Senior Key Account Manager - Etail

Overview

The eTail Senior Key Account Manager at Crocs is a digitally minded sales person with a highly analytical mind. This person will play a key role in driving operational excellence in their customer’s orderbook, while exploring maximum healthy business opportunities with their buyers. Reporting to the Senior Director of eTail & Marketplaces, this role delivers the monthly commercial targets in partnership with Planning, Customer Operations, Merchandising, and Digital Activation. This person will build equal long-term, meaningful bonds with their customer as they will with the team’s business Analyst. This role will be instrumental in shaping how we sell, support, negotiate, expand and develop solutions with our digital commercial partners.

What You'll Do

• Manage the end-to-end relationships with eTail accounts, with an emphasis on Amazon. This includes account kick-offs and future season pre-order sell-ins, commercial terms and negotiations, account forecasting and reporting, sell-through reviews, and repeat/at-once orders in season.
• Develop and win alignment on a mid- and long-term strategy for the account portfolio.
• Build strong relationships with key internal and external stakeholders, including customer service, merchandising, digital activation, distribution and logistics teams, and ecommerce trading teams.
• Continuously monitor and analyze account performance, identifying opportunities for improvement, expansion, and revenue maximization.
• Partner with planning to ensure on-hand inventory is being leveraged to fulfill customer orderbooks.
• Lead the product onboarding process end-to-end, ensuring products go live across marketplace accounts on time and that all mandatory data is provided and meets marketplace requirements.
• Collaborate with finance, legal, planning, distribution and logistics, global IT, merchandising, and marketing teams to streamline project implementation.
• Ensure actionable trade by aligning cross-functionally with trade and performance marketing teams to support commercial sell-through and tell brand stories.
• Stay on top of macro and industry trends, market developments, and competitor activities to provide strategic insights to external partners and internal teams and support sell-in.

What You'll Bring to the Table

• BS or BA in Business or a related field, or equivalent experience.
• Minimum 5 years of experience in digital account sales with exposure to one or more major European marketplaces (Amazon, Allegro, Bol, etc.).
• Proven track record of driving strong commercial growth in wholesale.
• Strong focus on sell-through, including understanding the consumer journey and digital mechanics that lead to sell-through growth.
• Advanced ability to work with data and reporting tools (Excel, PowerPoint, etc.).
• Proactive mindset with a problem-solving attitude and the ability to manage multiple tasks and priorities in a fast-paced environment.
• Clear communicator, able to work effectively across teams and with external stakeholders.
• Fluency in English (additional European language is a plus).