Senior Sales Manager - E-com Activation

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Job Description

The Senior Sales Manager - E-com Activation & Category Strategy, leads P&G's end-to-end online activation agenda across pure-play marketplaces, Q-Com platforms and retailer-owned e-com sites. Working alongside the E-com Key Account Manager, Analytics & Insights, Product Supply and Finance, the role translates brand and category strategy into a superior digital shelf, high-return retailer media, and channel-specific assortment, price-pack, promotion and innovation plans. The role is accountable for improving discoverability, conversion, content accuracy and activation effectiveness, while building repeatable capabilities that accelerate profitable e-com growth across categories.

Key Responsibilities

• Set and lead the e-com activation and category strategy across pure-play, Q-Com and retailer-owned online platforms.

• Own digital shelf excellence across the portfolio, including product titles, descriptions, taxonomy, keywords, images, video, enhanced content, ratings and reviews.

• Improve visibility and conversion through retailer search optimization and continuous testing.

• Ensure accurate, compliant and consistent product content across platforms and launches.

• Build the retailer media strategy and annual investment plan, aligned to brand priorities, retailer calendars and customer JBPs.

• Lead sponsored search, display, audience-targeted media campaigns in partnership with customers, brand teams and agencies.

• Manage campaign briefing, budgets, execution, optimization and post-campaign learning, with clear accountability for ROAS, incrementality and profitable sales growth.

• Develop retailer-specific category growth strategies covering assortment, pricing, merchandising, promotions and portfolio priorities.

• Translate consumer, shopper and e-com data into persuasive category stories and recommendations for retail partners.

• Lead the e-com activation plan for innovation launches, ensuring content readiness, media support, availability and visibility from day 1

• Partner closely with KAM, Brand Marketing, A&I, Finance and Product Supply to align priorities, investment, forecasting and execution.

• Define and report a scorecard covering content compliance, availability, search visibility, traffic, conversion, media efficiency, share and sales

• Manage relevant agencies, technology partners and retailer media networks, setting clear standards and ensuring disciplined delivery.

• Build Org capability through playbooks, training and best-practice sharing and stay ahead of emerging e-com, retail-media, shopper trends.

Job Qualifications

Essential:

• A completed Bachelor's degree in Commerce, Business Science, Marketing, Digital Commerce or a related field.

• A minimum of 7–10 years’ progressive experience in e-com, digital commerce, shopper marketing, category management or retail media within FMCG, consumer goods or a leading retailer/marketplace.

• Demonstrated ownership of digital shelf, retailer media and online category or commercial activation across multiple brands or categories.

• Proven ability to translate shopper, search, content, media and sales data into clear commercial actions and measurable results.

• Experience managing agencies, media partners, digital-shelf platforms or external technology providers.

• Knowledge of e-com KPIs, including traffic, conversion, share of search, content compliance, availability, ROAS and promotional ROI.

• Advanced proficiency in Excel and PowerPoint; experience with digital shelf analytics, retailer media and e-com measurement tools.

Preferred:

• Hands-on experience with leading marketplaces, Q-Com players and retailer-owned e-com platforms; RSA retail experience is advantageous.

• Experience with sponsored search, retailer display media, audience targeting, content syndication, SEO and ratings-and-reviews.

• Experience shaping online assortment, price-pack architecture, promotional strategy and digital launch plans for FMCG categories.

• Familiarity with platforms and partners such as Amazon, Takealot, Checkers Sixty60, Pick n Pay asap! and Woolies Dash is advantageous.

Skills & Competencies

• Strategic and commercially minded, with the ability to connect brand, category, media and retailer priorities.

• Strong digital merchandising and shopper orientation, with meticulous attention to content and execution quality.

• Highly analytical and comfortable converting complex data into simple decisions, experiments and scalable playbooks.

• Strong cross-functional leadership and influencing skills across Sales, Marketing, Finance, A&I and Product Supply.

• Confident managing senior retailer, agency and technology-partner stakeholders without relying on formal authority.

• Disciplined project and budget management, with the ability to prioritise across multiple brands, retailers and campaigns.

• Curious, agile and comfortable operating in a fast-changing channel with incomplete information and evolving playbooks.

• High personal ownership, bias for action and commitment to measurable business outcomes.

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