Job Objective
As Senior Key Account Manager, you will lead the strategic development and performance of our most critical vendor partnerships, driving significant revenue growth and marketplace excellence. You will own the end-to-end customer experience for high-value accounts, develop innovative commercial strategies, and mentor junior team members.
What you will be doing
• Lead and manage strategic partner relationships from negotiation to execution, ensuring smart partnerships that drive mutual growth and business value
• Drive continuous business growth by owning pricing and promotions strategy, collaborating with marketing teams to enhance product content and visibility, and ensuring stock availability through cross-functional coordination
• Manage complete sales performance of assigned categories and vendors, monitoring and implementing sales strategies to increase Net Margin Position (NMP) and Gross Merchandise Volume (GMV)
• Lead project implementation analysis and translate insights into actionable tasks to ensure continuous improvement across operations
• Drive customer acquisition through value offerings, sales campaign management, and strategic promotional initiatives
• Create and present strategic insights and business recommendations to gain alignment on major initiatives across multiple organizational levels
• Analyze and present post-promotion performance reports for retail and marketplace, quantifying impact on brand and category performance
• Define and optimize curation and assortment selection strategy for your portfolio, ensuring relevance to maximize revenues and sales velocity
• Support product and content creation processes to expand live assortment and improve product presentation
• Plan and maintain optimal stock availability across all product lines through effective coordination with supply chain teams
• Identify market trends and consumer insights to fill category gaps and capitalize on emerging opportunities
• Build and execute weekly marketing plans, determining product and subcategory promotions across website and all marketing channels (on-platform and off-platform)
• Develop robust analytics to evaluate daily, weekly, and monthly performance metrics and optimize marketing, pricing, and product selection strategies
• Oversee Mid and Long-Tail category performance, implementing strategies to improve vendor engagement and sales outcomes
What we are looking for
• 6-8 years of progressive experience in key account management, category management, or commercial roles within e-commerce, retail, or marketplace environments
• Proven track record of managing high-value accounts and delivering significant revenue growth
• Strong P&L ownership experience with demonstrated ability to drive profitability improvements
• Advanced analytical skills with expertise in business intelligence tools and data-driven decision making
• Strategic thinker with ability to translate market insights into actionable business strategies
• Expert negotiation skills with experience closing complex, high-stakes commercial agreements
• Established network within relevant industry verticals and proven ability to build C-level relationships
• Strong leadership capabilities with experience mentoring and developing team members
• Exceptional communication and presentation skills, with ability to influence senior stakeholders
• Deep understanding of e-commerce marketplace dynamics, digital marketing, and customer journey optimization
• Advanced proficiency in Excel (pivot tables, VLOOKUP, complex formulas), PowerPoint, and BI tools (Tableau, Power BI, etc.)
• Entrepreneurial mindset with demonstrated ability to drive initiatives from concept to execution
• Ability to thrive in ambiguous, fast-paced environments while managing multiple complex projects
• Bachelor's degree required; MBA or relevant advanced degree is an advantage
• Strategic planning and business development expertise
• Change management and process optimization experience
