eCommerce Key Account Manager

Pierre Fabre · Athens

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We are Pierre Fabre Greece, an affiliate of Pierre Fabre Group . 

Pierre Fabre is the 2nd largest dermo-cosmetics laboratory in the world and the 2nd largest private French pharmaceutical group. 

Pierre Fabre, which has always been based in the Languedoc-Roussillon-Midi-Pyrénées region in southern France, has subsidiaries in 43 countries and distribution agreements in over 130 countries. Pierre Fabre Laboratories employs some 13,000 people worldwide. 

The company's products represent a continuum ranging from prescription drugs, dermo-cosmetics (Avène, Ducray, A-Derma...), to consumer health care (family health care, oral care and natural health) and oncology.

Your mission

The Ecommerce Key Account Manager is responsible for driving sustainable and profitable ecommerce growth across assigned eRetail customers by developing strategic ecommerce plans, executing Joint Business Plans (eJBPs), and maximizing commercial performance.

Reporting to the National Account Manager, the role leads the ecommerce agenda for assigned customers, ensuring ecommerce strategies, commercial plans and activations are fully aligned with the overall customer strategy and integrated into the customer business plan to drive Total Customer Growth.

The role owns the ecommerce commercial performance and P&L, leads ecommerce-related commercial negotiations, and works closely with cross-functional teams including Marketing, Customer Activation, Media, Supply Chain and Finance to deliver best-in-class customer execution, Digital Shelf Excellence and profitable business acceleration.

Key Responsibilities

1. Account Management & Commercial Ownership

• Develop and execute the ecommerce strategy for assigned customers in alignment with the overall customer strategy defined by the National Account Manager, owning the ecommerce commercial performance and P&L.
• Develop and execute annual Joint Business Plans (eJBPs) aligned with company objectives and customer strategies.
• Lead commercial negotiations including trade terms, promotional investments, pricing and annual agreements.
• Deliver sales, profitability and market share objectives.
• Ensure pricing consistency, profitability and sustainable ROI across customers.

2. Business Planning & Growth Acceleration

• Identify and execute growth opportunities to accelerate sell-in and sell-out performance.
• Build account-specific growth strategies based on shopper, category and retailer insights.

• Collaborate with eCommerce Specialist and Customer Activation to ensure alignment between offline and online customer strategies.

• Drive assortment optimization, ensuring hero SKUs, innovations and priority launches achieve maximum visibility and distribution.
• Monitor competitor activities and recommend appropriate commercial actions.
• Co-develop customer Joint Business Plans with the National Account Manager, ensuring ecommerce priorities, investments and growth initiatives are fully integrated into the overall customer business plan.

3. Commercial Planning & Revenue Management

• Lead sales forecasting, promotional planning and commercial investment management.
• Develop annual promotional calendars aligned with retailer priorities and brand objectives.

4. Digital Shelf Excellence

Partner closely with the eRetail Activation Specialist to ensure best-in-class execution across assigned accounts by:

• Maintaining accurate and optimized product content.
• Improving PDP quality, images, titles, descriptions and enhanced content.
• Maximizing product discoverability and organic search performance.
• Driving Digital Shelf Excellence through the CARS framework.
• Monitoring product availability, ratings & reviews, and content compliance.

5. Retail Media & Omnichannel Activation

In collaboration with Marketing and Activation teams:

• Develop retail media strategies supporting customer business plans.
• Execute onsite and offsite retail media campaigns.
• Optimize sponsored search, display and promotional visibility.
• Integrate retailer activations into broader 360° brand campaigns.

6. Performance Analytics & Business Insights

Leverage internal and external analytics platforms (e.g. eStore, Convert Group) to:

• Monitor commercial KPIs and business performance.
• Identify growth opportunities and operational risks.
• Analyze category trends, shopper behavior and competitive landscape.
• Deliver actionable business recommendations supported by data.
• Prepare regular business reviews and performance updates for senior management.

Education

• Bachelor's Degree in Business Administration, Marketing, Digital Commerce or related field.
• Master's Degree or MBA is considered an advantage.
• Ecommerce and Digital Marketing certifications are desirable.

Experience

• 3–5 years of experience in Sales, Key Account Management, Trade Marketing or Commercial roles.
• Minimum 2–4 years in Ecommerce or eRetail Account Management.
• Proven experience managing customer P&Ls.
• Experience developing and executing Joint Business Plans.
• Strong background in promotional planning, forecasting and commercial investment management.

We are convinced that diversity is a source of fulfillment, social balance and complementarity for our employees, which is why our offers are open to all, without restriction.

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