The role of the Business Development Manager e-Commerce is to deliver growth in e-Commerce channel thru development and implementation of growth drive initiatives.

He/she is a key contributor to the topline and bottom-line growth of the zone and the CBU

He/she is responsible for building and aligning of 3-party joint business plans with EVI - TOP eCom customers - Distributor and pilot the excellence in execution. They are also responsible to work hand in hand with the distributor through to the customer level to maximize our business

Key KPI: channel depletions (e-Retailers sell-in) growth & effective investments management (EVI & distributors)

Channel strategy development and implementation:

·         Develop the Business plan: identifying the key levers to grow the Business and share/align with the partners and follow up with action plans

·         Develop and implement JBP for TOP Customers

·         Volume / value sales plans (depletions sell-in/sell-out)

·         Distribution plans by Customers

·         Plan of new product listings

·         Visibility on sites (search, images, description, product recommendations, shopper comments, additional placements)

·         Customer promo plans (based on best practices, PY approach and ROI evaluation)

·         Price recommendations (regular / promo)

·         Terms & conditions for channel

·         Implement trade marketing strategy and recommend market needs

Business planning and analysis

·         Sales results diagnosis

·         Forecast preparation (regular / promo by channel / customer / SKU)

·         Target preparation (channel / customer / distributors KAMs)

·         Regular monitoring and analysis of market activities and competitor's actions

·         Anticipate risks & opportunities for the channel

·         Management of channel budget (EVI & distributors investments)

·         Monthly reporting on performance: internal and with partners

·         Ensure & challenge the resources needed to execute the plans: partners’ organization & investments (P&L, trade marketing investments etc.)

Communication with distributors team

·         Close follow up of distributor performance: KPI’s monitoring & reports, monthly channel overview meeting & monthly letter

·         Regular communication with distributors team to align and control of implementation of join KPI and business plans (assortment Must Have List, customer promo plans, on site visibility, customer investments plans)

Customer management and execution control

·         Direct communication and negotiation with TOP eCom Customers

·         Participation in negotiation with Customers with distributors team

·         Monthly customer overview letter for TOP customers

·         Control of implementation of agreed plan with Customers

PROFESSIONAL EXPERIENCE

Would typically have around 5 years relevant experience in e-Commerce sales. Also 3-5 years in Distributor Management, Key account Management, trade marketing ideally within a strong multinational FMCG company (spirits, high-end/premium).

ABILITIES &

COMPETENCIES

Abilities:

►Result oriented : pragmatic, flexible, business quick understanding          

►Strong Organization skills : be able to prepare, present and follow-up Business plan with the partner

►Open-minded attitude, Good listener, self-motivated with drive, passion

►Ability to leverage the multi-Cultural differences and similarities and engage people

►Ability to anticipate and plan ahead

Competencies:

·         Knowledge on market, category

·         High knowledge of the e-Commerce channel & TOP Customers

·         High knowledge of best practices in e-Commerce channel

·         Negotiation skill

·         Volume forecasting

·         Budget planning and monitoring

·         Trade marketing experience

·         Analytical skills

·         Presentation skills

·         Ability to convince internally, partner, distributor & Customers.

·         Understanding of strategic vision and marketing

·         English Business level required