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General Description of the Role
You will be responsible for: managing the strategy, day-to-day customer relationships, and achieving revenue, volume & profit objectives for Amazon as well as the emerging Q-Commerce channel. Additionally, you will work closely with the eCommerce Controller to help develop the broader UK market eCommerce strategy as well as support the continual Digital Transformation of the wider commercial function. You will play a key role in improving total UK eCommerce capability and have an Omni-Channel mindset.
This role is instrumental in driving Campari UK’s eCommerce strategy and will have direct accountability for the Amazon and Quick-Commerce P&L across the entire sku portfolio. The eCommerce National Account Manager will leverage their position to: gain a full understanding of the customers’ needs (including ongoing strategic business analysis), be adept at managing a constantly evolving external P&L, anticipate changes in the business environment and establish Campari’s brands with the e-retailers and the end consumer.
Given the nature of Pureplay / Marketplace retailers, the role will require dynamic, ‘outside the box’ thinking and quick action to maximise and monitor both long and short-term opportunities (Volume, NSV, GP and Trade/Media Investment, as well as Market Share and Sales Growth).
This eCommerce National Account Manager will assist the development and roll out of the 3 Year UK eCommerce strategy, in conjunction with the eCommerce controller and wider eCommerce stakeholders – such as CCM (Channel & Customer Marketing) and Digital Marketing.
The role offers a unique opportunity to manage several fast-growing accounts within a dynamic and fast moving environment.
Key Responsibilities and Activities
- Develop and execute a comprehensive sales and customer-marketing strategy for Amazon & Quick-Commerce retailers by working directly with cross-functional teams to achieve sales goals and profit margins
- Implement the Amazon trade media and customer marketing plan with support from eCCM, Brand Marketing and Digital Marketing.
- Support the ongoing creation and development of an Quick-Commerce go-to-market strategy
- Drive on-site visibility for key accounts through SEO, digital shelf best practice and paid media.
- Key role in helping to improve overall eCommerce capability of Campari’s UK business – acting as champion for the Grocery and Convenience sub-channels.
- Accountability for negotiating annual terms and JBP in direct managed accounts (Amazon and Quick-Commerce) ensuring a long-term sustainable investment and growth model (working closely with the eCommerce Controller, Revenue Growth Manager and Commercial Finance to deliver).
- Management of the P&L in-flight ensuring YoY improvements in revenue, NSV/L and gross profit
- Responsibility for forecasting and management of in-month and full year demand fluctuations.
- Establish and cultivate a valued partner relationship with Amazon & relevant Quick-Commerce accounts.
- Work cross-functionally to manage and deploy trade investment and media budgets
- Define and develop annual plan to meet assigned targets for profitable sales volume and value.
- Work with Brand and Customer Marketing teams on development and implementation of eCommerce-ready and optimised content
- Use eCommerce tools to identify customer opportunities and pre-empt challenges
- Work with our customers, their media teams and external media agencies to deliver integrated Media, Brand Ad Serve and PPC Campaigns.
- Deliver media campaigns with continual optimisation whilst delivering key KPIs such as ROAS, Impressions, New to Brand and Conversion.
- Involvement with Global function on the development and implementation of Global and/or Local Projects (such as playbooks).
- Assist the eCommerce Controller with the design and delivery of cross-functional initiatives to fuel growth partnering with wider Campari commercial teams
Experience
- 4+ years of experience within major FMCG business with ability to demonstrate cross functional skills in: direct selling, managing, planning & marketing.
- Prior Grocery and/or eCommerce account management essential.
- Experience working with retailers with strong eCommerce focus and capability preferable.
- Strategic account planning ability through JBP negotiations
- Demonstrate financial and commercial acumen and strategic thinking
- Strong experience in P&L management and developing new accounts
- Awareness of current trends in eCommerce including media types, ad types and Retail Media.
- Experience in developing strategy/annual plan.
- Ability to navigate and influence across functions and departments.
- Passion for achievement; integrity and drive with a strong desire to make things happen
- Confident and capable of operating at all levels & a good team player
- Strong inter-functional leadership skills and an ability to manage and educate upwards to the senior management team
- High level of emotional intelligence with a ‘can do’ attitude
Required Essential Competencies:
- Pragmatic and problem solving approach
- Can work independently and proactively
- Excellent communication skills both verbal and written
- Strong team player – ability to work cross functionally as part of ‘virtual teams’
- Entrepreneurial mindset
- Strong strategic thinker
- Strong negotiation skills
- Polished presentation skills
- Excellent analytical skills
Our commitment to Diversity & Inclusion:
At Campari Group we believe in building more value together, thus we see diversity in all forms as a source of enrichment. Our employment policies and practices ensure that we are committed to providing equal employment opportunities in all aspects of employment without regard to any individual’s race, religion, creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, sexual orientation, gender identity or characteristics or expression, political affiliation or activity, age, veteran status, citizenship, or any other characteristic protected by law.