Marketplace Key Account Manager

About Gloria Jeans

Gloria Jeans is one of Russia's largest vertically integrated fast fashion retailers, with a network of 600+ stores across Russia, Kazakhstan, and Belarus. With a strong heritage in denim and accessible family fashion, the company serves over 100 million store visitors annually and is now headquartered in Dubai to support its next phase of international growth. As the business accelerates its digital transformation and GCC expansion, the Marketplace channel represents a strategic growth lever — both as a revenue stream and as a brand-building tool in new geographies.

Role Purpose

The Marketplace Key Account Manager is responsible for launching and scaling Gloria Jeans presence on third-party marketplace platforms across the GCC region. This role owns the full commercial relationship with marketplace partners, from initial setup and onboarding through to day-to-day trading, assortment management, and performance optimisation. This is a commercially driven role, sitting at the intersection of business development, merchandising, and digital trading. The KAM will be the primary point of contact for marketplace partners and will work cross-functionally with E-commerce, Merchandising, Marketing, and Logistics to ensure Gloria Jeans delivers a competitive and profitable offer on each platform.

Key Responsibilities

1. Marketplace Partnership Development

• Identify, evaluate, and onboard new marketplace partners across the GCC (e.g. Noon, Amazon.ae, Namshi, and emerging platforms)
• Lead end-to-end commercial negotiations: commission structures, traffic placements, exclusivity windows, co-marketing budgets, and service-level agreement
• Define the go-to-market strategy for each platform, including positioning, pricing logic, and launch sequencing
• Build strong, long-term relationships with marketplace key contacts — category managers, business development leads, and operational teams

2. Assortment & Merchandising

• Define and curate the product assortment for each marketplace, in alignment with the broader merchandising and inventory strategy
• Adapt the range by platform based on audience profile, platform category dynamics, and competitive benchmarking
• Ensure product listings are optimised — titles, descriptions, imagery, sizing guides, and attribute completeness
• Monitor sell-through and stock performance by SKU, feeding insights back into the assortment planning cycle
• Coordinate with the internal Merchandising team on stock allocation, replenishment, and clearance priorities per marketplace

3. Promotional Calendar & Commercial Plannig

• Own the promotional calendar for each marketplace partner, aligned with the Gloria Jeans master promotional calendar
• Plan and execute platform-specific campaigns: seasonal events, platform mega-sales (White Friday, Eid, Back to School, Singles Day), and brand moments
• Negotiate and secure premium placement, banner visibility, and editorial features during key trading windows
• Set promotional mechanics per platform (discount depth, bundle offers, exclusive drops) in coordination with the VP E-commerce and the pricing governance framework
• Track promotional ROI and feeding results into future calendar planning

4. Performance Management & Reporting

• Own the marketplace P&L: revenue (GMV and NSV), gross margin, commission costs, returns, and contribution profitability
• Set and track KPIs per platform: GMV, conversion rate, AOV, sell-through, traffic share, and return rate
• Deliver weekly and monthly trading reports to the VP E-commerce, highlighting performance vs. targets and action plans
• Analyse competitor presence on each platform and identify gap and growth opportunities

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5. Operations & Content Coordination

• Coordinate with Logistics and Customer Service to ensure fulfilment SLAs, returns processing, and marketplace compliance requirements are met
• Work with the Creative and Brand teams to produce marketplace-ready content (imagery, A+ content, brand store pages)
• Ensure product data feeds and catalogue updates are delivered accurately and on time.
• Manage operational escalations with marketplace partners and resolve issues affecting customer experience or trading performance

Experience

• 4–8 years of experience in marketplace management, key account management, or e-commerce trading
• tHands-on experience working with GCC marketplaces (Noon, Amazon.ae, Namshi, or similar) strongly preferred
• Background in fashion, apparel, or lifestyle retail preferred
• Experience owning a commercial P&L or budget, with accountability for margin and contribution metrics
• Track record of negotiating and managing commercial partnerships with marketplace platforms