Key Account Manager (E-Retailers)

Estée Lauder Companies; Johannesburg; On-site; ZAR 600,000 - 900,000; Full time

Job summary

Estée Lauder Companies in Johannesburg seeks an ecommerce account manager to drive online sales growth across brands and retailers. You will manage retailer relationships, develop Joint Business Plans, and lead commercial negotiations to maximize profitability.

Collaborate across Brand, Marketing, Finance, and Supply Chain to optimise digital shelf, promotions, and forecasts, monitor KPIs, and provide performance insights to stakeholders.

Qualifications

• Gauteng-based with occasional travel to retailers and regional meetings.
• 3-5 years' experience in Ecommerce, Key Account Management, Retail, Digital Marketing, or a related commercial role.
• Experience managing retailer relationships, promotions, launches, and trading activities.
• Strong understanding of ecommerce trading, retail media, digital shelf execution, and online sales performance.
• Advanced analytical, Excel, forecasting, and commercial skills.
• FMCG, beauty, fashion, or consumer goods experience advantageous.

Responsibilities

• Account Management & Commercial Performance: Manage retailer relationships and act as primary commercial contact; Develop and execute Joint Business Plans and trading calendars; Drive sales growth, promotions, launches, and commercial negotiations; Monitor performance, forecasting, stock availability, and key KPIs.
• Retail Media & Activation (20%): Develop and execute retailer media plans aligned to business objectives; Manage campaign delivery, budgets, reporting, and optimisation; Partner with retailers, agencies, and brand teams to maximise ROI.
• Sales & Financial Ownership: Deliver sales and profitability targets; Manage promotional investment, advertising spend, rebates, and returns; Identify revenue growth opportunities and support forecasting accuracy.
• Ecommerce & Digital Shelf Execution: Optimise content, search visibility, assortment, merchandising, and conversion; Ensure launches and campaigns are executed effectively online; Maintain digital shelf standards and resolve execution issues.
• Business Development & Analytics: Identify growth opportunities, market trends, and competitive insights; Analyse sales, traffic, conversion, ROI, and stock performance to drive decisions.
• Stakeholder Management & Reporting: Coordinate retailer and brand activities through trading calendars; Provide performance reporting, insights, and business reviews; Build strong cross-functional and retailer partnerships.

Skills

Analytics

Excel

Forecasting

Commercial acumen

Stakeholder mgmt

Job description

Description

Position Purpose

• Drive profitable online sales growth across multiple brands and retail partners.
• Manage retailer relationships and execute commercial, promotional, and media plans.
• Deliver sales, profitability, forecasting, and digital shelf objectives.
• Collaborate with Brand, Marketing, Finance, Supply Chain, and external partners to maximise ecommerce performance.

Key Responsibilities

Account Management & Commercial Performance

• Manage retailer relationships and act as primary commercial contact.
• Develop and execute Joint Business Plans and trading calendars.
• Drive sales growth, promotions, launches, and commercial negotiations.
• Monitor performance, forecasting, stock availability, and key KPIs.

Retail Media & Activation (20%)

• Develop and execute retailer media plans aligned to business objectives.
• Manage campaign delivery, budgets, reporting, and optimisation.
• Partner with retailers, agencies, and brand teams to maximise ROI.

Sales & Financial Ownership

• Deliver sales and profitability targets.
• Manage promotional investment, advertising spend, rebates, and returns.
• Identify revenue growth opportunities and support forecasting accuracy.

Ecommerce & Digital Shelf Execution

• Optimise content, search visibility, assortment, merchandising, and conversion.
• Ensure launches and campaigns are executed effectively online.
• Maintain digital shelf standards and resolve execution issues.

Business Development & Analytics

• Identify growth opportunities, market trends, and competitive insights.
• Analyse sales, traffic, conversion, ROI, and stock performance to drive decisions.

Stakeholder Management & Reporting

• Coordinate retailer and brand activities through trading calendars.
• Provide performance reporting, insights, and business reviews.
• Build strong cross-functional and retailer partnerships.

Qualifications

Job Specification & Experience

• Gauteng-based with occasional travel to retailers and regional meetings.
• 3-5 years' experience in Ecommerce, Key Account Management, Retail, Digital Marketing, or a related commercial role.
• Experience managing retailer relationships, promotions, launches, and trading activities.
• Strong understanding of ecommerce trading, retail media, digital shelf execution, and online sales performance.
• Advanced analytical, Excel, forecasting, and commercial skills.
• FMCG, beauty, fashion, or consumer goods experience advantageous.

Personal Characteristics

• Commercially minded, analytical, and results-driven.
• Strong relationship-building, communication, and stakeholder management skills.
• Organised, proactive, and able to manage multiple priorities.
• Strong decision-making, prioritisation, and problem-solving abilities.
• Detail-oriented with a growth and business development mindset.

• Experience in beauty, FMCG, fashion or another fast-moving consumer category advantageous.