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eCommerce Key Account Manager

Suntory Oceania -
London

Job details

Qualifications

Sales

Full job description

Requisition ID: 11907

Who We Are

Suntory is a fast moving, agile and entrepreneurial business that is home to some of the nations most loved brands. The Suntory Group is one of the largest soft drinks companies and among the world’s leading consumer products companies. We offer a uniquely diverse portfolio of beverages enjoyed by millions across the globe

About your role

As our Key Account Manager - eCommerce you will shape and accelerate Suntory’s eCommerce growth by managing and developing strategic partnerships with our key digital customers.

You will be responsible for driving profitable growth, increasing online share and executing our long‑term eCommerce strategy across key eCommerce customers (eg: pureplay, online grocery and emerging channels).This role is critical in ensuring our brands win online by delivering best‑in‑class execution, building category leadership and embedding a digital-first growth mindset across the organization. Success in this role looks like delivering accelerated eCommece growth across key customers, with clear improvements in profitability, visibility, and conversion

What You'll Do

Strategic Account Leadership

Own and lead the long‑term strategy and joint business plans for assigned key accounts.

Develop deep, collaborative partnerships to position Suntory as a preferred, strategic supplier.

Translate brand and channel strategy into customer‑specific growth plans

Commercial & Growth Delivery

Deliver net sales, profit, and market share targets across all managed accounts.

Own the online P&L, including trade investment strategy, promotional planning, forecasting and performance delivery.

Own retail media strategy and investment across managed accounts, driving visibility, conversion and ROI in line with commercial priorities.

Identify growth opportunities across pack price architecture, range and distribution, using performance analysis to develop clear, actionable plans that drive sustainable and profitable growth.

Digital Shelf & Execution Excellence

Own visibility and conversion across customers, through effective content optimisation, retail media activation, and algorithm understanding.

Set the standard for best‑in‑class digital shelf execution across availability, search, content, ratings & reviews and share of voice, working closely with the Online Activation Executive to deliver.

Channel & Capability Development

Champion a test and learn mindset across customers and initiatives, delivering robust post-campaign analysis and clear commercial insights to continuously improve performance and ROI

Proactively identify and translate external market trends, digital innovation and best in class eCommerce practices into actionable recommendations that inform Suntory’s strategy and execution.

Cross‑Functional Leadership

Lead customer planning and delivery for assigned accounts, coordinating cross-functional stakeholders across Marketing, Sales, Supply Chain, Finance, Category and Digital teams to deliver aligned, high-quality execution.

Influence the internal commercial agenda by acting as the voice of the online customer and shopper, applying strong eCommerce expertise and best-in-class practices to inform decision-making.

What's in it for you

Joining Suntory isn’t just about taking on a role, it’s about embarking on a career journey. You have the opportunity to work with talented, inspiring and authentic leaders and have the freedom to dream big and go for it (Yatte Minahare). At Suntory you’ll find a supportive work environment that values work life balance and that will help you realise your full potential and grow for good. Our People and Culture team are a team that genuinely care about creating a great experience for our employees and we would love you to be part of it.

What You need to be successful

Skills & Capabilities

Proven experience owning and growing eCommerce accounts, delivering sales, profit and share targets

Strong commercial judgement, with the ability to balance short-term performance delivery with long-term growth

Demonstrated experience across key eCommerce execution levers, including retail media, search and digital shelf optimisation to drive visibility and conversion

Strong commercial experience managing online trade investment, pricing and promotional strategy to deliver profitable growth

Ability to translate data and performance insight into clear, commercially actionable plans

Confident operating in a hands-on role, combining strategic thinking with direct ownership of execution

Strong influencing skills, able to shape decisions across cross-functional stakeholders in a matrix organisation

Comfortable operating in evolving environments with changing platforms, tools and technology, with the ability to quickly learn and apply new approaches to improve performance and efficiency.

Experience

Experience managing key eCommerce customers (e.g. Amazon, online grocery platforms or similar)

Demonstrated ownership of online P&L and budgeting, including delivery of Joint Business Plans

Experience driving performance across retail media, search and digital shelf to improve visibility, conversion and sales

Track record of identifying and delivering growth opportunities across range, pricing and promotions

CPG experience preferred

Ways of Working

Takes ownership and delivers with pace and accountability

Curious and proactive, constantly identifying opportunities to improve performance

Collaborative, building strong partnerships internally and externally

Our DEI Commitment

At Suntory, we recognize that diverse knowledge, perspectives, and backgrounds contribute to our collective success. We are committed to fostering a diverse, equitable, and inclusive workplace where all individuals can bring their whole selves to work every day, regardless of race, color, religion, gender identity or expression, sexual orientation, age, or any other protected characteristic.

Our recruitment and selection processes are designed to highlight what Suntory offers as an employer while allowing candidates to share their unique skills and experiences. We understand that career trajectories vary, and if you believe your experience/background can benefit our team, we encourage you to apply. We endeavor to make our interview process as inclusive as possible and offer reasonable accommodations as needed. Together, we can cultivate a workplace where everyone can thrive and propel our mission of Growing for Good.

Who We Are

About your role

What You'll Do

What's in it for you

What You need to be successful

Our DEI Commitment

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