Key Account Manager

Reputed company; Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Reputed company is seeking a Key Account Manager for its e-commerce channel in Mumbai. The ideal candidate will manage P&L, develop strategic plans, and strengthen marketplace relationships. They should have 3-6 years of MBA experience and a strong background in driving digital revenue growth.

Responsibilities include business ownership, category analytics, and cross-functional collaboration with marketing and supply chain teams. This role offers a dynamic work environment focused on online marketplace strategies and revenue enhancement.

Qualifications

• 3–6 years of post-full time MBA experience.
• Experience managing E-commerce accounts in FMCG or D2C brands.
• Proven track record in digital channel growth.

Responsibilities

• Own end-to-end P&L for e-commerce accounts.
• Manage relationships with key marketplaces.
• Identify new e-commerce platforms for business development.

Skills

Stakeholder management

Agility in fast-paced environments

P&L Management

Data analytics

Education

MBA from a top Tier B-school

Job description

KEY ACCOUNT MANAGER (E-COMMERCE CHANNEL)

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.
   • Lead trade term negotiations, visibility investments and promotional spends.
   • Optimize pricing strategy in alignment with company policy.
4. 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.
5. 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.