Key Accounts Manager - Ecommerce

Mamaearth; Gurugram District; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Mamaearth is seeking a Senior Marketplace Operations Manager to lead end-to-end e-commerce activities across Amazon, Flipkart, Nykaa and other platforms. You will own P&L, plan revenue, and optimize margins while coordinating with supply chain, marketing and finance teams.

You will monitor performance, implement promotions, and drive stock health, catalog accuracy and pricing strategies to sustain growth and brand visibility.

Qualifications

• Bachelor's degree in Business Administration, Commerce, Marketing or a related field. MBA preferred.
• 36 years of experience in e-commerce account management, marketplace operations or online business management.
• Experience managing platforms such as Amazon, Flipkart, Myntra and other leading e-commerce marketplaces.
• Experience in beauty, personal care, skincare, cosmetics or relevant D2C categories is an advantage.
• Strong understanding of P&L management, profitability analysis, contribution margins and commercial planning.
• Hands-on experience in marketplace operations, sales planning, demand forecasting and inventory management.
• Understanding of marketplace commissions, discount structures, promotional spends and pricing strategies.
• Experience managing marketplace campaigns, sale events, product launches and catalogue operations.
• Proficiency in MS Excel, data analysis, sales reporting and business dashboards.
• Strong analytical skills and commercial acumen.
• Excellent communication, negotiation, stakeholder management and cross-functional coordination skills.
• Ability to manage multiple priorities while driving business growth and maintaining account profitability.

Responsibilities

• Manage end-to-end business operations and account growth across e-commerce marketplaces such as Amazon, Flipkart, Nykaa and other online platforms.
• Drive monthly, quarterly and annual sales targets to ensure consistent business growth.
• Own account-level P&L, revenue planning, contribution margins and profitability.
• Monitor gross margins, platform commissions, discounts, promotional spends, returns and operational costs.
• Identify opportunities to improve profitability, optimize costs and drive sustainable growth.
• Manage day-to-day marketplace operations, including catalogue management, product listings, pricing and content accuracy.
• Develop sales plans, demand forecasts and inventory replenishment strategies in coordination with supply chain teams.
• Monitor SKU-level performance, stock availability, sell-through, stock-outs and inventory health.
• Plan and execute marketplace promotions, seasonal sales, brand campaigns and new product launches.
• Coordinate with marketplace category and account management teams to drive business performance and resolve operational issues.
• Analyse sales trends, category performance, competitor activities, pricing and consumer behaviour to identify growth opportunities.
• Collaborate with marketing teams on campaign planning, product visibility, promotional calendars and brand growth initiatives.
• Prepare sales reports, business dashboards, forecasts and periodic business reviews.
• Track key business metrics, including GMV, net sales, average selling price, contribution margin and forecast accuracy.
• Coordinate with finance teams on invoicing, commercial reconciliations, claims and profitability reporting.
• Work cross-functionally with marketing, finance, supply chain and category teams to ensure seamless business operations.

Skills

Analytical skills

Communication

Negotiation

Cross-functional coordination

Stakeholder management

Strategic thinking

Education

Bachelor's in Business/Commerce/Marketing

MBA (preferred)

Tools

MS Excel

Job description

Key Responsibilities (KRAs)

• Manage end-to-end business operations and account growth across e-commerce marketplaces such as Amazon, Flipkart, Nykaa and other online platforms.
• Drive monthly, quarterly and annual sales targets to ensure consistent business growth.
• Own account-level P&L, revenue planning, contribution margins and profitability.
• Monitor gross margins, platform commissions, discounts, promotional spends, returns and operational costs.
• Identify opportunities to improve profitability, optimize costs and drive sustainable growth.
• Manage day-to-day marketplace operations, including catalogue management, product listings, pricing and content accuracy.
• Develop sales plans, demand forecasts and inventory replenishment strategies in coordination with supply chain teams.
• Monitor SKU-level performance, stock availability, sell-through, stock-outs and inventory health.
• Plan and execute marketplace promotions, seasonal sales, brand campaigns and new product launches.
• Coordinate with marketplace category and account management teams to drive business performance and resolve operational issues.
• Analyse sales trends, category performance, competitor activities, pricing and consumer behaviour to identify growth opportunities.
• Collaborate with marketing teams on campaign planning, product visibility, promotional calendars and brand growth initiatives.
• Prepare sales reports, business dashboards, forecasts and periodic business reviews.
• Track key business metrics, including GMV, net sales, average selling price, contribution margin and forecast accuracy.
• Coordinate with finance teams on invoicing, commercial reconciliations, claims and profitability reporting.
• Work cross-functionally with marketing, finance, supply chain and category teams to ensure seamless business operations.

Qualifications & Experience

• Bachelor's degree in Business Administration, Commerce, Marketing or a related field. MBA preferred.
• 36 years of experience in e-commerce account management, marketplace operations or online business management.
• Experience managing platforms such as Amazon, Flipkart, Myntra and other leading e-commerce marketplaces.
• Experience in beauty, personal care, skincare, cosmetics or relevant D2C categories is an advantage.
• Strong understanding of P&L management, profitability analysis, contribution margins and commercial planning.
• Hands-on experience in marketplace operations, sales planning, demand forecasting and inventory management.
• Understanding of marketplace commissions, discount structures, promotional spends and pricing strategies.
• Experience managing marketplace campaigns, sale events, product launches and catalogue operations.
• Proficiency in MS Excel, data analysis, sales reporting and business dashboards.
• Strong analytical skills and commercial acumen.
• Excellent communication, negotiation, stakeholder management and cross-functional coordination skills.
• Ability to manage multiple priorities while driving business growth and maintaining account profitability.