National Key Account Manager- ECom

Zydus Wellness; Bengaluru; On-site; INR 1,500,000 - 3,200,000; Full time

Job summary

Zydus Wellness is seeking a National Key Account Manager (E-commerce & Quick Commerce) to drive profitable growth, market share, and brand visibility on major online platforms. You will own JBPs, negotiations, assortment expansion, and promotional planning while collaborating with marketing, supply chain, and finance to accelerate growth.

The role requires 4–10 years in KAM/E-commerce, MBA from a Tier 1 institute, and a track record of delivering sales growth and managing customer P&L.

Qualifications

• MBA from a Tier 1 institute.
• 4-10 years of experience in Key Account Management, E-commerce, Quick Commerce, Digital Sales.
• Prior experience managing Amazon, Flipkart, Blinkit, Zepto, Swiggy Instamart, BigBasket, or similar platforms.
• FMCG, Consumer Healthcare, Nutrition, Personal Care, or Consumer Goods experience strongly preferred.
• Proven track record of delivering sales growth and managing customer P&L.

Responsibilities

• Drive annual sales, market share, NRV, and cost to serve targets across assigned ecommerce and quick commerce accounts.
• Lead JBPs, negotiations, and visibility investments with platform partners.
• Collaborate with marketing, supply chain, and finance to accelerate growth for Zydus Wellness brands in digital commerce.
• Manage account P&L including trade terms and ROI tracking.

Skills

Key account management

E-commerce

Digital sales

Negotiation

Cross-functional collaboration

Education

MBA from a Tier 1 institute

Tools

Amazon

Flipkart

Blinkit

Zepto

Swiggy Instamart

BigBasket

Job description

The National Key Account Manager (NKAM) - E-commerce & Quick Commerce will be responsible for driving profitable growth, market share, and brand visibility across key online and quick commerce platforms other emerging digital channels.

The role will own customer relationships, Joint Business Plans (JBPs), commercial negotiations, channel profitability, assortment expansion, promotional planning, and execution excellence. The incumbent will work cross-functionally with marketing, supply chain, finance, category, and digital teams to accelerate the growth agenda for Zydus Wellness brands in the digital commerce ecosystem.

Key Accountabilities & Responsibilities

Revenue & Profitability Management

• Deliver annual and monthly sales, market share, NRV, and Cost to Serve targets across assigned E-commerce and Quick Commerce accounts.
• Drive sustainable business growth through optimized investments, trade spends, and promotional effectiveness.
• Manage account P&L including trade terms, visibility investments, platform spends, and ROI tracking.
• Develop annual business plans and quarterly growth roadmaps for key accounts.

Growth & Business Development

• Identify and unlock growth opportunities through assortment expansion, new product launches, exclusives, and channel-specific activations.
• Drive incremental business via emerging channels, dark store expansion, and regional penetration opportunities.
• Maximize visibility and conversion during key platform events such as Prime Day, Big Billion Days, Blinkit Bistro campaigns, Super Saver Days, and category-led promotions.

2. Customer

National Account Management

• Manage strategic relationships with key national E-commerce and Quick Commerce customers.
• Build strong relationships with category heads, buying teams, account managers, and platform leadership teams.
• Lead annual commercial negotiations including JBPs, trade terms, visibility investments & growth commitments.

Shopper & Consumer Excellence

• Ensure superior brand discoverability, content quality, assortment availability, pricing competitiveness, and customer ratings.
• Drive category growth initiatives by leveraging shopper insights and platform analytics.
• Enhance consumer experience through effective product merchandising, search optimization, and promotional planning.

3. Process

Commercial & Business Planning

• Develop and execute annual account plans aligned with business objectives and brand priorities.
• Lead monthly and quarterly business reviews with customers and internal stakeholders.
• Monitor KPIs including sales, fill rates, availability, visibility, share of search, conversion, market share, and profitability.

Analytics & Insights

• Leverage platform data, market insights, and category trends to identify growth opportunities and risks.
• Track business performance through dashboards and actionable scorecards.
• Conduct post-promotion effectiveness reviews and incorporate learnings into future plans.

Supply Chain & Operations

• Partner with demand planning and supply chain teams to ensure optimum inventory availability.
• Improve fill rates, reduce stock-outs, and maintain healthy inventory across marketplaces and dark stores.
• Drive operational excellence in forecasting, replenishment, and launch execution.
• Lead and develop Key Account Executives or Account Managers
• Foster a culture of accountability, ownership, collaboration, and continuous improvement.
• Coach team members on account management, business planning, and commercial negotiations.

Cross-Functional Collaboration

• Partner closely with:
• Brand & Marketing Teams
• Customer Trade Marketing
• Finance & Commercial Teams
• Supply Chain & Demand Planning
• Digital Marketing
• Category & Insights Teams
• Revenue Growth Management (RGM)
• Ensure alignment between customer plans and organizational business priorities.

Account Growth

• Achievement of NRV, volume, Market Share and profitability targets.
• Delivery of channel-wise growth objectives.
• Expansion of product assortments and distribution.

Joint Business Planning (JBP)

• Annual JBP creation and execution with key accounts.
• Effective management of trade investments and promotional calendars.
• Achievement of mutually agreed KPIs with platform partners.
• Strong search rankings and digital shelf visibility.
• Execution of platform-specific campaigns and new launches.

Business Analytics

• Opportunity identification based on consumer, platform, and category insights.
• Actionable business recommendations backed by data.
• Team capability development.
• High engagement and performance culture.
• Achievement of individual and team KPIs.

Key Interactions

Internal

• E-commerce Team
• Brand & Marketing Teams
• Demand Planning & Supply Chain
• Finance & Commercial Team
• Digital/Performance Marketing Team

External

• Accounts

Educational Qualifications

• MBA from a Tier 1 institute.

Experience

• 4-10 years of experience in Key Account Management, E-commerce, Quick Commerce, Digital Sales.
• Prior experience managing Amazon, Flipkart, Blinkit, Zepto, Swiggy Instamart, BigBasket, or similar platforms preferred.
• FMCG, Consumer Healthcare, Nutrition, Personal Care, or Consumer Goods experience strongly preferred.
• Proven track record of delivering sales growth and managing customer P&L.