An E-Commerce Manager is responsible for overseeing an organization's online sales. Responsible for the image of the company and generating sales through the internet. They oversee a team of web and software developers who contribute to the look and systems of the website.
Purpose of Role The SRM eCommerce Senior Manager (T3) serves as the primary strategic architect and commercial expert driving pricing, promotion, and portfolio coherency across our digital commerce ecosystem, including key pure-play and omnichannel retail partners. Reporting to the SRM Field Lead, this role leads the development of specialized ecommerce revenue strategies—such as digital price-pack architecture, iMAP compliance, and digital trade spend efficiency—while co-piloting Joint Business Planning (JBP) to maximize mutual profitability. By democratizing advanced digital toolkits and leading performance deconstruction across both online and offline platforms, this position builds cutting-edge capability within the field sales teams to accelerate omnichannel growth.
Principal Accountabilities Pure-Play Omnichannel Price Pack Planning:
Drive specialized digital price-pack architecture, tail-SKU strategies, and promotional plans optimized specifically for pure-play ecommerce (e.g., Amazon, Chewy) and omnichannel retailers to maximize digital shelf margins and minimize channel conflict.
Digital Trade Investment Architecture:
Design and execute advanced digital trade investment frameworks, margins, and cost-to-serve models for e-retailers, maximizing ROI and optimizing commercial terms across complex digital ecosystems.
E-Commerce Margin Roadmaps Profitability:
Develop customer-specific margin roadmaps and trade terms frameworks to offset digital cost-to-serve dynamics, ensuring long-term sustainable profit pools for both the organization and the customer.
Strategic JBP Annual Business Planning:
Partner closely with sales teams to elevate Joint Business Planning (JBP) and annual business planning from tactical transactions to strategic commercial partnerships, utilizing scenario modeling and analytics to drive mix accretion and customer margin roadmaps.
STAR Process Upside Deployment:
Lead the local deployment of the STAR promotional optimization process, establishing data-driven feedback loops to monitor execution, managedial for dollars routines, and identify commercial upside opportunities.
Trade Investment Leadership:
Co-pilot and implement optimized trade investment and trade terms execution at the customer level, ensuring full alignment with national guardrails while maximizing ROI on trade spend.
Performance Deconstruction Cost-to-Serve:
Lead comprehensive decomposition of performance drivers across channels, translating complex insights into actionable commercial recommendations for sales and SRM leadership.
Assortment SKU Optimization:
Input into efficient SKU prioritization, physical/digital shelf assortment strategies, and targeted brand launch initiatives in collaboration with marketing and sales strategy to drive structural margin improvements.
Digital Toolkit Democratization:
Act as the primary champion for embedding SRM digital capabilities (including Salesforce and Anaplan platforms) into field sales routines to democratize forecasting, planning, and tracking data.
Cross-Functional Matrix Influence:
Operate as the central connection point to synthesize pricing, promo, and digital strategies across internal SRM teams, sales capabilities, business management, and major retail partners.
Critical Mars Leadership Capabilities Technical Functional Skills:
Possess strong technical and analytical skills
Customer Focus:
Understand customer needs and align trade strategies Leveraging Insights to
Action:
Translate trade insights into actionable recommendations for the sales teams and the enterprise Drive for
Results:
Demonstrate a strong commitment to achieving goals and objectives
Key Supporting Competencies Analytical Acumen:
Ability to analyze trade data from various sources, manipulate information, and make appropriate recommendations
Problem Solving:
Effectively identify and address trade-related challenges and opportunities
Peer Relationships:
Collaborate and foster positive relationships with cross-functional teams involved in trade-related activities Key Functional Skills/Knowledge Demonstrated ability to manipulate information from various sources, analyze data, and make appropriate recommendations. Strong Excel skillset for data manipulation and analysis. Effective communication and collaboration skills to work with internal and external teams Proactive and service-oriented mindset to drive continuous improvement in trade processes.
Learning Agility:
Ability to adapt quickly and apply new learnings quickly Minimum Qualifications 6-8 years of working experience and/or internship experience in a related field 3-5 years experience in SRM Four-year college degree Experience demonstrating advanced problem-solving and analytical capabilities in a cross-functional team environment Preferred Qualifications 1-3 years of hands-on experience in Ecommerce/Digital Commerce, showing a deep understanding of omnichannel pricing, digital promotional execution, and platform KPIs.
