Job type:

Full-time

• Lead cascading of Fighting Unit strategy into data-driven Channel & Customer plan (incl. budget, KPIs and yearly targets, per key account). Align and integrate with Channel & Category strategy from CCD team. Run execution drumbeat and deliver on Channel & Customer strategy, driving distribution & profitable volume growth.
• Main representative of RFC for the customer's (direct or indirect) organization. Ensures RFC and client departments liaise effectively and helps build the relationship.
• Constructive partnering with new and existing customers (incl. e-retailers);.
• Leading fact-based negotiations to create Win-win trade terms (incl. optimal price and promo policy, in alignment with Marketing) and engaging in joint business planning;.
• Creating efficient service agreements.
• Prioritizing Hero SKUs in assortment planning with Key Accounts.
• Contributing to insights on right price/pack architectures ( (OBPPC) for MT.
• Collect pack insights and learnings from field and closely monitor competitors and customer demand to drive barrier-breaking renovation/ innovation.
• Set distribution targets per customer (prioritizing Hero SKUs);.
• Ensure Perfect Visibility by including Perfect Store KPIs in customer agreements and facilitating data collection;.
• Manage financial plan and deliver profit and sales growth. Run effective promotions (driving penetration and with positive ROPI) and manage trade term spending to achieve sales KPIs; Align activity calendar with customers/distributors and lead (Field) Sales team in excellent execution of Channel & Customer Plans (incl. look & feel of in-store activation, position on shelf, OSA etc.).
• Monitor Channel contribution per customer and key sales KPIs: vol./val./ profitable growth, active outlets, effective calls and provide reports to Sales Director and MT (incl. improvements and growth opportunities).
• Own and run a reliable sales forecast and S&OP. Ensure end to end operating process for internal and external to avoid OOS.
• Manage accounts team strategically to deliver best results, e.g. putting A-talent into critical sales roles, set and communicate clear objectives, leveraging global training programs to grow & develop great KAMs.
• Ensure and implement the customer POP aligned with brand strategy to: new products, assortment, pricing, merchandising and promotion.
• Market visit to ensure effective implementation and timely solutions for in field operations problems; check FIFO (First-In & First-Out) at the store level and ensure that merchandisers will do it regularly in order to avoid aging problems.
• Ensure Perfect Visibility by including Perfect Store KPIs in customer agreements and facilitating data collection.
• Prepare sales reports and tracking activities and promotions (Online and Offline) including analyze sales data and competitive activities.

Experience:

12 years required

Skills:

eCommerce

Job type:

Full-time

• Commercial and P&L Ownership.
• Own the annual business plan and commercial performance of assigned channels.
• Deliver GMV, net sales, gross margin, profitability, and market share objectives.
• Manage channel investments, promotional spending, platform funding, and business returns.
• Evaluate growth opportunities and make clear investment trade-offs based on commercial impact.
• Lead regular business performance reviews, identify performance gaps, and drive corrective actions.
• Maintain business forecasts and proactively manage commercial risks and opportunities.
• Strategic Customer and Platform Partnership.
• Develop and execute Joint Business Plans with strategic eCommerce platforms and customers.
• Build strong relationships with platform leadership and key decision-makers.
• Lead annual negotiations covering commercial terms, platform investment, media, campaigns, data, and strategic partnership opportunities.
• Align FrieslandCampina's category, brand, and portfolio priorities with each platform's business agenda.
• Identify mutually beneficial initiatives that strengthen partnership value beyond short-term campaign execution.
• Channel Strategy and Business Development.
• Define the growth strategy, role, and priorities of each assigned channel.
• Recommend portfolio, assortment, pricing, promotion, content, and customer acquisition strategies.
• Identify new channels, partnerships, business models, and revenue opportunities.
• Develop business cases and go-to-market plans for emerging commerce opportunities.
• Monitor competitive activity, shopper behavior, platform developments, and industry trends.
• Translate market and platform insights into actionable business recommendations.
• Commercial Activation and Execution Excellence.
• Translate commercial strategy into clear campaign, launch, and activation plans.
• Lead cross-functional execution across Sales, Marketing, Trade Marketing, Performance Marketing, Supply Chain, Finance, agencies, and store operations.
• Ensure strong execution across product availability, pricing, promotion, content, traffic, conversion, and customer experience.
• Establish clear ownership, timelines, performance indicators, and post-campaign learning.
• Improve operating rhythms and ways of working to deliver faster, more consistent execution.
• Analytics, Business Intelligence, and Performance Marketing.
• Lead data-driven channel performance management and decision-making.
• Translate business, shopper, media, and operational data into prioritized actions.
• Evaluate campaign effectiveness, promotional ROI, customer acquisition, conversion, and investment productivity.
• Develop dashboards and standardized performance reporting that enable faster decision-making.
• Partner with Marketing and media teams to connect media investment with commercial outcomes.
• Leverage AI, automation, and analytics tools to improve productivity, forecasting, reporting, and business performance.
• Leadership and Capability Building.
• Provide direction, coaching, and development support to team members and operational resources.
• Create clarity of priorities, accountability, and performance expectations.
• Build eCommerce knowledge and capabilities across cross-functional teams.
• Share best practices, customer insights, and platform developments with local and regional stakeholders.
• Foster a culture of ownership, curiosity, collaboration, and continuous improvement.
• Experience and.
• Bachelor's degree in Business Administration, Marketing, Economics, Finance, or a related field.
• At least five years of relevant experience in eCommerce, key account management, digital sales, commercial management, or business development.
• Proven experience managing a sizeable eCommerce, digital, or customer business, preferably within FMCG or consumer products.
• Strong experience with major eCommerce platforms such as TikTok Shop, Lazada, Shopee, or omnichannel retailers.
• Demonstrated ownership of business planning, commercial investments, negotiations, and profitability.
• Experience leading cross-functional projects from strategy through execution.
• Exposure to performance marketing, digital media, store operations, or eCommerce analytics is highly desirable.
• Experience leading projects and team members are preferred.