Key Account Manager - eCommerce

About your role

Support the company's B2B2C sales through Business-to-Business-to-Consumer E-Commerce. Responsible for driving sales growth through assigned online channels and contributing to channel-level E-Commerce strategy, aligned with overall brand and business objectives, while building strong partnerships with platform partners, online customers, and enablers.

What You'll Do

• Oversee a company’s (Business to Business to Consumers) B2B2C sales through assigned online channels – such as Shopee, Lazada, TikTok, Own Channel (Brand.com & Social Commerce), and other emerging platforms
• Manage and optimize the GMV-to-NSV conversion rate across B2B2C channels by controlling discount spend, R&C, platform fees, and trade/promotion budget within target, ensuring spend efficiency against ROI/G2N targets
• Create and maintain B2B2C business plans, including monthly and quarterly reviews and Joint Business Plans (JBP)
• Negotiate commercial terms with platform partners (e.g., commission rates, ad credits, campaign slots, RTV/claim terms) to secure favorable conditions for the business
• Develop strategies to acquire new shoppers and increase purchase frequency among existing shoppers
• Plan and execute promotional campaigns aligned with the campaign calendar, including promotion spending management
• Brief designers and creative agencies to develop promotional campaign assets
• Manage reimbursement claims for promotion spending on assigned channel(s)
• Develop and plan digital and affiliate marketing programs in coordination with the Performance Media Team
• Forecast demand generation based on sales performance and campaign activity, covering both volume and value, for assigned channel(s)
• Manage inventory levels in alignment with promotion mechanics for assigned channel(s)
• Coordinate with enabler/KAMs to ensure operational excellence on assigned channel(s)
• Update online shops’ content (where applicable) to align with evolving mobile and desktop platform requirements, enhancing appeal to current and future shoppers
• Provide monthly analytical reports on B2B2C sales performance with actionable recommendations, including competitor benchmarking
• Develop and improve Share of Search and shopper journey performance, including Search Impression Share (SIS)
• Stay current on platform features, functionality, and data trends across assigned channel(s)
• Collaborate with IT and Supply Chain teams to support platform integration, fulfillment planning, and technology enhancements that improve the online shopper experience

What You need to be successful

• Bachelor's or Master's Degree in Business Administration, Information Systems, or a related field
• At least 2–3 years of professional experience in E-Commerce, Business Partner Management, or a related area
• Experience working in a fast-paced environment, preferably within FMCG/Retail, E-Commerce, or Home Shopping, is an advantage
• Strong planning and project management skills
• High analytical and problem-solving ability, with strong communication and negotiation skills
• Excellent customer-facing experience, results-oriented, with a positive, can-do attitude and the ability to perform under pressure
• Entrepreneurial mindset with comfort operating in a fast-changing, ambiguous environment; confident making decisions with incomplete information
• Proficient in Excel (pivot tables, VLOOKUP/data analysis) and PowerPoint; comfortable adapting to new platform back-end systems (e.g., Shopee/Lazada/TikTok Seller Centre, and other emerging platforms)
• Understanding of digital/performance marketing concepts (e.g., affiliate marketing, paid media) is an advantage
• Proven ability to collaborate effectively with cross-functional teams (e.g., Finance, Media, Supply Chain, Trade Marketing)
• Proficient in English (reading, writing, and speaking)
• Solid computer literacy, including proficiency with digital/internet tools
• Knowledge of SAP, CRM or ERP systems is an advantage

Our DEI Commitment

At Suntory, we recognize that diverse knowledge, perspectives, and backgrounds contribute to our collective success. We are committed to fostering a diverse, equitable, and inclusive workplace where all individuals can bring their whole selves to work every day, regardless of race, color, religion, gender identity or expression, sexual orientation, disability, neurodiversity, or differing abilities, age, or any other protected characteristic.

Our recruitment and selection processes are designed to highlight what Suntory offers as an employer while allowing candidates to share their unique skills and experiences. We understand that career trajectories vary, and if you believe your experience/background can benefit our team, we encourage you to apply. We endeavor to make our interview process as inclusive as possible and offer reasonable accommodations as needed. Together, we can cultivate a workplace where everyone can thrive and propel our mission of Growing for Good.