E-Commerce Key Account Manager

Americana Foods; Riyadh; On-site; SAR 120,000 - 180,000; Full time

Job summary

Americana Foods is seeking a strategic account leader to drive performance for the core e-commerce cluster. You will co-develop annual plans with the Head of E-Commerce and lead initiatives on sales growth, promotions, availability, and content.

The role requires strong negotiation, analytics, and cross-functional collaboration to optimize net revenue, margin, and category growth across digital channels.

Qualifications

• 2-4 years of experience in e-commerce, key account management, commercial planning, or digital marketplace management.
• Strong negotiation, stakeholder management, business review, and commercial analytics capability.
• Ability to manage high-value accounts with disciplined escalation and joint decision-making.

Responsibilities

• Lead joint business planning for the strategic account cluster with the Head of E-Commerce.
• Manage promotional calendars, investment tracking, terms, and fee mechanics.
• Ensure hero SKU availability, pricing accuracy, content, search visibility, and digital shelf compliance.
• Maintain senior stakeholder relationships and escalate major commercial decisions for sign-off.
• Generate weekly performance updates and monthly review materials.

Skills

Negotiation

Stakeholder management

Commercial analytics

Account management

E-commerce

Job description

Drive performance of the strategic account cluster by leading joint business planning, promotional discipline, availability management, commercial negotiations, and senior stakeholder engagement in close alignment with the Head of E-Commerce.

Account Planning

• Co-develop annual joint business plans and account targets with the Head of E-Commerce.
• Build monthly and quarterly account plans covering sales, net revenue, margin, assortment, promotional investment, availability, and content.
• Identify expansion, activation, and category growth opportunities across the strategic account cluster.
• Prepare account plans, review packs, and recommendation papers for senior approval.

Commercial Management

• Manage promotional calendars, budget approvals, investment tracking, commercial terms, and fee mechanics.
• Drive net revenue improvement through promotion discipline, deduction control, and renegotiation of commercial support where required.
• Monitor sell-through, out-of-stock triggers, pricing compliance, deductions, and availability risks.
• Escalate major commercial decisions to the Head of E-Commerce for joint sign-off.

Strategic Relationships and Digital Shelf

• Serve as primary day-to-day commercial contact while supporting senior-level engagement led jointly with the Head of E-Commerce.
• Conduct business reviews, manage commercial disputes, and maintain senior stakeholder relationships.
• Ensure hero SKU availability, accurate pricing, complete content, search visibility, and digital shelf compliance.
• Align with Sales Operations on fulfilment readiness, field issues, claims visibility, and campaign execution.

Key Performance Indicators

• Gross sales and net revenue percentage versus plan for strategic account cluster.
• Net revenue recovery against agreed improvement milestones.
• Promotion budget control, deduction validation, and claim reduction.
• Hero SKU availability and out-of-stock resolution speed.
• Quality and timeliness of weekly performance updates and monthly review materials.

Required Experience and Capabilities

• 2-4 years of experience in e-commerce, key account management, commercial planning, or digital marketplace management.
• Strong negotiation, stakeholder management, business review, and commercial analytics capability.
• Ability to manage high-value accounts with disciplined escalation and joint decision-making.
• Strong understanding of digital shelf, promotions, availability, deductions, and fulfilment dependencies.