develop, and maintain positive business and customer relationships. The implementation of promotions when applicable. Supply management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services. Provide ongoing market intelligence to management. Knowledge, Qualifications and Experience Bachelors Degree- Marketing/Digital Marketing preferred or equivalent or 5 years of experience in e-Commerce Account Management, marketplace management. Hands-on experience managing Pure Player platforms Strong understanding of marketplace levers: pricing, promotions, content, media, fulfilment, and conversion. Proven ability to manage complex cross-functional stakeholders. Strong analytical skills with the ability to translate data into action. Bachelors degree required. Attention to detail. Excellent verbal communication. Advanced Excel skills. Own vehicle and a valid drivers license. Ability to manage large SKU counts. Understanding of digital marketing. Knowledge of e-commerce retail and marketplace algorithms. Skills, Competencies and Attributes Proven work experience as a KAM Highly motivated and target driven with a proven track record in sales Excellent selling, negotiation, and communication skills Prioritizing, time management and organizational skills Relationship management skills and openness to feedback Excellent listening skills to respond to customers' needs, wants, and concerns Operational Excellence & Execution Execute company s Pure Player operating model, including: SKU Optimization and content excellence Promotional planning and calendar execution Media activation and performance optimization Buy box protection and pricing governance Partner with Operations and Supply Chain to optimize fulfilment strategies (MELI Full, Flex, FBM, cross-border). Monitor inventory levels, in-stock rates, and forecasts to mitigate risk and maximize sell through. On-time reporting and completion of daily administration objectives. Expedite the resolution of customer problems and complaints to maximize satisfaction. Content, Media & Conversion Optimization Ensure best-in-class content across all priority SKUs, aligned to companys brand standards and platform-specific best practices. Partner with the marketing team to plan and execute paid and organic growth strategies, optimizing ROAS and conversion. Continuously test and optimize content, media, and promotional mechanics to improve onsite performance. Manage online product listings, ensuring accurate content, imagery, pricing, and digital merchandising to optimise visibility and conversion. Monitor marketplace dashboards and account performance metrics including GMV, sell through, conversion rate, stock cover, and ROAS. Manage retail media and sponsored campaigns to improve product visibility and ranking within marketplace algorithms. Cross-Functional Collaboration Act as the central point of coordination between Pure Players and internal teams including Sales, Marketing, Finance and Product Managers. Provide clear performance insights and recommendations to leadership, including risks, opportunities, and trade-offs. Coordinate sales effort with team members and other departments. Participate in sales meetings and regular training. Reporting & Insights Own weekly and monthly business reviews, including dashboards, insights, and action plans. Translate data into clear commercial narratives for senior leadership. Supply management with reports on customer needs, problems, interests, competitive activities, and opportunities. Provide ongoing market intelligence and actionable insights to management.
