Ecommerce Manager / E-tail & B-to-B

Job purpose:

Responsible for strategy and execution of the digital transformation in all four business entities Orbico cross Romania. Two key focus areas:

This role encompasses also full responsibility for the financial performance of the team and for the P&L.

Key job Responsibilities:

COOPERATION WITH E-TAILERS:

• Create and implement online leg of the omnichannel strategy for or with suppliers (focus on categories with online potential), with clear tactics for brick & clicks, e-tailers, own online shops (if relevant) and marketplace presence.
• Plan and deliver targets set for online sales matching or outpacing online share of sales in the category in the market, in close cooperation with Category Managers and BUMs.
• Work with the organization on adjusting internal processes in order to enable proper service for e-tailers (may include strengthening cooperation between accounts/categories and between channels, cross/up selling between brands)
• Create and implement segmented approach to ecommerce tactics (right products, packaging - ex. different sizes, assortment, must have kits & regimes, gifting & seasonality offers), tailored e-merchandising tactics, leveraging recommendation engine cross-sell/upsell, reviews & search.
• Establish contracts and clear terms of cooperation with e-tailers (discounts, coverage, assortment, services)
• Work with marketing on coordinating digital marketing, social media and social selling tactics with clear KPIs connected and supporting online sales tactics.
• Look for opportunities to enter with our current portfolio into new channel partnerships (cooperation with new e-tailers) or for Orbico to enter new categories/brands (those with high online growth dynamics)

NEW B2B PLATFORM LAUNCH AND MONETIZATION

• As ecommerce B2B leader & owner creates and owns commercial strategy for the new B2B platform (identifying new revenue streams, planning future sales and tactics needed to achieve it). In cooperation with Orbico Group management team.
• Cooperates with group digital team (product owner) on localizing group B2B platform and adjusting it to local needs. Full market implementation business management ownership (from kickoff, through analysis and processes mapping, to development and implementation)
• Responsible for the change management process and successful adaptation of the new platform both within Orbico team (internal and sales representatives) and among its key users (ex. POS)
• Creates and implements activation and monetization of the platform as per the business plan (including digital marketing and e-merchandising/online sales tactics) Responsible for the financial, commercial and operating objectives behind the initiative.

Skills Required

• Working experience as an Ecommerce Manager/Director either for a standalone B2C eCommerce, or for the online leg of an omnichannel business, with a successful track record of increasing online sales (at least 4 years in senior management role)
• Very good working experience with key ecommerce selling and marketing tools & tactics (ex. E-merchandising, promotions, search, recommendations, product pages performance, A/B testing).
• Knowledge of customer life cycle management (ex. leads acquisitions and nurturing, conversion to sales, segmentation and personalisation of communication, ex through marketing automation, in order to grow AVO and frequency of sales).
• Good knowledge of local eCommerce business, in retail/FMCG area (key players, shopper behaviors, rules of cooperation, familiarity with the e-tail-distribution-producer business model)
• Focus on execution & hands on attitude
• Ability to think strategically, with thorough understanding of the omnichannel ecosystem and trends
• Strong leadership & change management skills/emotional intelligence
• Very good team management and team collaboration skills
• Excellent command of English