Key Account Manager - eCommerce - Suntory

This role focuses on driving B2B2C sales growth through major online marketplaces and owned channels. You will manage the end-to-end e-commerce strategy for assigned platforms, ensuring alignment with broader business objectives. The position requires building strong partnerships with platform partners and internal stakeholders to optimize sales performance and channel efficiency.

You will be responsible for overseeing operations across Shopee, Lazada, TikTok, and the company's own digital channels. Key duties include managing promotional budgets, negotiating commercial terms, and planning inventory levels to maximize GMV-to-NSV conversion rates. You will also lead the development of Joint Business Plans and execute data-driven campaigns to acquire new shoppers and increase purchase frequency.

• Oversee B2B2C sales operations across major online channels including Shopee, Lazada, TikTok, and owned digital platforms
• Manage GMV-to-NSV conversion rates by controlling discount spend, R&C, and platform fees within budget targets
• Develop and maintain B2B2C business plans and Joint Business Plans (JBP) with regular monthly and quarterly reviews
• Negotiate commercial terms with platform partners regarding commission rates, ad credits, and campaign slots
• Execute strategies to acquire new shoppers and increase purchase frequency among existing customer base
• Plan and execute promotional campaigns aligned with the campaign calendar and manage promotion spending
• Brief creative agencies and designers to develop high-quality promotional campaign assets
• Manage reimbursement claims for promotion spending on assigned channels
• Coordinate with the Performance Media Team to develop digital and affiliate marketing programs
• Forecast demand generation based on sales performance and campaign activity
• Manage inventory levels in alignment with promotion mechanics for assigned channels
• Coordinate with enablers and KAMs to ensure operational excellence
• Update online shop content to align with evolving platform requirements
• Provide monthly analytical reports with actionable recommendations and competitor benchmarking
• Develop Share of Search and shopper journey performance metrics including Search Impression Share (SIS)
• Collaborate with IT and Supply Chain teams to support platform integration and fulfillment planning

• 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
• Strong planning and project management skills
• High analytical and problem-solving ability with strong communication and negotiation skills
• Excellent customer-facing experience with a results-oriented and positive attitude
• Entrepreneurial mindset comfortable operating in a fast-changing and ambiguous environment
• 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)
• Proficient in English (reading, writing, and speaking)
• Solid computer literacy including proficiency with digital and internet tools

• Experience working in a fast-paced environment within FMCG/Retail, E-Commerce, or Home Shopping
• Understanding of digital and performance marketing concepts (e.g., affiliate marketing, paid media)
• Proven ability to collaborate effectively with cross-functional teams (Finance, Media, Supply Chain, Trade Marketing)
• Knowledge of SAP, CRM, or ERP systems