The Key Account Manager, eCommerce drives strategies to manage and grow eCommerce accounts by optimizing sales, digital presence, and customer relationships while collaborating cross-functionally.
SUMMARY
The Key Account Manager, eCommerce is responsible for managing and growing a portfolio of strategic eCommerce accounts, including iHerb, Vitacost, World Pantry, and other direct and indirect customers. This role will drive account-specific strategies to increase sales, optimize the digital shelf, and ensure flawless execution across each customer.
The ideal candidate is a self-starter with strong analytical and relationship-building skills, who thrives in a fast-paced, evolving digital environment. This role is critical in supporting the broader eCommerce team and ensuring channel-wide consistency in execution and performance.
This position reports to the NAM, eCommerce.
ESSENTIAL FUNCTIONS
Account Management & Sales Growth
REQUIREMENTS
Experience/Education:
We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.
The compensation range is $92,800 - $121,800
Compensation is determined based on non-discriminatory, business-related factors, including but not limited to training, experience, education and/or professional certifications, geographic location, and market data.
The Key Account Manager, eCommerce is responsible for managing and growing a portfolio of strategic eCommerce accounts, including iHerb, Vitacost, World Pantry, and other direct and indirect customers. This role will drive account-specific strategies to increase sales, optimize the digital shelf, and ensure flawless execution across each customer.
The ideal candidate is a self-starter with strong analytical and relationship-building skills, who thrives in a fast-paced, evolving digital environment. This role is critical in supporting the broader eCommerce team and ensuring channel-wide consistency in execution and performance.
This position reports to the NAM, eCommerce.
ESSENTIAL FUNCTIONS
Account Management & Sales Growth
- Manage day-to-day business operations across assigned eCommerce customers, including iHerb, Vitacost, and World Pantry.
- Develop and execute annual joint business plans and promotional calendars to achieve volume and revenue targets.
- Collaborate with the NAE, eCommerce to align strategies, pricing, and trade investment.
- Own item setup, pricing updates, catalog management, and operational compliance.
- Build and maintain strong relationships with account contacts and internal cross-functional partners.
- Serve as the key point of contact for customer communications, performance tracking, and execution needs.
- Partner with broker or distributor teams (if applicable) to drive execution and manage indirect customer relationships.
- Work closely with the omnichannel and content teams to ensure product listings are accurate, optimized, and aligned with brand standards.
- Support the execution of retail media programs and product launches across platforms.
- Monitor digital shelf KPIs (e.g., availability, search performance, content health) and take action as needed.
- Act as a key resource for sales team members who require support navigating eCommerce-specific needs and customer nuances.
- Provide guidance, tools, and updates to help sales and marketing teams better support omni-channel customers.
- Partner cross-functionally to ensure consistency in execution and knowledge-sharing across the organization.
- Track and report on account performance, including sales, trade, promotional effectiveness, and competitive activity.
- Leverage tools and insights (e.g., retailer portals, third-party data) to inform decision-making and identify opportunities.
- Partner with the NAE and SS&P teams on forecasting, budget tracking, and ROI analysis.
- Serve as the internal champion for eCommerce, building awareness and advocacy across the organization.
- Educate cross-functional partners on eCommerce trends, platform nuances, and shopper behavior.
- Stay current on industry trends and evolving best practices in eCommerce and digital retail.
- Perform other duties as assigned.
REQUIREMENTS
Experience/Education:
- Bachelor’s degree in Business, Marketing, or related field.
- 3+ years of experience in eCommerce, account management, or sales, ideally within the consumer packaged goods industry.
- Familiarity with Amazon, iHerb, Vitacost, DTC fulfillment or similar digital accounts preferred.
- Strong organizational skills with the ability to manage multiple accounts and projects simultaneously.
- Excellent communication and relationship-building skills.
- Analytical mindset with proficiency in Excel and experience using eCommerce tools and dashboards.
- Ability to work cross-functionally and manage both direct and indirect customer relationships.
- Highly detail-oriented with a passion for executional excellence.
- Familiar with sales and performance analytics tools such as SPINS, IRI, NielsenIQ, Stackline, Profitero, and Amazon Retail Analytics.
- Solid understanding of eCommerce KPIs and scorecards, including impressions, ROAS, LTV, CPC, conversion rate, and omni-channel performance metrics.
- Working knowledge of platforms and tools such as Shopify, Bazaarvoice, Yotpo, TradePro, and Monday.com.
- Skilled in file sharing and collaboration using Microsoft Teams, SharePoint, and OneDrive.
- Mandatory travel 15 – 20% of the job
- This position is based in Rohnert Park, CA. Office hours are Monday through Friday, 8:30 – 5:00 pm Pacific Standard Time (PST).
- This is a hybrid role offering the flexibility to occasionally work remotely.
- Expected in-office days are Tuesday, Wednesday, and Thursday. Subject to change.
- Remote candidates will not be considered for this role.
- An employee must meet the physical demands described here to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.
- While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is occasionally required to stand, walk, reach with hands and arms, and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision.
We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.
The compensation range is $92,800 - $121,800
Compensation is determined based on non-discriminatory, business-related factors, including but not limited to training, experience, education and/or professional certifications, geographic location, and market data.
Top Skills
Amazon Retail Analytics
Bazaarvoice
Excel
Iri
Microsoft Teams
Monday.Com
Nielseniq
Onedrive
Profitero
Sharepoint
Shopify
Spins
Stackline
Tradepro
Yotpo
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