eCommerce Sales Manager

Job Description eCommerce Sales Manager Job Summary The eCommerce Sales Manager will be responsible for leading, managing, and growing the eCommerce channel across multiple brands and platforms. The role is accountable for delivering sales targets, expanding market share, optimizing profitability, managing key customer relationships, and ensuring best-in-class execution across all eCommerce touchpoints. Key Responsibilities 1. Commercial Ownership & Channel Growth • Deliver Net Sales, Front Margin, and growth targets. • Develop and execute the eCommerce growth strategy aligned with commercial priorities. • Optimize promotional investments and ROI across platforms. • Identify revenue growth opportunities through assortment expansion, pricing, activations, and exclusive partnerships. • Monitor channel performance and implement corrective actions when needed. 2. Customer & Platform Management • Manage relationships with key eCommerce and Quick Commerce partners. • Develop and execute Joint Business Plans (JBPs) with strategic platforms. • Lead commercial negotiations and annual business discussions. • Identify platform-specific growth opportunities to increase traffic, conversion, and sales. 3. Multi-Brand Management • Manage multiple brands effectively across different platforms. • Ensure timely communication, reporting, and feedback to each brand stakeholder. • Align brand priorities with eCommerce growth plans and platform execution. 4. Category Development & Assortment Excellence • Analyze category trends, shopper behavior, traffic patterns, conversion rates, profitability, and competitor performance. • Recommend assortment improvements and portfolio optimization based on insights. • Identify opportunities for new SKUs, pack sizes, seasonal offers, and platform-specific bundles. 5. Inventory & Demand Planning • Work closely with Supply Chain to improve forecast accuracy. • Reduce stock-outs and prevent overstock situations. • Support new product launches and availability planning. • Ensure service level targets and product availability are maintained. 6. Digital Shelf & Content Excellence • Ensure best-in-class digital shelf execution across all platforms, including content, images, SEO, and keywords. • Optimize product pages to improve discoverability, conversion rates, and shopper experience. • Monitor content compliance, ratings, reviews, and platform visibility. 7. Data, Analytics & Performance Management • Track sales, market share, availability, pricing, and conversion metrics. • Integrate multiple data sources into clear business insights. • Build and maintain dashboards and performance reporting tools. • Translate data into actionable commercial and marketing decisions. • Identify trends, risks, and opportunities to proactively drive growth. 8. Promotion & Media Effectiveness • Develop and execute the eCommerce promotional calendar and platform activations. • Optimize pricing and promotional plans to balance growth and profitability. • Manage media investments and platform marketing tools. • Evaluate campaign performance and continuously improve ROI and conversion efficiency. 9. Cross-Functional Collaboration • Work closely with Customer Marketing on campaigns, content, and activations. • Align with Supply Chain on demand planning, availability, and service levels. • Partner with Finance to track payments and optimize investments. • Collaborate with central teams to implement best practices and share learnings. Qualifications & Experience • Bachelor’s degree in Business Administration, Marketing, Commerce, or a related field. • 5+ years of experience in eCommerce, Digital Sales, Key Account Management, or FMCG Commercial roles. • Strong experience with major eCommerce and Quick Commerce platforms. • Proven track record in driving online sales growth and customer development. • Strong analytical, negotiation, and stakeholder management skills. • Advanced Excel and reporting capabilities. • Excellent communication and presentation skills. Key Success Measures: • Net Sales Growth • Profitability & Margin Achievement • Market Share Growth • Conversion Rate Improvement • Forecast Accuracy • Product Availability • ROI on Promotions & Media Spend • Customer Relationship Effectiveness Show more Show less

Bachelor’s degree in Business Administration, Marketing, Commerce, or a related field. 5+ years of experience in eCommerce, Digital Sales, Key Account Management, or FMCG Commercial roles. Strong experience with major eCommerce and Quick Commerce platforms. Proven track record in driving online sales growth and customer development. Strong analytical, negotiation, and stakeholder management skills. Advanced Excel and reporting capabilities. Excellent communication and presentation skills.

1. Commercial Ownership & Channel Growth: Deliver Net Sales, Front Margin, and growth targets; Develop and execute the eCommerce growth strategy; Optimize promotional investments and ROI; Identify revenue growth opportunities; Monitor channel performance and implement corrective actions. 2. Customer & Platform Management: Manage relationships with key eCommerce and Quick Commerce partners; Develop and execute Joint Business Plans (JBPs); Lead commercial negotiations; Identify platform-specific growth opportunities. 3. Multi-Brand Management: Manage multiple brands across platforms; Ensure timely communication and reporting; Align brand priorities with eCommerce plans. 4. Category Development & Assortment Excellence: Analyze trends, shopper behavior, profitability; Recommend assortment improvements; Identify opportunities for new SKUs and bundles. 5. Inventory & Demand Planning: Work with Supply Chain to improve forecast accuracy; Reduce stock-outs; Support launches; Ensure service levels. 6. Digital Shelf & Content Excellence: Ensure best-in-class digital shelf; Optimize product pages; Monitor content compliance and reviews. 7. Data, Analytics & Performance Management: Track sales, market share, availability, pricing, conversion; Build dashboards; Translate data into decisions; Identify risks and opportunities. 8. Promotion & Media Effectiveness: Develop promotional calendar; Optimize pricing; Manage media investments; Evaluate ROI. 9. Cross-Functional Collaboration: Work with Customer Marketing, Supply Chain, Finance; Share best practices across teams.