Head of Marketplace Trading & Performance
OM Search Consultants LTD
Head of Marketplace Trading & Performance
Milton Keynes
Full‑time
Permanent
£50,000–£55,000
A fast‑growing E‑commerce organisation specialising in consumer products, online marketplaces and a dedicated D2C website.
The business partners with globally recognised brands delivering high‑quality products directly to customers.
This senior role leads the full commercial, operational, and account‑health performance of all online marketplaces within the assigned region.
You will act as the single accountable owner of marketplace results, directing a multi‑disciplinary team and holding responsibility for P&L delivery, trading strategy, demand planning, PPC performance, and partner relationship management.
Leading a team, you will report directly to the Senior Leadership team, with end‑to‑end accountability for marketplace outcomes.
Key Accountabilities
Commercial Ownership & P&L Delivery
• Deliver revenue, margin, and contribution targets for all online marketplaces.
• Manage performance vs budget and forecast, driving corrective actions where required.
• Control margin levers including pricing, promotions, fees, PPC efficiency, fulfilment, and storage.
• Ensure trading decisions are commercially justified with clear profit and stock impact.
• Partner with Finance to support re-forecasting and performance explanation.
Marketplace Ownership & Relationship Management
• Act as the single accountable owner for online marketplace performance.
• Lead all operational, commercial, and strategic interactions with marketplace partners.
• Manage escalations, issue resolution, and performance reviews.
• Evaluate and drive participation in partner programmes that deliver commercial value.
Account Health & Risk Management
• Protect account health across all marketplaces.
• Set standards for compliance, operational discipline, and risk control.
• Monitor policy adherence, performance metrics, and risk indicators.
• Lead responses to warnings, investigations, or suspensions.
• Ensure corrective actions are implemented and sustained.
Demand Planning Leadership
• Direct demand planning, forecasting, and replenishment priorities.
• Define stock allocation across marketplaces.
• Own sell‑through targets and exit strategies for slow‑moving stock.
• Manage risks relating to shortages, excess inventory, and aged stock.
• Take accountability for commercial outcomes of demand decisions.
Trading, Pricing & Promotions
• Own marketplace trading strategy and execution.
• Direct Category Managers on range strategy and SKU‑level performance.
• Set pricing strategies aligned to margin and competitive positioning.
• Approve promotions, deals, and discounting activity.
• Take decisive action on underperforming SKUs.
PPC & Traffic Performance
• Own PPC strategy, execution, and commercial outcomes.
• Set targets for PPC Executives and ensure spend is ROI‑driven and stock‑aware.
• Optimise TACoS, ACOS, conversion rates, and organic/paid balance.
• Scale, pause, or redirect spend based on performance and inventory.
Catalogue, Content & Listing Standards
• Set standards for listing quality, content accuracy, and brand presentation.
• Direct Copywriter and Listings Uploaders on priorities and execution.
• Ensure catalogue structure supports discoverability, conversion, and compliance.
• Oversee new product launches and listing readiness.
Cross‑Functional Leadership
• Drive execution across PPC, Supply Chain, Compliance, Finance, and Operations.
• Set clear priorities, actions, and deadlines for marketplace initiatives.
• Escalate risks early and ensure follow‑through on agreed actions.
Reporting & Insight
• Own weekly trading updates and monthly performance reviews.
• Analyse revenue, margin, PPC, and stock health performance.
• Direct the Commercial Analyst on insight generation.
• Translate insight into clear decisions and actions.
Compliance & Operational Readiness
• Ensure products are compliant, upon arrival.
• Prevent blocked inventory or listing suspensions through proactive control.
• Maintain operational readiness for peak and seasonal trading.
Requirements
• Online marketplace expertise
• Strong commercial acumen and P&L ownership
• Advanced analytical capability
• Proven leadership of cross‑functional teams
• Strong relationship management skills
• Demand planning and inventory management experience
• Operational and compliance awareness
• Strategic thinking with commercial pragmatism
• Excellent communication skills
• High resilience and problem‑solving capability
Benefits
• Employee Assistance Programme
• Well‑being initiatives
• Pension
• Private medical insurance
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