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Online Trading Manager

  • Department: Online Trading
  • Location: Hammersmith
  • Job type: Full Time
  • Contract Type: Permanent
  • Job reference: VAC- 10026

The Online BMT team are responsible for three primary elements of; product, merchandising and trading operations. The principal objective is to develop, enhance and maintain as the ultimate destination for luxury fashion, beauty, food and gifting to drive the sales and margin success of the business.

BMT Managers work closely with the store buying teams, the brands directly and all online marketing, creative, studio production and copy teams to deliver a timely, edited and effectively targeted offer.

Understanding of the customer base, competitive market and seasonal fashion trends are critical to this role. Equally, an ability to analyse sales performance and site trading metrics, alongside an understanding of online user experience and customer journey are essential.

Passion for ecommerce and the luxury-end of the fashion, beauty, food and gifting market and a strong commercial & business acumen are the inherent qualities we are looking for.

2.        Principal Accountabilities


  • Brand & Product Mix Development: delivering an optimised mix relative to our core target customer segments and the business’ outline trading strategy and objectives. Ensuring that a credible offer is presented for each brand relative to customer opportunity and the competitive environment.
  • Brand Management & Relationship: introducing new brands to the site, maintaining existing relationships, working on online range development, liaising on brand share and campaign activity, sourcing content & collateral, negotiating exclusives, launches etc.
  • Store Buying Team: building close working relationship with the store buying team to understand wider trading strategy, ensure early buy visibility, to optimise the online edit, benefit from existing brand relations, and improve studio production through delivery schedule info sharing
  • Online Product Selection: complete seasonal selection edits for each brand/BMC, in-line with merchandise planning , target range mix and online trading strategy
  • Product Management: ensure all items are efficiently processed through studio production in-line with seasonal option budgeting, influence styling of product within studio process, optimise cross-selling opportunity, review product performance relative to item conversion, productivity and ROI
  • Creative & Marketing: provide product and brand recommendations for all creative, promotional and marketing campaign activities


  • Sales & Margin Budgeting:  completing annual and seasonal,  bottom up budgeting for sales and margin targets, at BMC and brand level; examining growth opportunities from newness, product mix development, site trading improvements and marketing traffic growth
  • Range Mix Development: developing detailed range plans, in-line with overriding trading strategy for the business,  to achieve sales and margin targets and identifying a clear roadmap for achieving these plans, with regard to brand and product mix development
  • Sales & Margin Reporting: weekly and monthly reporting on sales and margin performance, reviewing successes, weaknesses and issues to deliver clear trading actions and objectives
  • In-Season Management: utilise forward forecasting tools to continually assess actual performance against plan and project anticipated trade relative to season-to-date patterns


  • Customer Experience: optimisation of the customer journey and user experience, challenging and testing navigation, display and browsing functionality to maximise product visibility and sales performance, liaising with customer service to ensure all feedback is utilised
  • Content Management:  work with creative and content teams to deliver  inspirational content, plan and influence HP/LP treatments, source brand campaign imagery for use in promotional frames across the site, optimise brand directory and pages
  • Online Selling & Merchandising: execution of all merchandising techniques to drive trade, including performance-based retail merchandising, visual merchandising, link/cross-sell merchandising and behavioural merchandising, optimisation and maintenance of selling and promotional messaging across the site, creation and updating of site features such as inspiration, trends and boutiques
  • Item & List Maintenance: managing resources within the team to ensure the timely publishing of all items, maintenance of key data (price, colour, sizing, content), set up and maintenance of all product attributes to enhance the customers’ ability to get-to-product,  minimisation of returns and out of stocks, sale preparation and delivery
  • Site Analytics & Search: optimisation of content and item data to enhance search results, regular analysis of key site metrics to establish actionable insights for improving trade (see KPI section below)
  • Competition: continuous review of competitor and industry best-practice activities


  • Visitor Targets: convert sale targets into required visitor numbers at BMC and brand level to assist marketing in creating more targeted campaigns
  • Seasonal Planning: contribute to the forward trade calendar with regards to brand and product launches, exclusives and events and external brand campaign activities
  • PR: work closely and regularly with the store PR team to maximise brand and product exposure (online & offline)
  • SEO/PPC: regularly update the SEO/PPC team with regards to new brands, products and all associated keywords, ensure they are alerted to all browsing and navigational changes, liaise with them on any special projects to make sure SEO is delivered
  • Email: input into the seasonal email campaign planning process and provide the latest product and brand guidance when each campaign is being developed
  • Brand Share, Events & Social Media: help develop ideas and briefs for specific promotional activities, maintain regular dialogue with all brands on brand share opportunities
  • Affiliates and Banner Campaigns: assist in the development of display ads


  • Leadership & Teamwork: managing your own team (where applicable), working with other BMT managers on cross-divisional or pan-site projects and ensuring clear communication with the Head of Online of all key operational and strategic activities
  • Cross Functional Input & Influence:  liaise and building relationships with colleagues at every level across Marketing, Creative, Content, IT and Production to ensure all activities drive sales and margin performance

3.        General Requirements

  • A complete customer focus in all strategic & operational activities
  • A genuine passion for product and a desire to deliver an offer well matched to our target market
  • A natural and in-built sense of responsibility for your work and commitment to your role
  • 3-5 years’ experience in an ecommerce merchandising/ buying role, ideally within a multi-brand environment and preferably within the luxury sector.
  • Dedication to daily operational tasks and problem solving, whilst also managing longer-term strategic planning & development
  • Highly numerate, with excellent planning & analytical capabilities
  • A willingness to consider alternative opinions, shrewd and balanced judgement
  • Confident in making decisions and accepting accountability for actions
  • Excellent team working, communication and people management skills, under-pinned by a positive and productive attitude
  • Exceptionally organised, methodical, efficient & reliable.
  • Proven ability to work under pressure to stringent deadlines in a calm and composed manner.
  • Self-motivated & enthusiastic, with an entrepreneurial spirit to help a dynamic & rapidly growing business
  • Experience working with online content managements systems and merchandising tools
  • Strong computer literacy; advanced Excel knowledge essential.
  • Graduate level education (or equivalent)
  • A sense of humour, a personable, human touch and a natural enjoyment for the work you do.

4.        Key Performance Indicators (KPI’s)

  • Weekly & Monthly Reports: strengths, weaknesses, issues, actions & results
  • Analysis of Key Site Metrics
  • Annual Budgeting & Planning
  • Sales & Margin Performance (vs. Budget & LY.)
  • New Brands Launched and Brand/Range Mix Development
  • Option Production Budget
  • High-Level KPI’s include:
  • Conversion Rates, ASP & AOV
  • Options Viewed - Get to Product (GTP), Options Viewed
  • Get-to Basket & Options Sold
  • Option Productivity Performance & ROI
  • Zero Sales Options
  • Brands Viewed & Sold
  • Cross-Sells: Provision, Clicks & Conversion
  • Returns & Out of Stocks

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