E-Commerce National Account Manager – Woolworths Group

PepsiCo · North Sydney

Overview

Work for a global FMCG company with some of the world’s most trusted and iconic brands. Be part of an exciting business where employees are recognised and career growth is supported.   

At PepsiCo, you can Dare for Better. You can help build a world where there are more possibilities for more people, no matter what role you hold. Together, we’ll make a positive impact for good. Because when we Dare for Better, we can smile at what’s next. For our careers, families, communities and the planet. 

For you:     

Competitive benefits package:  

Annual Bonus

Discounts on Scoopon, Luxury Escapes, Asahi Beverages portfolio

Generous leave options (wellness, birthday, volunteer, 20 weeks parental for both primary & secondary carer, additional leave purchase/cash out)

Lease Plan

Health & Wellness programs:

Discounted private health insurance

Financial coaching

Counselling sessions

Flu vaccinations

Skin checks

Professional development programs

Global career opportunities

Job Overview:-

The Digital Commerce Account Manager is responsible for leading the Woolworth’s Group digital commerce account across Woolworths Online and the integrated Woolworths/Milk Run and Doorr Dash growth plans. The role owns the end-to-end customer agenda, combining strategic account leadership, Joint Business Planning, trade planning, commercial delivery and digital shelf execution to drive profitable, sustainable growth.

Acting as a trusted commercial partner to Woolworth’s and their rapid delivery partners, the role translates PepsiCo and customer priorities into one connected omnichannel plan across grocery, liquor and rapid delivery. It has accountability for customer relationships, annual negotiations, investment choices, sales and P&L outcomes, promotional and retail media effectiveness, and the operating rhythm required to deliver the plan. The role works across Sales, Revenue Management, Marketing, Finance, Supply Chain, Digital Commerce and category teams to deliver disciplined execution, measurable returns and continuous improvement.

Responsibilities

Customer Leadership & Strategic Partnership

Own and lead the Woolworths Digital Commerce relationship as a trusted commercial advisor, building strategic partnerships across Woolworths Online, Cartology, Woolworths at Work and rapid delivery partners.
Act as the single point of accountability for the customer agenda, aligning strategy, trade, activation, execution and performance across all online channels.
Develop and maintain strong relationships with key customer stakeholders across eCommerce, Commercial, Replenishment, Digital, Media and Technology functions.

Joint Business Planning & Customer Growth Strategy

Lead the development and execution of the annual Woolworths eCommerce Joint Business Plan, aligned to PepsiCo strategic priorities and Woolworths growth ambitions.
Build insight-led growth plans incorporating category opportunities, shopper behaviour, innovation, assortment, pricing, promotion, search, content, retail media and conversion initiatives.
Lead customer negotiations and commercial agreements within agreed business guardrails, delivering mutual growth and value creation.

Commercial Performance & P&L Management

Deliver agreed sales, net revenue, share, volume, margin and investment targets, maintaining strong P&L ownership and return-on-investment discipline.
Identify and execute profitable growth opportunities across the PepsiCo portfolio through assortment expansion, availability improvements, digital activation, promotions, innovation and media investment.
Manage budgets, forecasts, accruals and trade investment, providing clear recommendations to optimise commercial performance.

Digital Commerce Excellence & Omnichannel Execution

Lead Perfect Digital Store execution across content, availability, assortment, taxonomy, search visibility, ratings and reviews, and conversion metrics.
Develop and execute integrated online trade plans that connect promotions, retail media, search, content and merchandising to deliver superior shopper outcomes.
Ensure digital commerce plans are fully aligned with the broader Woolworths omnichannel customer strategy and in-store execution plans.

Performance Insights & Continuous Improvement

Own performance scorecards and reporting, translating sales, digital shelf, media and investment data into actionable insights and recommendations.
Lead test-and-learn initiatives and innovation pilots, embedding successful learnings into future customer plans and investment decisions.
Monitor key performance indicators to identify risks, opportunities and actions that drive sustainable growth and competitive advantage.

Cross-Functional Leadership & Governance

Partner closely with Marketing, Category, Revenue Growth Management, Shopper Marketing, Supply Chain, Demand Planning, Finance and Digital Commerce teams to deliver customer objectives.
Influence and align internal and external stakeholders to ensure seamless execution of customer plans and operational excellence.
Ensure compliance with PepsiCo policies, customer agreements, commercial standards and trade investment governance processes, including management of customer claims and contractual commitments.

Qualifications

Degree qualified (or equivalent) preferred, with 5+ years' experience in FMCG, sales, digital commerce or a related commercial role.
Proven track record of delivering sales growth and exceeding commercial targets within eCommerce, omnichannel retail and Grocery.com environments.
Experience developing and executing digital commerce strategies across retailer platforms, including digital shelf, search, retail media, online activation and performance marketing.
Strong commercial acumen with experience managing customer P&Ls, trade investment and profitable growth outcomes.
Deep understanding of online shopper behaviour, category trends and digital commerce fundamentals, with the ability to convert insights into actionable customer plans.
Highly analytical and commercially curious, with strong problem-solving skills and the ability to identify growth opportunities and drive informed business decisions.
Excellent communication, presentation and negotiation skills, with the ability to influence and build strong partnerships across internal and external stakeholders.
Proven ability to lead cross-functional teams and deliver outcomes through collaboration and influence without direct authority.
Results-oriented, proactive and resilient, demonstrating strong ownership, adaptability and a growth mindset in fast-paced, evolving environments.
Innovative and entrepreneurial thinker who challenges the status quo and identifies new opportunities to accelerate growth.
Strong planning and execution capability, able to manage competing priorities and make sound decisions in ambiguous situations.
Demonstrates global mindset with awareness and respect for diverse cultural and social perspectives.