eComm Marketplace Pureplay National Account Manager

STADA UK Thornton & Ross is expanding its eCommerce footprint and is looking for an eCommerce Marketplace Pureplay National Account Manager. The role sits within the STADA Group family, a global healthcare company dedicated to Caring for People’s Health as a Trusted Partner. Thornton & Ross employs more than 700 people and lives by the values of Integrity, Entrepreneurship, Agility and One STADA. If you value an open culture where your individuality matters, this could be a strong match.

The eCommerce Marketplace Pureplay National Account Manager is a growth-driven commercial role focused on STADA UK Consumer Health’s marketplace and pureplay channels, including TikTok Shop, Ocado and other pureplay partners, with an ambition to build a robust third‑party marketplace business. You’ll work with the Head of eCommerce to build a business case for direct 3P marketplace selling and, once approved, take ownership of setting up and running it, from seller accounts and listings to pricing, fulfilment and the P&L. You’ll also act as the TikTok Shop business manager, collaborating with Brand teams on content and creator strategy. This is a hands‑on, high‑visibility position for someone who wants to create a channel, not just manage one. The role is based in Great Britain, onsite with field-based elements, and includes travel to Reading HQ as needed.

Shaping the growth path on marketplaces and pureplays

You’ll contribute to a clear marketplace strategy and actively develop the business, including evaluating whether to operate direct versus partner-led models, negotiating terms and onboarding new partners. You’ll assess a range of potential marketplaces beyond the current scope, think platforms like eBay, OnBuy, Boots or Superdrug, plus subscription or quick‑commerce formats, and work toward well-defined activation plans. In addition, you’ll partner with the Amazon Senior NAM to compare performance between partner-led and potential direct 3P approaches and to size the prize of new opportunities.

On the day-to-day, you’ll set up and grow seller accounts on approved marketplaces, own account health and compliance, and manage catalogues at scale with careful attention to attributes, variations and category mapping. You’ll decide on fulfilment models to balance service levels against cost and margin, and you’ll be responsible for the unit economics of the marketplace, covering commissions, fulfilment and advertising costs and ensuring price integrity and brand control across channels. You’ll also run self-serve marketplace advertising with a focus on ROAS and contribution.

For TikTok Shop, you’ll act as the business manager, owning the shop and account health, listings, pricing, stock and fulfilment, plus the channel P&L (GMV, margin, contribution). You’ll define the commercial plan, including range, pricing and promotions, and align with Brand teams on content and LIVE events. You’ll manage the agency relationship commercially and own advertising and affiliate budgets, with accountability for ROAS and contribution while ensuring compliance with platform policies and healthcare advertising regulations in collaboration with Brand, Regulatory and Medical teams.

As for Ocado and other pureplay accounts, you’ll hold the commercial relationship and P&L, delivering NSV, margin, share and efficient investment in line with targets. You’ll create and execute joint business plans that set growth levers, distribution priorities and activation calendars, define assortment and pricing by platform within brand guardrails, and balance promotional activity with long-term brand health. You’ll work to maximise Ocado retail media and onsite activation, with post-event ROI reviews and robust forecasts in collaboration with Supply Chain and Customer Service to keep availability high and waste low.

You’ll also drive product presence, content and activation by coordinating with the eComm Content Designer to ensure best-in-class PDPs and imagery, shaping how STADA brands appear on each platform, and partnering with Omnichannel eActivation and Marketing to deliver customer-specific activation that drives trial and loyalty. You’ll continually review platform execution to identify gaps or incremental opportunities and ensure plans go live as intended.

Insight plays a central role, too. You’ll use internal reports, marketplace dashboards, Power BI and digital shelf analytics to size growth opportunities by brand, customer and SKU, build a pipeline of new opportunities, and design commercial tests and pilots to prove what works before scaling. After promotions or events, you’ll quantify ROI and use the learnings to strengthen future partner proposals, feeding customer, shopper and competitive insights back into brand and eCommerce strategy to uncover white spaces and new formats.

Cross‑functional collaboration is essential. You’ll work with the Amazon Senior NAM and the broader eCommerce team to maintain a coherent online channel strategy, while partnering with CHC Marketing, Omnichannel eActivation, Regulatory, Supply Chain, Finance and Customer Service to deliver strong execution and service. You’ll represent marketplaces and pureplay as strategic growth channels in internal forums to ensure their needs and opportunities are visible in brand planning, innovation and media decisions.

Must‑have experience and capabilities

• Direct, hands‑on experience running a brand’s business on third‑party marketplaces (for example Amazon Seller Central, eBay, OnBuy or Mirakl marketplaces), with full ownership of seller accounts and the P&L
• A solid grasp of 3P economics, fees, fulfilment, advertising spend and contribution margin, and a track record building business cases for marketplace channels
• Strong commercial sense with a clear understanding of pricing, terms, how to evaluate promotions and what drives profitability
• An entrepreneurial mindset: comfortable with ambiguity, eager to build something new and proactive in seeking and testing opportunities
• Experience using eCommerce data and dashboards (marketplace portals, Power BI, digital shelf tools) to translate insights into prioritized actions
• Excellent relationship-building, negotiation and influencing skills, able to work credibly with colleagues and customers at multiple levels
• Highly organized and resilient, able to thrive in a fast‑moving, entrepreneurial environment where not everything is predefined

Desirable extras that help

• Pureplay or grocery account management experience (Ocado ideal), including JBPs, forecasting and retail media
• TikTok Shop or social commerce experience, including managing agencies and close collaboration with Brand and content teams
• Familiarity with marketplace or channel tools such as Mirakl, Linnworks or ChannelAdvisor
• Background in Consumer Healthcare, beauty or VMS, with awareness of advertising and listing compliance
• Understanding of how content, search, onsite media and user experience influence performance on marketplaces and pureplay sites

Your package and practicalities

The role sits in Great Britain and is onsite, with field-based elements and travel to Reading HQ as needed. It’s a full-time, permanent position within a company that prioritises growth in eCommerce and marketplace channels. The compensation package includes a competitive salary, a car allowance and an annual bonus scheme. The pension option is a Salary Sacrifice Plan offering 8% employer contribution. You’ll also receive 25 days of annual leave plus bank holidays, with the option to buy up to five additional days. Additional benefits include a free winter flu jab, wellbeing support through an employee assistance programme and KYAN Wellbeing, an Electric Car Scheme via Octopus Energy, a Cycle to Work scheme, enhanced family leave, and other employee benefits and celebration events. STADA Group emphasizes an inclusive, diverse culture and equal opportunity employment.

Tips to stand out in this role

Lead your resume with direct 3P marketplace ownership and P&L responsibility, listing the platforms you managed and the scale of the impact you delivered.

Back up must‑have skills with concrete, quantified examples. Describe times when you built a channel business case, detailing the components (fees, fulfilment, ad spend, margins) and the outcome.

Be ready to discuss a real-world plan in interviews: how you’d decide between direct versus partner-led 3P, how you’d structure a rollout, and how you’d measure success with clear milestones and ROIs.

Ask about the size of the prize for 3P expansion and what success looks like in the first 12 to 18 months. A smart question tied to the job’s focus on direct 3P and 3P channel growth will show you’re thinking about impact from day one.