Director, Key Account Management (Coupang Eats)

Company introduction

Coupang Eats began with food delivery and has expanded into grocery shopping and retail, creating new experiences that make customers' everyday lives more convenient. Driven by constant thinking about how to offer customers a better experience, we take on challenges and are leading changes in new services and categories.

Coupang Eats gives greater roles and responsibilities to members who have created opportunities and delivered results on their own. You can turn your ideas into action, build greater opportunities through results, and experience the sense of achievement of directly driving business growth.

If you want to grow together with specialists in each field through greater challenges, join Coupang Eats now.

Role introduction

The Coupang Eats KAM (Key Account Management) organisation builds brand growth and sustained GMV growth for Coupang Eats through strategic partnerships with major domestic Enterprise F&B brands.

The Director, Key Account Management leads Strategic Partnerships with major Enterprise brands and identifies and executes growth opportunities and key Initiatives based on a deep understanding of the brand's Business Performance and the market. As a Strategic Partner who discusses medium- to long-term Business Agenda with brand C-level executives, the role also leads 2 KAM Units and strengthens the Account Management and Consultative Selling capabilities of Team Leads and AMs.

Responsibilities

• Build strategic partnerships with major domestic Enterprise F&B brands and strengthen long-term relationships with key Stakeholders, including C-level executives
• Structurally analyse brands' Business Performance and market and competitive environments to identify Growth Opportunities, and propose and execute key Strategic Initiatives
• Align with brands on medium- to long-term Business Agenda through Account Planning and Joint Business Planning (JBP), and connect the Partnership to concrete execution plans
• Plan and execute Tailored Growth Solutions for each brand, leveraging various Growth Levers such as CRM, Promotion, Ads and New Menu
• Manage the goals and performance of 2 KAM Units and coach Team Leads and AMs on Account Management and Consultative Selling capabilities
• Align Cross-functional organisations such as Product, Marketing, Ads, Operations and Data to lead End-to-End execution of key Growth Initiatives

Requirements

• Bachelor's degree or higher
• 12+ years of experience in Enterprise Sales, Key Account Management, Business Development, Strategy or related fields
• Experience building strategic partnerships with large B2B/Enterprise customers and managing long-term Business Relationships
• Experience structuring complex Business Problems and identifying Growth Opportunities and actionable Initiatives based on data and market information
• Executive Communication skills to discuss and influence strategic Agendas with Enterprise customers' C-level/Senior Executives
• Experience leading a Sales or Account Management organisation and coaching Managers and Senior AMs
• Experience aligning diverse Stakeholders to execute complex Business Initiatives End-to-End
• Experience delivering Business Results in a KPI-driven, performance-focused organisation

Preferred qualifications

• Experience in Strategy Consulting or In-house Strategy, or equivalent Structured Problem Solving and Consultative Selling experience
• Experience in F&B, restaurant franchises, Consumer Brands or Retail industries
• Experience in Food Delivery, Marketplace, O2O or Platform Business
• Partnership experience or network with major domestic restaurant brands and franchise headquarters
• Experience leading Enterprise Sales, Strategic Partnerships or Key Account Management organisations
• Experience in Joint Business Planning (JBP) or Strategic Account Planning
• Experience creating customers' Business Growth using various Growth Levers such as CRM, Promotion, Advertising and Product Collaboration
• Experience in data-driven decision-making and improving Business Performance

Selection process and important information

• Selection process
  • Document screening - Role fit interview - Core competency interview - Final decision
  • The selection process may differ by role and may change depending on schedule and circumstances.
  • Selection schedule and results will be notified individually to the email registered on your application.
• Notes
  • This posting may close early once recruitment is complete.
  • If there is any false information in the application, the offer may be cancelled.
  • Employment protection targets (veterans, persons with disabilities, etc.) may receive preferential hiring treatment in accordance with relevant laws.
  • Job level and scope of responsibilities may be changed in consideration of the candidate's overall career and experience. If such a change is necessary, the candidate will be contacted at an appropriate time before the final offer notification.
  • Hiring may be restricted if legally required qualifications for hiring and performing the work are not met.
  • Employment is permanent, including a probation period of 12 weeks. However, where required for business reasons, the above probation period may be not applied, or may be shortened or extended. 

Privacy policy 

• Coupang Group collects and processes your personal data in accordance with its Privacy Policy for job applicants (link below). https://www.coupang.jobs/kr/privacy-policy/

Document return policy 

1. This notice is provided pursuant to Article 11(6) of the Act on Fair Hiring Procedures.
2. Applicants who have not been finally selected may request the return of the hiring documents submitted in accordance with the Act on Fair Hiring Procedures. However, this does not apply to documents submitted via the website or email, or documents voluntarily submitted without the company's request, and documents lost due to natural disasters or other causes not attributable to the company are deemed returned.
3. Applicants requesting return of hiring documents under paragraph 2 above shall complete the return request form [Form No. 3 of the Enforcement Rules of the Act on Fair Hiring Procedures] and submit it by email to ([contact details removed]). Once submission is confirmed, the documents will be sent by registered post to the designated address within 14 days of confirmation. In this case, the registered postage is payable by the recipient, so please note this.
4. To prepare for return requests under paragraph 2 above, the company will retain the original hiring documents submitted by applicants for 180 days from the date the hiring decision is confirmed. If return is not requested by then, all hiring documents will be destroyed without delay in accordance with the Personal Information Protection Act.
5. However, paragraphs 1 to 4 above apply only where the labour laws of the Republic of Korea apply. They do not apply otherwise.