The E-Commerce Key Account Manager is responsible for driving sustainable business growth across company's strategic e-commerce channels through strong marketplace partnerships, commercial excellence, and best-in-class execution. This role owns the development and performance of key online marketplace accounts, working closely with marketplace partners, e-commerce enablers, and cross-functional teams to maximize sales, optimize digital shelf performance, and deliver outstanding online shopper experience.
Key Responsibilities
- Manage and grow strategic relationships with online marketplaces, with primary focus on Shopee and TikTok Shop, while driving growth across Lazada, Tiki, Sendo, GrabMart, affiliate commerce, and other emerging online channels.
- Develop annual business plans and sales forecasts for assigned e-commerce accounts.
- Own commercial negotiations, joint business planning (JBP), and performance tracking with marketplace partners.
- Optimize assortment, pricing, promotional mechanics, and digital shelf visibility to maximize commercial performance.
- Build strong relationships with platform account managers and identify new growth opportunities.
- Partner with external e-commerce enablers to drive marketplace operations, analytics, merchandising, digital content, and campaign implementation.
- Monitor agency performance and ensure high-quality excellence across digital shelf, product content, customer experience, and commercial execution.
- Analyze marketplace performance metrics including GMV, sell-out, conversion, traffic, AOV, and ROI.
- Develop pricing, promotion, and assortment strategies aligned with commercial objectives.
- Manage promotional activations including mega campaigns (e.g., 9.9, 11.11, 12.12)
- Conduct regular business reviews with marketplace partners and identify growth opportunities.
- Recommend commercial actions based on performance analysis, shopper insights, and competitive benchmarking.
- Collaborate closely with Marketing, Supply Chain, Finance, Regulatory, and Medical teams to ensure seamless execution of product launches and commercial campaigns..
- Coordinate inventory planning to prevent stock-outs or overstock situations during key promotional periods.
- Support product launches, digital content readiness, and marketplace merchandising.
Requirements
- Bachelor’s Degree in Business, Marketing, or related discipline.
- Minimum 5–8 years of e-commerce or key account management experience, preferably within FMCG, beauty, skincare, cosmetics, personal care, or consumer health sectors.
- Proven experience managing major e-commerce marketplaces such as Shopee, Lazada, TikTok Shop, Tiki or other leading online platforms.
- Experience working with e-commerce enablers or marketplace operation agencies is preferred.
- Experience managing mega campaign activations and online promotional calendars.
- Strong analytical mindset with experience using marketplace dashboards and performance tools.
- Entrepreneurial, commercially driven, and able to balance strategic thinking with hands-on execution.
- Strong stakeholder management, negotiation, and cross-functional communication skills.
- Agile, adaptable, and detail-oriented, with a strong sense of ownership and accountability.
- Proficiency in Excel and marketplace analytics tools..
Client Overview
Our client is a highly reputable, global multinational healthcare organization with European origins. Renowned for their strong foundation in pharmaceutical research and development, they specialize in delivering innovative medical care and advanced dermatological solutions. With a decades-long commitment to improving patient health and everyday well-being, the company operates globally, offering a robust portfolio of science-backed, high-quality products. They are widely recognized not only for their ethical standards and clinical excellence but also for fostering a collaborative, purpose-driven culture, making them an employer of choice in the healthcare sector.
