E-commerce Key Account Manager

E-commerce Key Account Manager

O que fazemos

At Kenvue, percebemos o extraordinário poder do cuidado diário. Construída com base em mais de um século de herança e enraizada na ciência, somos a casa de marcas icônicas - incluindo NEUTROGENA®, AVEENO®, TYLENOL,® LISTERINE,® JOHNSON'S® e BAND-AID® que você já conhece e ama. A ciência é a nossa paixão; O cuidado é o nosso talento.

Quem somos

Nossa equipe global é de ~ 22.000 pessoas brilhantes com uma cultura no local de trabalho onde cada voz é importante e cada contribuição é apreciada. Somos apaixonados por insights, inovação e comprometidos em entregar os melhores produtos aos nossos clientes. Com experiência e empatia, ser um Kenvuer significa ter o poder de impactar milhões de pessoas todos os dias. Colocamos as pessoas em primeiro lugar, nos importamos ferozmente, ganhamos confiança com a ciência e resolvemos com coragem - e temos oportunidades brilhantes esperando por você! Junte-se a nós para moldar nosso futuro - e o seu. Para obter mais informações, clique em aqui.

Role reporta para:

General Manager Nordics

Localização:

Europe/Middle East/Africa, Sweden, Stockholm, Solna

Local de trabalho:

Híbrido

O que você fará

Own, grow, and optimize strategic online retail partnerships across the Nordics to deliver revenue, market share, and profitability. You will lead end-to-end commercial execution (P&L, forecasting, content, retail media, promotions, innovation launches), build joint business plans, and unlock growth through key pure-players/omnichannel retailers. You will operate with agility, curiosity, and a founder’s mindset to pilot new tactics, scale what works, and challenge the status quo.

Key Responsibilities

Account Ownership & Commercial Delivery

• Own day-to-day relationships with priority eCommerce partners; lead eJBPs and annual agreements to maximize profitable growth.

• Full, accurate forecasting and P&L ownership for your accounts, delivering on sales, spend and profit targets (INS, TCI, NTS, Net GP).

• Negotiate pricing, terms, promotions, and trade investments; design and execute business plans and promotional calendars aligned to corporate guidelines.

• Build positive, trust-based relationships with buyers and operational contacts (including 3PLs) to ensure flawless execution.

Sales & Growth Acceleration

• Deliver revenue and market share targets; create plans that optimize top- and bottom-line performance.

• Identify assortment expansion, bundling, subscription, sampling, and loyalty opportunities; test-and-learn with key retailers to drive engagement and incrementality.

• Maintain an “outside-in” lens on competitor activity and category dynamics to out-perform the market.

• Unlock growth through retail levers such as eventing & full 360 campaigns to drive ROI and share out-performance.
   

Digital Shelf & Content Excellence

• Lead content excellence execution along side ecommerce team (A+ pages, optimized imagery, thumbnails, lifestyle assets), implement best-practice PDP improvements, and elevate search visibility and conversion.

• Adapt global eCommerce playbooks to Nordic markets; build bespoke Swedish assets where needed.

• Drive core capabilities: path-to-purchase understanding, digital shelf metrics, ratings & reviews, retailer A+ content and imagery—partnering with agencies and key platforms.
   

Retail Media & Search

• Lead onsite retail media execution with agency and search specialists; improve ROI of onsite and media investments through structured testing and measurement.

Innovation & Brand Campaigns

• Orchestrate best-in-class execution of New Product Introductions (NPI) and integrated brand campaigns to maximize visibility and customer engagement across the channel.

Data, Insights & Performance Management

• Analyze performance metrics, shopper behavior, and campaign ROI; translate insights into clear actions and quarterly/Monthly business reviews.

• Monitor and improve online customer experience in partnership with Marketing and Retail/Shopper Excellence; provide regular reporting and actionable insights to stakeholders.

Cross-Functional Leadership & Operating Rigor

• Work closely with Supply Chain and Customer Service to ensure eCommerce operations run efficiently (availability, fulfilment, service levels).

• Collaborate with Category Retail Excellence, Shopper Marketing, squads, digital teams, and commercial strategy to identify and land eCommerce opportunities; keep the business informed of progress, challenges, and support needs.

• Ensure a balanced commercial strategy across channels with BU leadership; integrate eCommerce plans for true omni-channel execution and unlock white space.

• Stay current on FMCG/Beauty eCommerce trends and best practices; bring outside-in thought leadership to the Nordics business.

What we are looking for

Required Qualifications

• Bachelor’s degree (Business Administration or related).

• Progressive experience in Key Account Management and eCommerce account management (or related sales); proven track record of exceeding targets.

• Strong negotiation and storytelling-led communication skills.

• Analytical mindset and proficiency with data tools (Excel, BI platforms).

• Demonstrated growth mindset, bold ambition, and willingness to challenge the status quo.

Desired Qualifications

• Ecommerce account management or retailer.com trading experience in Beauty or FMCG.

• Experience with 3PL partnerships and marketplace operations; hands-on with digital content standards and retail media planning.

• Strategic thinker who turns market data into actionable insights; highly organized, detail-oriented, and effective in fast-paced environments.

• Proficiency with Microsoft Office and digital shelf tools; entrepreneurial, proactive problem-solver; strong stakeholder management and relationship building.

Technical/Professional Skills

• Commercial fundamentals, P&L management, market assessment and targeting.

• Channel understanding, customer needs identification, and digital shelf management.

• Content excellence, search and conversion optimization, ratings & reviews.

• Retail media & shopper planning and measurement; eJBPs for example

• Advanced analytics, turning data into action with clear performance storytelling.

Ways of Working & Impact

• Influence & Impact: Consultative selling; persuasive communication; stakeholder alignment at multiple levels; develop creative, mutually beneficial solutions while managing company impact.

• Agility: Challenge the status quo; view opportunities from multiple perspectives; balance short- and long-term decisions; operate confidently in ambiguity with the conviction to lead and the judgment to pivot.

Key Performance Indicators (KPIs)

• Sales, INS, TCI, NTS, Net GP delivery and forecast accuracy.

• Digital shelf metrics (content completeness, search rank, SOV), CVR, ratings & reviews.

• Retail media ROI and NPI launch execution quality.

• Share growth vs. competition and effectiveness of test-and-learn pilots.

Travel

Occasional travel within Sweden and the Nordics for customer meetings and internal collaboration.

What’s in it for you

• Paid Company Holidays, Paid Vacation, Volunteer Time & More!        

• Learning & Development Opportunities        

• Kenvuer Impact Networks

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