Ecommerce Business Development Manager

We are Reckitt

Home to the world's best loved and trusted hygiene, health, and nutrition brands. Our purpose defines why we exist: to protect, heal and nurture in the relentless pursuit of a cleaner, healthier world. We are a global team united by this purpose. Join us in our fight to make access to the highest quality hygiene, wellness, and nourishment a right and not a privilege.

​Sales​

Our Sales teams help to deliver Reckitt's purpose by building shared success with our customers, making access to the highest quality hygiene, wellness, and nourishment possible in-stores and online. Within Sales, we're focused on achieving outperformance across all of our channels, operating in highly competitive categories. This focus results in a dynamic, fast paced environment where cross functional teams are encouraged to collaborate to achieve success. We have around 10,000 sales people across the world, within market roles and ranging in areas like Field Sales, Key Accounts, Trade Marketing and Category Development.

About the role

Dive into a role that transforms data into strategy as a Sales Analyst at Reckitt. Your sharp analysis will provide insight to help increase revenue, profit, and market share, guiding our ambitious sales teams towards smarter decisions and groundbreaking results. Seamlessly blending finance and strategy, your insights will enable us to manage trade investment with precision. Ready to have a tangible impact on our global marketplace? Join us and see your vision shape the future of our sales excellence.

Your responsibilities

1. Joint Business Plan (JBP):

• Initiate Discussions: Lead discussions with eRetailers to establish Joint Business Plans, involving multifunctional teams from both internal and external stakeholders.

• End-to-End Management: Oversee the entire Joint Business Plan process, including business model selection, marketing and promotional activities, profitability analysis, and trade terms alignment.

• Collaboration: Work closely with eRetailers and the eCommerce Manager to manage offers for sell-in activities and facilitate sell-out programs

2. Key Account Management:

• Account Management: Manage key e-commerce accounts such as Lazada, Shopee, Tiki, and other eRetailers.

• Daily Operations: Handle the daily operations of assigned accounts, ensuring smooth execution of plans.

• Customer Planning: Develop and implement monthly, quarterly, and annual customer plans to drive growth.

• Trading Terms: Manage trading terms and balance up-front versus back margin mix. • Stock Optimization: Optimize sell-in through effective stock management at the SKU level.

• Fulfillment: Ensure smooth service and fulfillment, whether direct or indirect

• Relationship Building: Foster strong working relationships with eRetailers to achieve longterm partnerships and drive revenue and growth targets

3. Financial Management:

• Revenue & Profitability: Be accountable for the revenue and profitability of assigned accounts.

• P&L Management: Regularly analyze P&L to meet net revenue (NR) and gross margin (GM) objectives.

• ROI Analysis: Lead ROI and cost-effectiveness analysis of stock and bundling, proposing improvement plans.

4. New Channel Development:

• Ecom Strategy: Develop trade strategies for new brand launches in collaboration with the marketing team.

• Toolkits: Partner with the marketing team to create trade/selling decks and toolkits.

• Trend Scoping: Identify new trends and business models to expand channel opportunities.

5. Internal Collaboration:

• Regional Team Coordination: Collaborate with the regional team to align strategic initiatives, share best practices, and ensure consistency in execution across markets.

• Cross-Functional Engagement: Engage with internal departments such as marketing, finance, supply chain, and IT to support e-commerce initiatives and resolve any operational issues.

• Performance Reporting: Provide regular updates and performance reports to the regional team, highlighting key achievements, challenges, and areas for improvement.

6. External Management:

• Service Provider Management: Oversee relationships with e-commerce service providers, including logistics partners, payment gateways, and digital marketing agencies.

• Contract Negotiation: Negotiate contracts and service level agreements (SLAs) with external providers to ensure optimal service delivery and cost efficiency.

• Performance Monitoring: Monitor the performance of service providers, ensuring they meet agreed-upon standards and KPIs.

• Issue Resolution: Address and resolve any issues or disputes with service providers promptly to maintain smooth operations.

The experience we're looking for

• Education: Bachelor’s degree in business, Marketing, or related field.

• Experience: Minimum 4-5 years of experience in e-commerce, business development, or account management, with at least 2 years in a management role.

• Leadership: Proven track record of leading and developing high-performing teams.

• Skills: Strong analytical skills, excellent communication and negotiation abilities, proficiency in e-commerce platforms and tools.

• Attributes: Strategic thinker, results-oriented, team player, and ability to work in a fast-paced environment.

• Additional Qualifications: Experience in managing cross-functional teams and working with regional and global stakeholders

The skills for success

Key Account Management, Account Management, Ecommerce, Analysing sales and Ecommerce data, Field sales; Field sales management, Consumer Insights; Shopper Insights; Customer Insights; Category Analysis, Collaboration and partnership skills; Influencing, Consultative Selling, Perform product planning, Business accumen; financial accumen, commercial accumen, Sales negotiation, Strategy Execution, Operational Excellence.

What we offer

With inclusion at the heart of everything we do, working alongside our four global Employee Resource Groups, we support our people at every step of their career journey, helping them to succeed in their own individual way. We invest in the wellbeing of our people through parental benefits, an Employee Assistance Program to promote mental health, and life insurance for all employees globally. We have a range of other benefits in line with the local market. Through our global share plans we offer the opportunity to save and share in Reckitt's potential future successes. For eligible roles, we also offer short-term incentives to recognise, appreciate and reward your work for delivering outstanding results. You will be rewarded in line with Reckitt's pay for performance philosophy.

Equality

We recognise that in real life, great people don't always 'tick all the boxes'. That's why we hire for potential as well as experience. Even if you don't meet every point on the job description, if this role and our company feels like a good fit for you, we still want to hear from you. All qualified applicants will receive consideration for employment without regard to age, disability or medical condition; colour, ethnicity, race, citizenship, and national origin; religion, faith; pregnancy, family status and caring responsibilities; sexual orientation; sex, gender identity, gender expression, and transgender identity; protected veteran status; size or any other basis protected by appropriate law.