Job Description

Job Description – Key Accounts Manager – E-Commerce & Quick Commerce

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Department: Sales / E-Commerce

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Designation: Key Accounts Manager – E-Commerce & Quick Commerce

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Location: Mumbai

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Reporting To: Head – Organized Trade Sales

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Experience: 5–8 Years

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Industry Preference: FMCG / Beauty & Personal Care / Consumer Goods

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Job Purpose

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The Key Accounts Manager – E-Commerce & Quick Commerce will be responsible for driving business growth, revenue, profitability and market share on certain set of key E-Commerce and Quick Commerce accounts along with other KAM. The role will manage strategic customer relationships, develop account plans, execute promotional strategies and ensure achievement of sales and business objectives.

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Key Responsibilities

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1. Key Account Management

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- Manage relationships with certain key E-Commerce and Quick Commerce platforms such as Amazon, Flipkart, Myntra, Nykaa, Blinkit, Zepto, Swiggy Instamart and other relevant platforms.
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- Develop and maintain strong relationships with platform category managers, account managers and commercial teams.
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- Prepare and execute annual and quarterly business plans for key accounts.
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- Drive account-wise revenue, profitability, assortment and growth targets.
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- Identify opportunities to increase market share, visibility and category penetration.
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2. Sales & Business Growth

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- Achieve monthly, quarterly and annual sales targets across assigned accounts.
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- Develop strategies to drive GMV, net sales, orders, average order value and contribution margin.
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- Monitor account performance and identify gaps against business targets.
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- Develop new business opportunities, product launches and category expansion plans.
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- Drive growth through assortment expansion, pricing, promotions and improved visibility.
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3. Quick Commerce Management

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- Develop and execute business plans for Quick Commerce platforms.
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- Monitor availability, fill rate, inventory, dark-store/store-level performance and assortment.
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- Work closely with platform teams to improve product visibility and discoverability.
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- Identify high-performing locations, SKUs and categories and optimize assortment accordingly.
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- Drive new product launches and expansion across cities and stores.
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4. Promotion & Trade Marketing

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- Plan and execute platform-specific promotions, campaigns and visibility initiatives.
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- Manage promotional calendars in line with brand and business objectives.
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- Evaluate promotional ROI and ensure effective utilization of trade spends.
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- Coordinate with Marketing and Brand teams for campaigns, launches and platform activations.
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- Monitor competitor pricing, offers, promotions and visibility.
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5. Marketplace Operations

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- Ensure timely listing and activation of new products/SKUs.
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- Monitor product content, images, descriptions, keywords and catalogue accuracy.
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- Track stock availability and coordinate with supply chain teams to minimize stock-outs.
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- Monitor pricing, discounts, margins and marketplace compliance.
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- Resolve operational issues related to orders, inventory, listings and account performance.
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6. Analytics & Business Reporting

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- Analyse sales, revenue, margins, inventory, traffic, conversion and promotional performance.
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- Prepare regular MIS, dashboards and account-wise performance reports.
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- Use data and insights to identify growth opportunities and corrective actions.
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- Track key business KPIs and provide actionable recommendations to management.
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- Conduct competitor and category analysis across E-Commerce and Quick Commerce platforms.
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7. Cross-Functional Coordination

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- Work closely with Marketing, Brand, Supply Chain, Finance, Customer Service and Product teams to achieve business objectives.
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- Coordinate with internal teams for forecasting, inventory planning and new product launches.
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- Ensure timely resolution of customer and operational issues.
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- Support business reviews and strategic planning with senior management.
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Key Performance Indicators

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- Revenue / GMV achievement
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- Net sales growth
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- Account-wise profitability and contribution margin
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- Market share and category growth
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- New customer / order growth
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- SKU and assortment expansion
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- Stock availability / fill rate
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- Promotion ROI
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- Current product launch performance
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- Account receivables / payment adherence
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- Platform-wise business growth
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Candidate Profile

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Education

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- Graduate degree in any discipline.
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- MBA/PGDM in Marketing, Sales or Business Management preferred.
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Experience

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- 5–8 years of relevant experience in E-Commerce, Quick Commerce, Key Account Management or Modern Trade.
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- Experience in FMCG / Beauty & Personal Care / Consumer Goods will be preferred.
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- Strong experience managing major E-Commerce/Quick Commerce platforms.
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Skills & Competencies

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- Strong Key Account Management and negotiation skills.
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- Good understanding of E-Commerce and Quick Commerce business models.
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- Strong analytical and data interpretation skills.
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- Commercial acumen with a focus on revenue and profitability.
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- Strong communication and stakeholder management skills.
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- Good knowledge of Excel and business reporting tools.
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- Ability to manage multiple accounts and priorities independently.
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- Strong problem-solving and execution capabilities.
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- Understanding of digital marketing, performance marketing and marketplace promotions is an added advantage.
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Preferred Exposure

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- Amazon / Flipkart / Myntra / Nykaa
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- Blinkit / Zepto / Swiggy Instamart
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- FMCG / Beauty & Personal Care
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- Marketplace management
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- Quick Commerce operations
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- Trade promotions and commercial negotiations
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- Category management and digital sales analytics
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📌 Key Account Manager (Mumbai)
🏢 Cholayil Private
📍 Mumbai