Role: National Key Account Manager-ECom /n Location: Bengaluru /n /n Role Purpose /n 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. /n /n 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. /n /n Key Accountabilities &

Responsibilities /n /n 1. Financial /n Revenue & Profitability Management /n /n

- Deliver annual and monthly sales, market share, NRV, and Cost to Serve targets across assigned E-commerce and Quick Commerce accounts.

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- Drive sustainable business growth through optimized investments, trade spends, and promotional effectiveness.

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- Manage account P&L; including trade terms, visibility investments, platform spends, and ROI tracking.

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- Develop annual business plans and quarterly growth roadmaps for key accounts.

/n /n Growth & Business Development /n /n

- Identify and unlock growth opportunities through assortment expansion, new product launches, exclusives, and channel-specific activations.

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- Drive incremental business via emerging channels, dark store expansion, and regional penetration opportunities.

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- 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.

/n /n /n 2. Customer /n National Account Management /n /n

- Manage strategic relationships with key national E-commerce and Quick Commerce customers.

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- Build solid relationships with category heads, buying teams, account managers, and platform leadership teams.

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- Lead annual commercial negotiations including JBPs, trade terms, visibility investments & growth commitments.

/n /n /n Shopper & Consumer Excellence /n /n

- Ensure superior brand discoverability, content quality, assortment availability, pricing competitiveness, and customer ratings.

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- Drive category growth initiatives by leveraging shopper insights and platform analytics.

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- Enhance consumer experience through effective product merchandising, search optimization, and promotional planning.

/n /n /n 3. Process /n Commercial & Business Planning /n /n

- Develop and execute annual account plans aligned with business objectives and brand priorities.

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- Lead monthly and quarterly business reviews with customers and internal stakeholders.

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- Monitor KPIs including sales, fill rates, availability, visibility, share of search, conversion, market share, and profitability.

/n /n Analytics & Insights /n /n

- Leverage platform data, market insights, and category trends to identify growth opportunities and risks.

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- Track business performance through dashboards and actionable scorecards.

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- Conduct post-promotion effectiveness reviews and incorporate learnings into future plans.

/n /n Supply Chain & Operations /n /n

- Partner with demand planning and supply chain teams to ensure optimum inventory availability.

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- Improve fill rates, reduce stock-outs, and maintain healthy inventory across marketplaces and dark stores.

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- Drive operational excellence in forecasting, replenishment, and launch execution.

/n /n /n 4. People & Collaboration /n Team Leadership /n /n

- Lead and develop Key Account Executives or Account Managers

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- Foster a culture of accountability, ownership, collaboration, and continuous improvement.

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- Coach team members on account management, business planning, and commercial negotiations.

/n /n /n /n Cross-Functional Collaboration /n /n

- Partner closely with:

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- Brand & Marketing Teams

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- Customer Trade Marketing

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- Finance & Commercial Teams

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- Supply Chain & Demand Planning

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- Digital Marketing

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- Category & Insights Teams

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- Revenue Growth Management (RGM)

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- Ensure alignment between customer plans and organizational business priorities.





/n /n /n /n Key Deliverables /n /n Account Growth /n /n

- Achievement of NRV, volume, Market Share and profitability targets.

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- Delivery of channel-wise growth objectives.

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- Expansion of product assortments and distribution.

/n /n Joint Business Planning (JBP) /n /n

- Annual JBP creation and execution with key accounts.

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- Effective management of trade investments and promotional calendars.

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- Achievement of mutually agreed KPIs with platform partners.

/n /n Marketplace & Quick Commerce Excellence /n /n

- Best-in-class assortment availability.

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- Strong search rankings and digital shelf visibility.

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- Execution of platform-specific campaigns and new launches.

/n /n Business Analytics /n /n

- Regular account performance reviews.

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- Opportunity identification based on consumer, platform, and category insights.

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- Actionable business recommendations backed by data.

/n /n Team Effectiveness /n /n

- Team capability development.

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- High engagement and performance culture.

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- Achievement of individual and team KPIs.

/n /n /n Key Interactions /n Internal /n /n

- E-commerce Team

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- Brand & Marketing Teams

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- Demand Planning & Supply Chain

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- Finance & Commercial Team

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- Digital/Performance Marketing Team

/n /n External /n /n

- Accounts

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- Agencies ( Perf Marketing & Analytics)

/n /n /n Educational Qualifications /n /n

- MBA from a Tier 1 institute.

/n /n /n Experience /n /n

- 4-10 years of experience in Key Account Management, E-commerce, Quick Commerce, Digital Sales.

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- Prior experience managing Amazon, Flipkart, Blinkit, Zepto, Swiggy Instamart, BigBasket, or similar platforms preferred.

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- FMCG, Consumer Healthcare, Nutrition, Personal Care, or Consumer Goods experience strongly preferred.

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- Proven track record of delivering sales growth and managing customer P&L.;

/n /n /n Functional Competencies /n /n

- Key Account Management

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- P&L; and Commercial Management

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- Trade Investment & ROI Management

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- Negotiation & Influencing

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- Category & Shopper Analytics

/n /n /n Behavioral Competencies /n /n

- Strategic Thinking

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- Ownership & Accountability

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- Result Orientation

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- Collaboration & Stakeholder Management

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- Problem Solving

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