Key Account Manager
ZALORA Group
full-time
Posted on:
Location Type: Hybrid
Location: Muntinlupa • Philippines
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About the role
- Effectively manages brand/seller relationships with understanding and strategy of desired outcome
- Acts as the external and internal main point of contact for accounts under his/her portfolio
- Act as primary point of contact for all seller related escalations and maintain constant communication
- Full ownership of assigned seller accounts and/or category, responsible for growing Sales and Profitability generated by accounts/categories under his/her portfolio
- Critically analyze sales performance to identify action points and threats to drive top line revenue
- Actively contributes to the critical path/scale-up actions plans
- Develops an understanding of the influences of own department on the wider ZALORA business and anticipates how other departments and stakeholders can impact own area
- Identify potential brands/suppliers that are eligible and capable to transition to a hybrid/marketplace set-up/operating model
- Supports and contributes to "transition" negotiations whenever necessary (e.g. outright model to marketplace model, consignment model to marketplace model)
- Participates in cross functional projects especially when existing sellers are involved
- Facilitate seller growth by advising sellers on how to optimize their offering through sales management, brand management, production optimization, product pricing and selection
- Works with sellers to deliver relevant listing on the site, increase width and depth of relevant assortment, and drive seller participation in marketing campaigns, promos and other growth initiatives
- Delivers performance review to brand partners/sellers, understanding and interpreting sales performance and other seller KPIs using key commercial levers of trade
- Supports all facets of contract re-negotiations with existing sellers with the guidance of Key Account Manager while keeping Category Lead fully informed at every stage of re-negotiations to facilitate informed decision making
- Monitor the operational performance of brands/sellers to ensure compliance to delivery timelines, to ensure customer satisfaction meet Zalora’s standards
- Liaises with Vendor Management/Operations team and brands/sellers to ensure smooth delivery of goods ordered
- Escalates issues to Vendor Management any potential operational/logistics issues foreseen and initiate discussion with brands/sellers to address challenges to meet the contractual Service Level Agreements
- Manages proper resolutions and identifies/recommends process improvements
- Monitors and meets Account Management KPIs
- Any risk to KPI or OKR achievement should be raised to the Category Lead in a timely manner
- Can speak knowledgeably about ZALORA's objectives, plans, customers, competitors, business and department strategies, brand strategy and market trends
- Uses clear customer focus to identify opportunities for improvements/ expansion to the customer experience with ZALORA
- Works with other Commercial stakeholders to share information on overlapping key brands (i.e. brands/sellers on hybrid model), ensuring that the customer is offered a well-rounded brand representation across all product areas from ZALORA
- Demonstrates an understanding of new fashion and retail trends, and how these can affect the trading climate, regularly reads market research data and spots new business opportunities
- Actively contributes to assortment strategy by identifying potential assortment from existing pool of MP sellers and benchmarking with competitors
- Liaises with brands/sellers to encourage and influence development of the product range/assortment that's most relevant to the end consumers
- Liaises with sellers to identify best sellers and key trends as opportunities both pre-season and in-season
- Influences sellers to builds a cohesive product range by sharing recommendations on target market, price points, styles, etc., so that it is credible to the customer
- Collaborates with the Marketing team about Marketplace marketing campaigns
- Initiates, innovates and drives change on how product is showcased to the customer through discussion with key business stakeholders and immediate team member with the support of relevant data
- Identifies promotional opportunities to motivate further sales growth and convinces accounts under his/her portfolio to participate in order to create an exciting retail environment for the customer
- Develops negotiation skills; demonstrates creative negotiations with suppliers/ brands in order to achieve targets
- Ensures supplier/ brand clearly understands the entire Marketplace process, and obtains the supplier’s input where appropriate
Requirements
- Actively drives engagement, identifying areas of improvement in order to build a safe, supportive and fun working environment
- Work hard, work fast, work smart, work creatively and have fun
- Driven above and beyond in order to grow the business unit
- Takes ownership of own development
- Creatively solves challenges in order to overachieve business and department targets
- Demonstrates pragmatic and professional behavior at all times
- Proactively seeks mentors / team members / colleagues for their own development
- Demonstrates a clear understanding of their own areas of opportunity/ development and drives relevant growth
- Motivates and supports other members of the division and presents themselves as a potential mentor and key figure within the wider business
- Shares their knowledge and experience openly with team members
- Demonstrates a clear understanding of their own areas of opportunity/ development by being the driving force and motivation behind their own personal development plan (PDP)
- Learns to accept and deliver constructive feedback and implement change when and where necessary
- Shares their knowledge and experience openly with team members
- Is solution orientated and overcomes challenges in a time efficient and agile manner, and offers this support to colleagues.
Benefits
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Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales performance analysisaccount managementnegotiation skillsproduct range developmentmarketplace model transitionKPI monitoringassortment strategycustomer experience improvementmarketing campaign collaborationprocess improvement
Soft Skills
relationship managementcreative problem solvingownership of developmentteam motivationmentorshipconstructive feedback acceptanceproactive engagementpragmatic behaviorcommunicationcollaboration