Key Account Manager

Key Account Manager – Publisher Partnerships & Marketplace Growth

Suggested experience: 3–8 years • Existing online business

Role objective

Grow Repro's share of publisher sales on the online channels where Repro operates, by securing the right selection, commercial terms, availability and inventory productivity.

Key responsibilities

• Own relationships with a portfolio of existing publishers and act as their primary business contact.
• Onboard new titles and maintain a complete, saleable catalogue.
• Negotiate competitive discounts, exclusivities, promotional support and other commercial terms.
• Coordinate stock availability and replenishment to minimise out-of-stock losses.
• Identify slow-moving and non-performing inventory and arrange returns or stock rotation in line with agreed terms.
• Analyse channel-wise and title-wise sales, market share, availability and profitability.
• Develop account plans to increase Repro's share of the addressable business with each publisher.
• Coordinate with operations, inventory planning, marketplace teams and finance to resolve account issues.

Candidate profile

• Experience in key account management, publisher relations, e-commerce category management or institutional account management.
• Strong negotiation, relationship management and commercial analytical skills.
• Demonstrated ability to manage a large account portfolio and translate data into sales actions.
• Experience with books, publishing, FMCG, consumer goods or another inventory-led business is preferred.

KPIs

• Repro's share of addressable channel sales for managed publishers, targeting the agreed 30–70% range where commercially feasible.
• Publisher and title sales growth.
• In-stock rate and lost-sales reduction.
• Availability and depth of selection.
• Inventory ageing, returns and stock rotation.
• Contribution margin and compliance with negotiated terms.