Key Account Manager

KEY ACCOUNT MANAGER (E-COMMERCE CHANNEL)

Role Title Key Account Manager (E-Commerce Channel)

Location Mumbai

Reporting National E-commerce

Head AREAS OF RESPONSIBILITIES

1. Business Ownership & P&L Management

• Own the end-to-end P&L for assigned e-commerce accounts.

• Develop Joint Business Plans (JBPs) for each assigned platforms at Brand X SKUs X Listing at month level

• Drive GMV, NSV and contribution margins across platforms.

• Ensure alignment between topline growth and profitability targets.

2. Strategic Account Management

• Manage and strengthen relationships with key marketplaces (e.g., Amazon, Flipkart, Meesho, Shopsy, etc.).

• Lead Joint Business Planning (JBP) with platform partners.

• Drive assortment expansion, portfolio visibility and category share growth.

• Plan and execute platform-led campaigns, mega events and promotional calendars along with demand generation team

3. New Business Development

• Identify and onboard emerging e-commerce platforms and quick-commerce channels.

• Explore new growth levers such as exclusive launches, digital-first SKUs and bundled offerings by leveraging, analyzing and generating shopper insights

• Evaluate channel expansion opportunities across marketplaces and D2C collaborations.

4. Commercial & Negotiation Excellence

• Lead trade term negotiations, visibility investments and promotional spends.

• Optimize pricing strategy in alignment with company policy.

• Monitor ROI on investments.

5. Category & Data Analytics

• Track KPIs: sales velocity, fill rates, inventory turns, ROAS, discount depth and contribution margins.

• Analyze platform data to identify growth gaps and competitive insights.

• Drive corrective actions to improve conversion, search ranking and discoverability.

6. Cross-Functional Collaboration

• Partner with Marketing, Digital, Finance, Supply Chain and Demand Planning teams.

• Ensure strong inventory planning and service levels.

• Align on new launches, media spends and campaign readiness.

IDEAL CANDIDATE PROFILE

• 3–6 years of post-full time MBA (preferably from a top Tier B-school).

• Strong exposure to managing E-commerce / Online Marketplace accounts in FMCG / Consumer Healthcare / D2C brands.

• Proven track record of delivering revenue growth and margin expansion in digital channels.

• High ownership and accountability.

• Strong stakeholder management and influencing skills.

• Agility in fast-paced, growth-oriented environments.