Senior Key Account Manager, E-Commerce

Your Tasks

As Senior Key Account Manager, E-Commerce, you will own the commercial performance of our E-Commerce channel, balancing sustainable growth with channel profitability. Working closely with the Head of E-Commerce, you will steer annual planning, forecasting and investment decisions, and act as the main link between internal teams, distributors and marketplace customers.

Commercial & channel management

• Own channel sell-in and deliver the annual net sales target


• Build and execute growth plans for Shopee and Lazada with distributors and marketplaces


• Lead business reviews, spot opportunities and take corrective action

Budget & business planning

• Own the channel budget, forecasting, accruals and investment governance


• Maintain the marketing budget base file (MB Base File) and keep reporting accurate


• Evaluate ROI and optimise resource allocation


• Support annual planning, target setting and business cases

Distributor & cross-functional leadership

• Align commercially with our distributor and hold it accountable to agreed KPIs


• Drive sound forecasting, inventory management and sell-in execution


• Partner with Supply Chain, Finance, Marketing, Demand Planning and Sales


• Turn data into insights and clear recommendations

Team & marketplace management

• Own governance and performance across Shopee and Lazada


• Lead, coach and develop the team driving marketplace execution, GMV, traffic and conversion


• Guide campaign planning, promotional strategy and assortment priorities


• Keep key business metrics visible and reported on time

How success is measured

• Collective target (70%): Net Sales 35% (EBIT as a gatekeeper) and Market Share 35%


• Individual priority (30%): Sell-in and sell-out, and driving sales through Magic Formula and Availability

You will work with the Management Team, Beiersdorf colleagues, the EM and ASEAN E-Com team, distributors, marketplace customers and agencies/enablers.

Your Profile

Education

• Bachelor's degree with a focus on Business or Marketing

Experience

• 8–10 years of E-Commerce marketing or brand management experience (mandatory)


• Hands-on knowledge of online marketing and sales techniques

Skills

• Strong interpersonal skills, with the ability to independently lead and motivate cross-functional and external teams


• Strong problem-solving skills, able to translate analytical data into strategic ideas and concrete actions


• Strong financial and analytical skills, paired with creative thinking


• Customer-focused, with the ability to build credible relationships at all levels, internally and externally


• Highly organised, able to prioritise, focus on key issues and simplify processes

Personal attributes

• Decisive and driven by results and performance


• Proactive self-starter who keeps their manager informed of progress


• Manages time effectively in a challenging environment


• Comfortable working with senior management and handling conflict and resistance


• Committed, with a positive can-do attitude