Key Account Manager
Job Description
Role Objective:
The KAM eCommerce drives the strategic growth, profitability, and operational excellence of the brand across all national digital marketplaces and quick-commerce platforms. You will act as the primary bridge between the brand’s internal teams (Marketing, Supply Chain, Finance) and the external category managers at major e-tailers.
KEY RESPONSIBILITIES
Strategic Account Management
Joint Business Planning (JBP): Lead the development and execution of annual and quarterly growth plans with key partners (e.g., Nykaa, Swiggy).
Relationship Management: Maintain high-level relationships with Platform Category Managers to ensure the brand receives "preferred partner" status for new launches and flagship events.
Market Share Growth: Identify white-space opportunities and optimize product assortments to gain category share.
Sales & P&L Ownership
Revenue Targets: Take full ownership of Top-line (GMV) and Bottom-line (Net Sales) targets.
Budgeting: Manage the Trade Marketing Spend (TMS) and Performance Marketing budgets to ensure a healthy Return on Ad Spend (ROAS).
Pricing & Promotions: Design and execute pricing strategies, discount structures, and promotional calendars (e.g., Prime Day, Big Billion Days).
Digital Shelf & Operational Excellence
Content Strategy: Oversee the "Digital Shelf"—ensuring A+ content, high-quality imagery, and SEO-optimized listings are consistent across all platforms.
Supply Chain Coordination: Partner with logistics teams to maintain a 95%+ Fill Rate, manage inventory forecasting, and minimize "Out of Stock" (OOS) occurrences.
Account Health: Monitor seller ratings, customer feedback, and return rates to protect brand reputation.
Data Analytics & Insights
Analyze weekly performance reports to track KPIs like Conversion Rate, Average Order Value (AOV), and Customer Acquisition Cost (CAC).
Monitor competitor activity and pricing trends to pivot strategies in real-time.
Stakeholder Engagement
Coordinate with cross-functional teams such as Marketing, Finance, and Supply Chain to execute sales and ensure organisational objectives are met
Collaborate to expand distribution network and monitor retailing and merchandising activities
Build relationships with local distribution partners to support their business and gradually enhance infrastructure parameters
STAKEHOLDER INTERACTION
Type of Interaction: Internal
Interaction with: Head of Marketing Compliance and Strategic Buying; All Functions in HO and Plants; Internal Team.
Nature of Interaction: Provide updates and seek resolutions within the function. Coordinate joint tasks, collaborate across HO and plants, provide insights, and influence cross-functional outcomes. Routine communication regarding work tasks and independent project execution.
Type of Interaction: External
Interaction with: Agents, Vendors, Customers, Consultants, and Industry Peers.
Nature of Interaction: Negotiating contracts, seeking information, providing instructions/feedback, resolving queries, and professional networking.
People and Culture
Promote and embody the USV Credo
Cultivate a positive and inclusive team culture that encourages collaboration and transparent communication
Guide the development of the function’s workforce and recruitment plans
Foster a culture of meritocracy through periodic performance reviews of direct and indirect reportees, providing constructive feedback and recognition
Oversee regular training to ensure the team has the latest knowledge and skills to excel and drive the organisation forward
Identify high-potential candidates in consultation with the Head General Trade and groom them to take up the next role
Guide reports on operational, financial, and people matters, offering advice to overcome challenges, optimise performance to achieve sales
JOB REQUIREMENTS
Professional Experience and Relevant Skills
Education MBA or Master’s in Marketing, Business, or a related field.
4–8 years in eCommerce Key Account Management (KAM), preferably in FMCG, Consumer, or D2C.
Technical Proficiency in Amazon Vendor/Seller Central, Flipkart Commerce Hub, and MS Excel (VLOOKUPs, Pivot Tables).
Strong negotiation skills, data-driven storytelling, and the ability to work in a high-pressure, fast-paced environment.
Academic Qualifications & Certifications
Educational Qualification: Bachelor’s Degree in Business, Marketing or a related field, with a preference for a Master of Business Administration in Sales and Marketing from a premier Business School