Senior eCommerce Manager

Key Responsibility:

1. Commercial and P&L Ownership

• Own the annual business plan and commercial performance of assigned channels
• Deliver GMV, net sales, gross margin, profitability, and market share objectives
• Manage channel investments, promotional spending, platform funding, and business returns
• Evaluate growth opportunities and make clear investment trade-offs based on commercial impact
• Lead regular business performance reviews, identify performance gaps, and drive corrective actions
• Maintain business forecasts and proactively manage commercial risks and opportunities

2. Strategic Customer and Platform Partnership

• Develop and execute Joint Business Plans with strategic eCommerce platforms and customers
• Build strong relationships with platform leadership and key decision-makers
• Lead annual negotiations covering commercial terms, platform investment, media, campaigns, data, and strategic partnership opportunities
• Align FrieslandCampina’s category, brand, and portfolio priorities with each platform’s business agenda
• Identify mutually beneficial initiatives that strengthen partnership value beyond short-term campaign execution

3. Channel Strategy and Business Development

• Define the growth strategy, role, and priorities of each assigned channel
• Recommend portfolio, assortment, pricing, promotion, content, and customer acquisition strategies
• Identify new channels, partnerships, business models, and revenue opportunities
• Develop business cases and go-to-market plans for emerging commerce opportunities
• Monitor competitive activity, shopper behavior, platform developments, and industry trends
• Translate market and platform insights into actionable business recommendations

4. Commercial Activation and Execution Excellence

• Translate commercial strategy into clear campaign, launch, and activation plans
• Lead cross-functional execution across Sales, Marketing, Trade Marketing, Performance Marketing, Supply Chain, Finance, agencies, and store operations
• Ensure strong execution across product availability, pricing, promotion, content, traffic, conversion, and customer experience
• Establish clear ownership, timelines, performance indicators, and post-campaign learning
• Improve operating rhythms and ways of working to deliver faster, more consistent execution

5. Analytics, Business Intelligence, and Performance Marketing

• Lead data-driven channel performance management and decision-making
• Translate business, shopper, media, and operational data into prioritized actions
• Evaluate campaign effectiveness, promotional ROI, customer acquisition, conversion, and investment productivity
• Develop dashboards and standardized performance reporting that enable faster decision-making
• Partner with Marketing and media teams to connect media investment with commercial outcomes
• Leverage AI, automation, and analytics tools to improve productivity, forecasting, reporting, and business performance

6. Leadership and Capability Building

• Provide direction, coaching, and development support to team members and operational resources
• Create clarity of priorities, accountability, and performance expectations
• Build eCommerce knowledge and capabilities across cross-functional teams
• Share best practices, customer insights, and platform developments with local and regional stakeholders
• Foster a culture of ownership, curiosity, collaboration, and continuous improvement

Experience and Qualifications

• Bachelor’s degree in Business Administration, Marketing, Economics, Finance, or a related field
• At least five years of relevant experience in eCommerce, key account management, digital sales, commercial management, or business development
• Proven experience managing a sizeable eCommerce, digital, or customer business, preferably within FMCG or consumer products
• Strong experience with major eCommerce platforms such as TikTok Shop, Lazada, Shopee, or omnichannel retailers
• Demonstrated ownership of business planning, commercial investments, negotiations, and profitability
• Experience leading cross-functional projects from strategy through execution
• Exposure to performance marketing, digital media, store operations, or eCommerce analytics is highly desirable
• Experience leading projects and team members are preferred