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- Tasks: Lead digital strategy and negotiate with top retailers to boost pet product visibility.
- Company: Join Colgate-Palmolive, a global leader in consumer products with a caring culture.
- Benefits: Enjoy competitive salary, inclusive environment, and opportunities for personal growth.
- Why this job: Be at the forefront of AI commerce and make a real impact in the pet industry.
- Qualifications: 7 years in eCommerce, strong negotiation skills, and data fluency required.
- Other info: Dynamic role with a focus on innovation and team collaboration.
The predicted salary is between 36000 - 60000 £ per year.
Colgate-Palmolive Company is a global consumer products company operating in over 200 countries specialising in Oral Care, Personal Care, Home Care, Skin Care and Pet Nutrition. Our products are trusted in more households than any other brand in the world making us a household name! Join Colgate-Palmolive, a caring innovative growth company reimagining a healthier future for people, their pets and our planet. Guided by our core values Caring, Inclusive and Courageous, we foster a culture that inspires our people to achieve common goals. Together let's build a brighter healthier future for all.
Location: Woking, Surrey
Reporting to: National Sales Senior Manager - Pet
Job Purpose
To architect and execute Hills UK Digital First commercial strategy in an AI-disrupted market. This role goes beyond traditional account management; you will operate as a commercial thought leader securing Hills position not just on the digital shelf but in the algorithmic shelf of the future. You will own the top-tier customer relationships while acting as the primary strategist for navigating Generative AI commerce ensuring Hills remains the #1 recommendation for pet parents whether they ask a search bar or an AI assistant.
Critical Success Factors (The Why You Are Here)
- Commercial Performance: Deliver sales share and margin targets by negotiating Joint Business Plans (JBPs) that prioritize data quality and algorithmic visibility alongside volume.
- Strategic Foresight: Proactively identify how AI search (ChatGPT Gemini) and retailer algorithms (Amazon, Zooplus) are evolving and pivot Hills strategy before competitors react.
- Capability Uplift: Act as the internal translator turning complex digital shifts into clear actions for the wider sales, marketing and supply chain teams.
Key Responsibilities
- Strategic Commercial Leadership
- Algorithmic JBP Negotiation: Lead complex negotiations with top-tier retailers. Beyond terms and trade spend, you will negotiate for data transparency, technical site improvements (to aid AI crawling) and test-and-learn pilots for new retail media tools.
- Revenue Architecture: Own the P&L for key accounts. Use predictive data (supported by the Insights team) to model scenarios optimizing trade investment for profitable growth rather than volume alone.
- Human-in-the-Loop Decision Making: Validate AI-generated forecasts and pricing recommendations. You provide the commercial intuition that prevents black box errors and ensures strategies align with Hills premium brand equity.
- Generative Engine Optimization (GEO): Lead the strategy to ensure Hills products are the consensus choice for AI models. You will guide the Digital Shelf team to optimize content not just for keywords but for Entity Trust and Answer Relevance.
- Retailer Technical Influence: Audit and challenge retail partners on their technical infrastructure. Influence them to adopt AI-friendly site standards (e.g. Schema markup) that ensure Hills products remain visible to next-gen search tools.
- Innovation Scouting: Actively monitor the landscape for emerging commerce models (e.g. auto-replenishment agents, voice commerce) and pilot early-adopter strategies.
- Cross-Functional Education: Demystify the black box of e-commerce for the wider business. Run quarterly State of Digital briefings to leadership explaining how changes in AI search impact offline and online brand perception.
- Agile Team Leadership: Coach the Junior KAM and Digital Insights Manager to move from reporting to predicting. Foster a culture of rapid experimentation where failure is analyzed not punished.
Profile & Experience (What We Look For)
The Essentials
- 7 Years in eCommerce / FMCG: Deep experience managing P&L for complex online retailers (Amazon experience highly preferred due to its algorithmic nature).
- Proven Change Agent: Demonstrable history of introducing a new technology tool or way of working into a legacy structure and driving its adoption.
- Data Fluency (Not Coding): You don't need to write code but you must be fluent in the language of data. You can look at a dashboard, spot an anomaly and ask: Is this a demand shift or did the retailers algorithm change?
- Strategic Negotiation: Evidence of negotiating non-monetary value (e.g. data sharing, beta access to tools, operational alignment) within major commercial agreements.
The Thought Leader Differentiators
- Curiosity & Self-Learning: You are the person who reads about the latest Google Core Update or OpenAI release and immediately asks What does this mean for our dog food listings.
- Technical Empathy: Ability to speak with Product Managers and SEO technical teams at retailers understanding the basics of how their site architecture impacts sales.
- Analytical Storytelling: The ability to synthesize complex digital data points into a simple compelling 1-page business case for the General Manager.
Demonstrable Capabilities (Assessment Criteria)
- Algorithmic Intuition: Can you explain why a product dropped in ranking without blaming the market? Can you hypothesize technical vs. commercial causes?
- Ambiguity Navigation: When asked “How do we win on ChatGPT” you don't say I don't know. You say here is how we analyze the current output, here are the levers we think matter (reviews availability), and here is the test I would run next week.
- Commercial Creativity: Can you demonstrate a time you used data to unlock a deadlocked negotiation?
Our Commitment to Inclusion
Our journey begins with our people developing strong talent with diverse backgrounds and perspectives to best serve our consumers around the world and fostering an inclusive environment where everyone feels a true sense of belonging. We are dedicated to ensuring that each individual can be their authentic self, is treated with respect and is empowered by leadership to contribute meaningfully to our business.
Equal Opportunity Employer
Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, gender, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, veteran status (United States positions) or any other characteristic protected by law. Reasonable accommodation during the application process is available for persons with disabilities. Please complete this request form should you require accommodation.
Employment Type: Full Time
Experience: years
Vacancy: 1
Customer Development Manager, eComm employer: Colgate
Contact Detail:
Colgate Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Customer Development Manager, eComm
✨Tip Number 1
Network like a pro! Reach out to people in the industry, attend events, and connect on LinkedIn. You never know who might have the inside scoop on job openings or can put in a good word for you.
✨Tip Number 2
Prepare for interviews by researching the company and its culture. Understand their values and how they align with yours. This will help you stand out as someone who truly fits into their team.
✨Tip Number 3
Practice your pitch! Be ready to explain why you're the perfect fit for the role. Highlight your experience in eCommerce and how you can contribute to their digital strategy.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen. Plus, it shows you’re genuinely interested in joining the team at Colgate-Palmolive.
We think you need these skills to ace Customer Development Manager, eComm
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter for the Customer Development Manager role. Highlight your experience in eCommerce and FMCG, and show how your skills align with the job description. We want to see how you can bring value to our team!
Showcase Your Data Skills: Since data fluency is key for this role, don’t shy away from showcasing your analytical abilities. Include examples of how you've used data to drive decisions or improve performance in previous roles. We love a good story backed by numbers!
Be Creative in Your Approach: This position requires commercial creativity, so think outside the box! Share instances where you’ve successfully navigated complex negotiations or introduced innovative strategies. We’re looking for someone who can think on their feet and adapt to change.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way to ensure your application gets into the right hands. Plus, it shows us that you’re genuinely interested in joining our team at Colgate-Palmolive!
How to prepare for a job interview at Colgate
✨Know Your Numbers
Before the interview, brush up on your P&L management skills. Be ready to discuss specific figures and how you've driven profitable growth in previous roles. This will show that you understand the financial side of eCommerce and can contribute to the company's bottom line.
✨Stay Ahead of AI Trends
Familiarise yourself with the latest developments in AI and how they impact eCommerce. Prepare examples of how you've adapted strategies based on algorithm changes or new technologies. This will demonstrate your proactive approach and thought leadership in a rapidly evolving market.
✨Master the Art of Negotiation
Think of past negotiations where you secured non-monetary value, like data sharing or operational alignment. Be ready to share these stories during the interview, as this role requires strategic negotiation skills that go beyond just price.
✨Simplify Complex Data
Practice explaining complex digital data points in a straightforward manner. You might be asked to present a case study or scenario, so being able to distil information into a compelling narrative will showcase your analytical storytelling skills and make a strong impression.
