– Key Account Manager – Marketplaces

Role: Key Account Manager – Marketplaces

Industry: Nutraceuticals / Health & Wellness / Supplements

Experience: 2–5 years

Location: Gurgaon

Reporting To: Head of E-commerce / Business Head

Role Overview

We are looking for a Key Account Manager – Marketplaces who will be responsible for driving growth, revenue, visibility and profitability across our key marketplace accounts. The role will involve managing platform relationships, planning growth levers, executing promotions, monitoring business performance and ensuring robust day-to-day marketplace operations.

Key Responsibilities

- Marketplace Business Management
- Own the overall business performance of assigned marketplaces such as Amazon, Flipkart, Nykaa, HealthKart, Tata 1mg and other relevant platforms..
- Deliver monthly and annual targets for GMV, revenue, orders, ASP and profitability..
- Prepare account-wise business plans and identify opportunities for growth..
- Track category trends, competitor activity, pricing and consumer behaviour..
- Account & Platform Management
- Build and maintain strong relationships with marketplace category managers and account teams..
- Drive negotiations around visibility, promotions, commissions, commercial terms and platform-led campaigns..
- Participate in key marketplace events and develop account-specific growth strategies..
- Ensure timely execution of platform requirements and launches..
- Sales & Growth
- Identify opportunities to increase sales through:.

◦ Search and category visibility.

◦ Deals and promotions.

◦ Sponsored advertising.

◦ Platform events.

◦ New product launches.

◦ Cross-selling and portfolio expansion.

- Develop plans to improve conversion, average order value and repeat purchases..
- Monitor daily/weekly sales and take corrective actions where required..
- Pricing & Promotion Management
- Own marketplace pricing and promotional calendars..




- Ensure pricing remains competitive while protecting brand margins..
- Plan and evaluate discounts, coupons, deals, BOGO offers and event promotions..
- Monitor competitor pricing and promotional activity..
- Marketplace Advertising
- Work closely with the performance marketing/marketplace ads team to optimise:.

◦ Sponsored Products.

◦ Sponsored Brands.

◦ Display advertising.

◦ Search visibility.

- Monitor ROAS, ACOS/TACOS, CTR, CVR and sales contribution..
- Identify products and keywords requiring additional investment..
- Catalogue & Content
- Ensure marketplace listings are accurate, complete and optimised..
- Coordinate with content teams for titles, bullet points, images, A+ content, keywords and enhanced brand content..
- Identify content gaps impacting discoverability and conversion..
- Inventory & Operations
- Work closely with supply chain, warehouse and operations teams to maintain healthy inventory..
- Monitor stock availability, fill rate, cancellations, returns and inventory ageing..
- Ensure availability during major marketplace events and promotional periods..
- Coordinate resolution of operational issues affecting sales..
- Data & Business Analytics
- Track and analyse key marketplace metrics including:.

◦ GMV / Net Sales.

◦ Orders.

◦ ASP.

◦ Conversion Rate.

◦ Traffic.

◦ Organic vs Paid Sales.

◦ ROAS / TACOS.

◦ Returns & cancellations.

◦ Stock availability.

◦ Contribution margin.

- Create weekly and monthly business performance reports..
- Translate data into actionable growth initiatives..




- New Product Launches
- Develop marketplace launch plans for new products..
- Coordinate catalogue creation, inventory planning, pricing, advertising and promotional support..
- Track launch performance and optimise the product based on initial consumer response..

Key KPIs

- Marketplace Revenue / GMV.
- Monthly Growth %.
- Orders & Units Sold.
- Contribution Margin.
- Organic Sales Growth.
- Paid Sales & ROAS.
- Conversion Rate.
- Average Selling Price.
- Stock Availability / Fill Rate.
- New Product Launch Performance.
- Return & Cancellation Rate.

Candidate Profile

- 2–5 years of experience in marketplace management, preferably in FMCG, D2C, nutraceuticals, beauty, health & wellness or consumer brands..
- Strong hands-on experience with Amazon and at least one or more major marketplaces..
- Strong understanding of marketplace metrics, promotions, advertising and commercial levers..
- Comfortable working with large datasets and Excel/Google Sheets..
- Strong analytical and problem-solving skills..
- Excellent communication and negotiation skills..
- Ability to work cross-functionally with marketing, supply chain, finance, operations and content teams..
- Strong ownership mindset with a focus on revenue and profitability..

Preferred Skills

- Experience with Amazon Seller/Vendor Central or equivalent marketplace dashboards..
- Understanding of marketplace advertising platforms..
- Experience managing large SKU portfolios..
- Experience in the supplement/nutraceutical category will be an added advantage..
- Strong understanding of marketplace event calendars and category dynamics..

Ideal Candidate

Someone who can go beyond simply managing marketplace accounts and can independently answer:

“What is driving our marketplace business, where are we losing growth, and what specific actions will increase revenue and profitability?”

📌 Marketplace Key Account Manager (Gurugram)
🏢 Rasayanam
📍 Gurugram