Role: National Key Account Manager-EComLocation: BengaluruRole PurposeThe 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 & Responsibilities1. FinancialRevenue & Profitability ManagementDeliver 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 DevelopmentIdentify and unlock growth opportunities through assortment expansion, current 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. CustomerNational Account ManagementManage 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 ExcellenceEnsure 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. ProcessCommercial & Business PlanningDevelop 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 & InsightsLeverage 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 & OperationsPartner 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 & CollaborationTeam LeadershipLead and develop Key Account Executives or Account ManagersFoster a culture of accountability, ownership, collaboration, and continuous improvement.Coach team members on account management, business planning,



and commercial negotiations.Cross-Functional CollaborationPartner closely with:Brand & Marketing TeamsCustomer Trade MarketingFinance & Commercial TeamsSupply Chain & Demand PlanningDigital MarketingCategory & Insights TeamsRevenue Growth Management (RGM)Ensure alignment between customer plans and organizational business priorities.Key DeliverablesAccount GrowthAchievement 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 ExcellenceBest-in-class assortment availability.Strong search rankings and digital shelf visibility.Execution of platform-specific campaigns and new launches.Business AnalyticsRegular account performance reviews.Opportunity identification based on consumer, platform, and category insights.Actionable business recommendations backed by data.Team EffectivenessTeam capability development.High engagement and performance culture.Achievement of individual and team KPIs.Key InteractionsInternalE-commerce TeamBrand & Marketing TeamsDemand Planning & Supply ChainFinance & Commercial TeamDigital/Performance Marketing TeamExternalAccountsAgencies ( Perf Marketing & Analytics)Educational QualificationsMBA from a Tier 1 institute.Experience4-10 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; CompetenciesKey Account ManagementP&L; and Commercial ManagementTrade Investment & ROI ManagementNegotiation & InfluencingCategory & Shopper AnalyticsBehavioral CompetenciesStrategic ThinkingOwnership & AccountabilityResult OrientationCollaboration & Stakeholder ManagementProblem Solving

📌 National Key Account Manager- Ecom (Bengaluru)
🏢 Zydus Wellness
📍 Bengaluru