eComm Marketplace Pureplay National Account Manager

Job description

STADA UK Thornton & Ross is on an exciting growth journey with more than 700 employees being fully committed to our purpose of Caring for People’s Health as a Trusted Partner. Together we are shaping the future of Thornton & Ross by living our values of Integrity, Entrepreneurship, Agility and One STADA. If you want to work in an open culture where your uniqueness is valued, join our team as an: eCommerce Marketplace Manager Field Based - Travel to Reading HQ | UK | Full-time | Permanent The eCommerce Marketplace Manager is a growth-focused commercial role responsible for STADA UK Consumer Health's marketplace and pureplay channels: TikTok Shop, Ocado and other pureplay partners, and building our third-party (3P) marketplace business. Working with the Head of eCommerce, you will build the business case for moving into direct 3P marketplace selling and, once approved, set up and run it: seller accounts, listings, pricing, fulfilment, advertising and P&L. You will also be the business manager for TikTok Shop, working collaboratively with Brand teams who lead content and creator strategy. This is a hands-on, high-visibility role for a commercial operator who wants to build a channel, not just manage one. 1. Marketplace Strategy & Business Development Support the Head of eCommerce in building the business case for direct 3P marketplace selling: platform prioritisation, operating model (direct vs partner-led), fees, fulfilment, resourcing, risks and size of prize. Work with the Amazon Senior NAM to review the performance of our partner-led Amazon 3P model and assess what a direct model would change. Proactively identify and qualify new marketplaces and models (e.g. eBay, OnBuy, retailer marketplaces such as Boots and Superdrug, subscription, quick commerce). Negotiate and onboard new marketplace and pureplay partners, establishing commercial terms, service expectations and activation plans. 2. Marketplace Operations (3P) Set up, run and grow seller accounts on approved marketplaces, owning account health, compliance and performance metrics. Manage catalogue and listings at scale: attributes, variations, bundles and category mapping (including Mirakl-based marketplaces where relevant). Select and optimise fulfilment models (self-fulfilled, platform-fulfilled, 3PL) to balance service level, cost and margin. Own marketplace unit economics – commission, fulfilment and advertising costs, contribution margin by SKU – and protect price integrity and brand control across channels. Run self-serve marketplace advertising with ROAS and contribution accountability. 3. TikTok Shop – Business Management Act as the TikTok Shop business manager: own shop and account health, listings, pricing, stock and fulfilment, and the channel P&L (GMV, margin, contribution). Set the commercial plan for TikTok Shop – range, pricing, promotions and platform sale events – with clear GMV and margin targets. Work collaboratively with Brand teams, who own content and creator strategy, aligning content, LIVE and campaign plans with commercial priorities. Manage the agency partner commercially and own advertising and affiliate budgets (e.g. GMV Max, creator commissions), with ROAS and contribution accountability. Ensure all activity complies with platform policies and healthcare/OTC advertising regulations, working with Brand, Regulatory and Medical teams. 4. National Account Management – Ocado & Pureplay Trading Own the commercial relationship and P&L for Ocado and other assigned pureplay accounts, delivering NSV, margin, share and investment efficiency in line with targets. Develop and execute joint business plans that set out levers for growth, distribution priorities, activation calendars and investment frameworks. Define assortment, portfolio architecture and pricing strategies by platform, in line with brand and channel guardrails. Plan and manage promotional activity (discounts, bundles, events, hero SKUs), balancing competitiveness and profitability with long-term brand and customer health. Maximise Ocado retail media and onsite activation, with post-event ROI reviews. Provide robust volume and financial forecasts; work with Supply Chain and Customer Service to secure availability and minimise penalties, shortages and waste. 5. Product Presence, Content & Activation Work with the eComm Content Designer to ensure best-in-class PDPs, imagery and enhanced content are live for all priority SKUs across marketplaces and pureplays. Shape how STADA brands show up on each platform – from range and categorisation, through to search, cross-sell, bundles and brand store concepts. Partner with the Omnichannel eActivation Manager and Marketing to design and deliver customer-specific activation (onsite media, brand pages, events, sampling, CRM) that drives trial, penetration and loyalty. Relentlessly review platform execution, making sure plans are live as intended and spotting gaps or incremental opportunities. 6. Insight-Led Business Development Use internal reporting tools, marketplace and retailer dashboards, Power BI and digital shelf analytics to identify and size growth opportunities at brand, customer and SKU level. Build and manage a pipeline of business development opportunities – new platforms, partners, ranges, bundles and price points – each with a clear rationale, size of prize and next steps. Design and run commercial tests and pilots, then build the case to scale what works. Conduct post-event and post-promotion reviews to quantify ROI and growth, and use the learnings to strengthen future partner proposals. Feed customer, shopper and competitive insights into brand, innovation and eCommerce strategy (e.g. white spaces, pack formats, claims, content needs) to unlock new business. 7. Cross-Functional Collaboration & Visibility Work closely with the Amazon Senior NAM and wider eCommerce team to ensure a coherent online channel strategy and sharing of best practice across platforms. Partner with CHC Marketing, Omnichannel eActivation, Regulatory, Supply Chain, Finance and Customer Service to deliver high-quality execution and service. Represent marketplaces and pureplay as strategic growth channels in internal forums, ensuring their needs and opportunities are visible in brand, innovation and media planning. Experience & Skills Hands-on experience running a brand's business on third-party marketplaces (e.g. Amazon Seller Central, eBay, OnBuy, Mirakl-based marketplaces), with direct ownership of seller accounts and P&L. Strong grasp of 3P economics – fees, fulfilment, advertising spend and contribution margin – and experience building channel business cases. Solid commercial acumen and P&L understanding – pricing, terms, promo evaluation and profitability drivers. Strong business development mindset: comfortable with ambiguity, enjoys building something new, proactive in seeking and testing opportunities. Experience working with eCommerce data and dashboards (marketplace and retailer portals, Power BI, digital shelf tools) and turning insight into clear, prioritised actions. Excellent relationship-building, negotiation and influencing skills, with the ability to operate credibly at multiple levels internally and with customers. Highly organised, resilient and comfortable operating in a fast-paced, entrepreneurial environment where not everything is predefined. Desirable Pureplay or grocery account management experience (Ocado ideal), including JBPs, forecasting and retail media. TikTok Shop or social commerce experience, including commercial management of agencies and close collaboration with Brand/content teams. Experience with marketplace/channel tools (e.g. Mirakl, Linnworks, ChannelAdvisor). Consumer Healthcare, beauty or VMS category experience, including awareness of advertising and listing compliance. Good understanding of how content, search, onsite media and user experience influence performance on marketplaces and pureplay sites. What we offer At Thornton & Ross our purpose