Key Account Manager-eCommerce Channel

About Spindrift

At Spindrift, we’re making every beverage a positive force of nature. Founded in 2010, we believe the best flavors come directly from nature. That’s why every Spindrift beverage is made the hard way—with real squeezed fruit, never from concentrate. From sourcing the best-tasting fruit globally to maintaining a carefully honed manufacturing process, we believe in doing things the hard way, the intentional way, the better albeit more challenging way, the right way – because, in the end, it's worth it. Spindrift® sparkling water is available nationwide, and Spindrift Spiked® hard seltzer and Spindrift SODA are available in select markets. We are also a proud member of 1% for the Planet, donating to environmental causes. Spindrift is headquartered in Newton, MA.

The Key Account Manager, eCommerce will report to the Vice President of eCommerce and will be responsible for calling on Amazon.com, Fresh Direct, Thrive Market, among other ecommerce accounts.  The Key Account Manager will work to secure & grow new, large partnerships in the ecommerce channel landscape and collaborate across departments to help chart our next level of growth as a modern beverage company. 

Responsibilities include, but are not limited to:

• Manage category / brand specific P&L for ecommerce accounts and deliver profitable, sustainable growth. Must meet retailer’s top & bottom-line objectives as established by Spindrift.
• Build, develop and execute the annual sales plans, GTMs, and budgets with weekly performance reviews against objectives.
• Continuously monitor portfolio, category, brand, and SKU level performance for pacing to monthly goals.  Work with the internal team members & agencies to optimize performance to expectations.
• Evaluate 3P sellers on primary SKUs to determine distribution leakage and remediation strategies.
• Leverage data, information systems, and metrics around financial, brand, and shopper trends to maximize market share, sales, and profitability.
• Develop strong relationships with internal marketing teams to develop winning tactics to enhance brand presence.
• Work with internal and external stakeholders to develop, manage, and execute promotional and advertising programs. Build out key campaign strategies determining the most efficient means of spending funds to meet internal KPI’s as well as meeting customer expectations.
• Own the operational aspect of ecommerce accounts including catalog management, tickets, Andon Cords and other operational tasks to ensure business continuity.
• Work with the Catalog & Content Manager to ensure the consumer experience on managed accounts is best-in-class, from content in PDPs, Brand Stores, Posts, Live, Custom Landing Pages, etc.
• Build key seasonal programs, by determining the right assortment and high ROI supporting tactics; plan and forecast volumes with internal teams to deliver exceptional incremental opportunities.
• Understand inventory management and execute forecasting process to maintain optimal coverage levels aligned upon between Accounts and Spindrift.
• Develop timely and accurate volume and financial forecasts.

Experience and skills

• Minimum of 5+ years of direct / hands-on experience with ecommerce managing brands in a 1P environment.
• Minimum 7+ years of direct and hands-on experience in sales and/or channel marketing with consumer goods.
• History of setting and delivering an accelerated growth agenda.
• Digital omnichannel experience for a CPG or retailer, utilizing Amazon and other revenue channels.
• Experience leading weekly / monthly meetings to review account financials and priorities.
• Experience with Sales Planning, Budgeting and Customer P&L Management.
• Advanced analytical and technical skills.
• Ability to build and maintain cross-functional relationships.
• Knowledge and use of ecommerce platforms (e.g., Vendor Central, Amazon Advertising, Digital Shelf, Market Share, etc.)
• Vendor Terms Negotiation.

Attributes

• Thrives in a dynamic, fast-growth, start-up environment.
• Highly adaptive and innovative.
• Highly collaborative.
• Eager to both teach and to learn.
• Self-motivated with a competitive spirit.
• Role model for the company’s culture.

Working Conditions

• Preferred location: Newton, MA; alternatively, candidates must reside near a major U.S. based airport.
• Must have access to a vehicle and be able to travel (ground/air) on a regular basis, up to 25% of the time.

In addition to the salary range for this position ($110K - $140K), Spindrift offers the following compensation and benefits:

• Short-term incentive programs specific to level and department.
• Medical, dental, and vision insurance, with a current employer contribution rate of 80% towards monthly premiums, regardless of plan type selected.
• Company-paid life insurance, and a 401k retirement savings plan with a company match.
• Monthly cell phone allowance and car allowance.
• Annual allowances for personal use of Spindrift product, health and wellness, professional development, and social justice education.
• A host of voluntary benefits including but not limited to additional life insurance, short-term disability, long-term disability insurance, etc.
• In addition to any paid leave benefits required by regulation, the company provides paid parental leave, vacation, sick, personal, bereavement, community service, and holiday time.