National Key Account Manager- ECom

Zydus Wellness; Bengaluru; On-site; INR 1,500,000 - 2,200,000; Full time

Job summary

Zydus Wellness in Bengaluru is seeking a National Key Account Manager-ECom to drive growth across online and quick commerce platforms. You will own strategic relationships, JBPs, pricing, promotions and forecast accuracy, partnering with marketing, supply chain and finance to accelerate brand performance in digital channels.

The role emphasizes channel profitability, assortment expansion, and excellence in execution during platform events, with leadership responsibilities for account teams and

Qualifications

• MBA required with strong business acumen.
• 4-10 years of experience in KAM, e-commerce or digital sales.
• Experience with consumer health/FMCG is preferred.

Responsibilities

• Manage NKAM for E-commerce and Quick Commerce accounts.
• Drive annual sales, market share, and profitability targets.
• Lead JBPs, trade terms, visibility investments & promotions.
• Develop annual business plans and quarterly growth roadmaps.
• Collaborate with marketing, supply chain, and finance for growth.

Skills

Key Account Management

E-commerce

Digital Sales

Negotiation

Channel Management

Strategic Planning

Education

MBA from Tier 1 institute

Job description

Role: National Key Account Manager-ECom

Location: Bengaluru

Role Purpose

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

1. Financial

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.

4. People & Collaboration

Team Leadership

• 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.

Key Deliverables

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.

Marketplace & Quick Commerce Excellence

• Best-in-class assortment availability.
• Strong search rankings and digital shelf visibility.
• Execution of platform-specific campaigns and new launches.

Business Analytics

• Regular account performance reviews.
• Opportunity identification based on consumer, platform, and category insights.
• Actionable business recommendations backed by data.

Team Effectiveness

• 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
• Agencies ( Perf Marketing & Analytics)

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.

Functional Competencies

• Key Account Management
• P&L and Commercial Management
• Trade Investment & ROI Management
• Negotiation & Influencing
• Category & Shopper Analytics

Behavioral Competencies

• Strategic Thinking
• Ownership & Accountability
• Result Orientation
• Collaboration & Stakeholder Management
• Problem Solving