Job Description

Date: Jul 13, 2022 Location: Singapore, SG, 999077 Company: Glanbia
Glanbia is a leading global performance nutrition and ingredients group with market leading positions in cheese, whey proteins, sports nutrition and micronutrient premixes. Our brands Optimum Nutrition and BSN are two of the world’s leading nutritional supplements specifically targeted at Performance Nutrition. Our products are sold in over 130 countries worldwide and we employ 5,800 people across 30 countries, 60% of whom are in our international operations. Our shares are listed on the Irish and London stock exchanges. At GPN, our mission is to be the first choice of athletes and fitness enthusiasts all over the world, to help achieve their goals through highest-quality, most innovative performance nutrition products.


We have clearly laid down strategic plan that supports our ambition to grow our business in Asia region. Indonesia is a priority market identified in southeast Asia on growing on E-commerce and digital, with a CAGR rate at 20% year on year by 2025 and sports nutrition category is also growing at double digit speed. Singapore as a more mature market on E-comm is presenting the best class of excellence on E-comm and Digital, so now we are recruiting a E-comm manager with rich online and digital experience to work on E-comm space in Singapore and Indonesia. Key platforms to be under scope are Lazada, Shopee for both markets, Amazon for Singapore, and Tokopedia and Bukalapak for Indonesia.


Job Summary:

As part of country commercial team, E-commerce Manager Singapore & Indonesia will be responsible for delivering sales target on key marketplaces like Lazada, Shopee, Amazon Singapore, Tokopedia and Bukalapak etc, in Singapore and Indonesia these two markets, leading the online sales from a brand portfolio including Optimum Nutrition, BSN, ISOPURE, Think!, LevlUp and Amazing Grass. Lead to develop channel strategy covering marketplace official stores, 1P retailer B2B and 3P sellers. Accountable for online sell-out, driving day to day GMV revenues and E-com metrics in terms of traffic, conversion, basket size, repeat purchase, share of visibility/search, and driving content optimization and customer experience along path to purchase online journey, owning and managing the direct relationship with platforms.


Responsibilities:

Lead online sales for Singapore and Indonesia:

• Develop online channel strategy based on channel insight and shopper insight in Singapore and Indonesia. Initiate where-to-win directions and lead how-to-win executional plans on key marketplaces of Lazada, Shopee, Amazon Singapore, Tokopedia and Bukalapak.
• Support Singapore and Indonesia Country Manager to set in place the right RTM for online E-com operation in these two markets. Work with and manage best in class E-com business partners and intelligence agencies to support online business growth.
• Identify category and brand growth opportunities through in-depth understanding of channels, shopper path to purchase journey and consumer insights. Drive online new acquisition and maintain repeat purchase through right product and pack size for online new entrants and loyalty. Take initiative of new product development and innovations working for online sales growth and support NPD projects for country level and for southeast Asia regional level.
• Set up clear assortment plan by platform according to market strategy. Identify portfolio opportunities through data-oriented analysis to set clear objective of what to sell on which platforms for which targets.
• Build and lead a strong JBP relationship with platforms KAM team from Lazada and Shopee, and establish direct relationship with platform buyer/merchandiser team to grow GPN brand sales and market share in a joint business planning approach. Lead yearly business planning and performance reviews with platforms on a monthly and quarterly basis.
• Lead sell-out from all online channels and drive the day-to-day E-com business KPI metrics of traffic, conversion, basket size and repeat purchase. Improve operational partner’s executional performance.
• Optimize Amazon AMS performance and digital shelf including listing, availability, pricing, and search visibility. Own the management of Amazon sales data and vender central. Has in-depth know-how of platform algorithm and item sales principles. Drive the content optimization and improve PDP content page from B+ design to A+ content Brand page.
• Work with distributors covering online sales with regards to commercial terms, marketing investment and trade spend for online sales. Collaborate with marketing function on the regional team to manage the E-com marketing spending and trade promotion spending and make sure the ROI/ROAS are maximized. Drive the distributor’s execution for E-com campaign windows and promotions and make sure the fulfillment and customer service KPIs are fully met according to platform’s requirement.
• Proficient in driving platform marketing tools like Display Ads and Search, gain share of visibility and build organic traffic for long-term success.
• Has knowledge on Google search, Facebook CPAS, affiliate marketing to drive awareness and traffic to land on E-comm. Has experience of successful live-streaming practices for good result of awareness, engagement.

• Work closely with the County Manager to achieve sell-out target on online channels. Support to deliver a strong margin for a variety of portfolios developed for online channels and adapted to Singapore and Indonesia local consumer needs
• Work closely with SEA regional marketing team to implement GPN branded campaigns and content on E-com marketplaces. Drive E-com performance marketing in collaboration with function head of E-com and Marketing on the Regional
• Work closely with Country Manager to achieve market vision and objectives in brand market share in online space, and build monthly, quarterly, annual financial forecasts for E-com business.
• Collaborate actively with Country Manager and marketing team on the innovation agenda and Brand Plans

• 5-years E-com experience in Singapore or Indonesia market in an leading international company organization of the FMCG category (Cosmetic, Health Supplement, Health Food and so on)
• Hands on experience on running a E-comm sales on Lazada, Shopee, Amazon SG, Tokopedia and Bukalapak. Has know-how and excellent skills on vender center and seller center management and Marketing tools operation under the platforms.
• Proficient knowledge and strategically build E-com operational excellence to grow traffic, conversion, basket size, repeat purchase, search visibility, share of voice.
• Profound knowledge on Amazon algorithm, search engine marketing operational skills
• Proven track record of delivering E-com performance and an expert with full channel scope on including D2C site and all seller types. (Brand official shop, 1P, 3P)
• Expert in managing distributors or E-com partners and motivating them to implement key business initiatives on E-comm from both the brand side and retailer side
• Direct experience of managing a joint business planning and building win-win relationships with key platform in Singapore and Indonesia.

• Proven success of building organizational capacity and performance preferably in a young & high growth/ competitive environment.
• Is persistent and resilient in the pursuit of objectives, willing to take on new challenges and works to resolve issues. Can accept failures but quickly rise to fight again
• Effective collaboration and partnership skills with both internal & external customers
• Excellent communication skills to clearly articulate his/her ideas/thoughts and drive support & alignment of key stake holders
• Ability to easily work across a culturally diverse group of people and markets. Embraces diversity & inclusion as a key value
• Ability to quickly adapt, focus and deliver results in ambiguous and ever-changing situations

• Can effectively navigate complexity and ambiguity, with poise and confidence

• Strong motivation, initiative and ambitious
• Strong involvement and/or interest in sports
• Passionate about E-commerce and always learning attitude
• Ability to work to stretching targets in a dynamic industry
• Attention to detail and a customer care focus
• Strong computing, reporting and presenting skills
• Exceptional understanding of channel, category, shopper
• Exceptional communication & time management skills, complemented by strong analytical skills

• Should be a self-motivator, passionate about working in a high growth industry
• Willing to work with small teams like a self-driven entrepreneur
• Should be advocating Glanbia values and should be seen living them in everyday life

• 5-year working experience above on E-commerce in Singapore & Indonesia with a successful track record of growing E-com business, ideally working for an ecommerce brand/retailer on heath supplement category
• Experience of working in a start-up/medium sized company
• Interest in sport or health and fitness
• Proficient in English in written and meeting communication
• Driven and goal orientated. Working collaboratively across teams. Excellent communicator - able to communicate function
• Strong commercial ability with knowledge of E-comm P&L, cost breakdowns and management in efficiency
• Ability to form good working relationships with internal teams and external clients
• Critical thinker and problem-solving skills
• Project management skills
• Negotiation skills
• Initiative - able to think outside of the box