Key Account Manager — Q-Commerce (Ambient+Frozen)-PL

Iassess Consultants; Bengaluru; On-site; INR 6,000,000 - 9,000,000; Full time

Job summary

Iassess Consultants is seeking a hands-on National Ambient Q-Commerce Key Accounts Manager in Bengaluru to own end-to-end sales growth, availability, listings, pricing integrity, promotions, and dark store expansion across major platforms.

This is a high-ownership operator role with a daily rhythm of dashboards, OOS reviews, platform liaison, weekly business reviews, and monthly JBP engagements, backed by a Supply Chain & Fill Rate Executive to manage stock pipelines.

Qualifications

• 6–8 years in FMCG/food & beverage sales with 2+ years directly managing Q-Commerce or e-commerce key accounts.
• Demonstrated ownership of a platform P&L or large account with measurable growth.
• Fluent with platform seller portals, promotion mechanics, and listing processes.
• Strong Excel skills and dashboards experience (Power BI).
• Excellent negotiation skills with platform teams.

Responsibilities

• Own national ambient sales targets by platform and city; reconcile primary vs. secondary sales weekly.
• Lead terms discussions, visibility packages, and Joint Business Planning with aggregator central teams.
• Manage daily availability using platform dashboards and root-cause analyses for OOS.
• Own the national promotion calendar and post-promo ROI analysis.
• Drive dark store expansion and cold-chain aware frozen category planning.
• Publish daily EOD reports and participate in weekly regional calls.

Skills

Advanced Excel

Power BI

GobbleCube

Platform analytics

Negotiation

Ownership mindset

Education

MBA preferred

Graduate degree

Tools

Power BI

GobbleCube

Job description

The Role

This person owns the national ambient Q-Commerce business end-to-end: sales growth, availability, listings, pricing integrity, promotions, dark store expansion, and the relationship with every aggregator central team (Blinkit, Zepto, Swiggy Instamart, BigBasket, Flipkart Minutes, Amazon Fresh). It is a single-point-of-ownership role — nothing that affects an ambient SKU on a Q-Commerce platform happens without this person’s knowledge.

This is a hands-on operator role, not a coordination role. The KAM runs a daily operating rhythm: morning dashboard and availability reviews, a daily OOS register, daily contact with platform central teams, weekly business reviews, and monthly JBP-level engagement — supported by a dedicated Supply Chain & Fill Rate Executive who owns the stock pipeline.

Key Responsibilities

• Own national ambient sales targets by platform and city; reconcile primary vs. secondary sales weekly.
• Act as the single commercial contact for aggregator central category teams; lead terms discussions, visibility packages, and Joint Business Planning.
• Run daily availability management: platform dashboards and analytics (GobbleCube) reviewed every morning; every OOS root-caused and assigned same day.
• Own the national promotion calendar: planning, funding, go-live execution audit, and post-promo ROI within 7 days.
• Drive weighted distribution and dark store expansion: priority assortment live in every serviceable dark store, new stores covered within 14 days.
• Own listings and NPD: new launches live within platform lead times; zero listing errors pending beyond 7 days.
• Submit rolling 8-week SKU × platform × city forecasts; forecast accuracy is a scored KPI.
• Publish a daily EOD business report; run weekly regional execution calls with field sales and monthly business reviews with management.
• Own national frozen sales targets by platform and city; build and execute the city-by-city expansion roadmap, gated on cold chain and freezer capacity.
• Act as the single commercial contact for platform central teams on frozen — including the platform’s cold chain / frozen infrastructure owners; negotiate DC freezer slotting and dark store freezer allocation.
• Run daily frozen availability management with cold chain verification: reefer dispatch confirmations, temperature logs, DC rejections root-caused within 24 hours.
• Track and elevate frozen storage capacity before it blocks the business (escalation trigger at 85% utilization).
• Optimize frozen assortment on velocity-per-freezer-space discipline; coordinate freezer deployment with platforms and trade marketing.
• Own the frozen promotional calendar — every promo pre-cleared against stock cover, shelf life, and freezer capacity.
• Manage frozen inventory health jointly with the supply chain function: FEFO, ageing alerts, and liquidation before expiry risk crystallizes.
• Publish a daily EOD frozen report including cold chain exceptions; run weekly capacity and inventory health reviews.

Must-Have

• 6-8 years in FMCG / food & beverage sales, with 2+ years directly managing Q-Commerce or e-commerce key accounts (Blinkit, Zepto, Instamart, BigBasket, Amazon, Flipkart) from the brand or distributor side.
• Demonstrated ownership of a platform P&L or account book of meaningful scale (₹1 Cr+/month preferred), with quantified results in growth, availability, or share.
• Working fluency with platform seller/brand portals, promotion mechanics, and listing/catalogue processes.
• Strong analytical toolkit: advanced Excel; comfortable living in dashboards daily (Power BI / GobbleCube / platform analytics).
• Negotiation experience with aggregator category teams — can point to specific commercial outcomes secured.
• High-ownership operator: comfortable with a disciplined daily rhythm, EOD reporting, and being personally accountable for a national number.
• 6–8 years in FMCG / food sales with meaningful frozen, chilled, dairy, ice cream, or QSR-supply category experience — the candidate must genuinely understand cold chain, not just have listed frozen SKUs.
• 2+ years managing Q-Commerce or e-commerce key accounts (Blinkit, Zepto, Instamart, BigBasket, Amazon, Flipkart) from the brand or distributor side.
• Hands-on familiarity with reefer logistics, DC inwarding for temperature-controlled goods, rejections handling, and FEFO/shelf-life management.
• Strong analytical toolkit: advanced Excel; daily dashboard discipline (Power BI / platform analytics).
• Quantified track record: an availability, rejection-rate, write-off, or growth number they personally moved in a cold chain category.

Preferred

• Experience in food categories (instant noodles, snacking, beverages, Korean/Asian foods a plus).
• Exposure to JBP processes and quarterly/annual terms negotiations with Q-Commerce platforms.
• Prior work in a founder-led or high-growth distribution environment; bias for building systems, not just running them.
• Graduate degree required; MBA preferred but strong operators without one will absolutely be considered.
• Experience launching frozen/chilled products into new cities or new platforms, including infrastructure negotiation.
• Background at frozen-strong companies (ice cream, frozen snacks, frozen ready-to-eat, dairy) with Q-Commerce exposure.
• Familiarity with freezer asset deployment programs and asset tracking.
• Graduate degree required; MBA or supply chain qualification a plus.