Key Account Manager - Quick Commerce

ROLE OVERVIEW

You will own our quick commerce business end to end. This includes relationships with platform category teams and ownership of assortment, availability, visibility, pricing, promotions, and profitability across Blinkit, Zepto, Swiggy Instamart, and other emerging QC platforms.

KEY RESPONSIBILITIES

Account and Relationship Management

• Manage day-to-day relationships with category managers and buying teams at Blinkit, Zepto, Instamart and other QC platforms.
• Negotiate margins, trade terms, listing fees and promotional support.
• Run regular business reviews with platforms and drive joint business plans.

Sales and Growth

• Own monthly and quarterly revenue, GMV, and growth targets for each platform.
• Expand SKU listings, city and dark store coverage, and new-launch rollouts.
• Plan and execute festive, seasonal, and gifting campaigns (Diwali, Valentine's Day, Raksha Bandhan, etc.).

Availability and Supply Chain

• Track fill rates, PO cycles, stock-outs, and dark store level availability.
• Coordinate with the supply chain and warehouse teams for timely replenishment, GRN, and appointment scheduling.
• Reduce PO rejections, expiry, returns, and OTIF issues.

Visibility and Performance Marketing

• Manage on-platform ad spend (sponsored listings, banners, search and category visibility) with a target ROAS and ACOS.
• Work with the brand and creative teams on listing content, images, A+ content and pricing presentation.
• Monitor search rank, share of shelf and competitor activity.

Pricing, Finance and Reporting

• Maintain MRP, pricing and discount discipline across platforms.
• Handle invoicing, payment follow-ups, debit notes, claims and reconciliations with the finance team.
• Build weekly and monthly MIS covering sales, availability, ad performance, margins and city-wise trends.
• Track P&L at platform and SKU level and flag margin leakages.

Market Intelligence

• Track competitor brands, pricing, new launches and assortment on QC platforms.
• Share insights with the brand and product teams to inform launches and packs.

REQUIREMENTS

• Bachelor's degree (MBA preferred).
• 3-6 years in Key Account Management, with hands-on quick commerce experience (Blinkit, Zepto, Instamart) in FMCG, beauty, personal care, or fragrance.
• Strong understanding of QC dynamics: dark stores, PO and GRN cycles, ad platforms, rank, and visibility.
• Good negotiation, communication and stakeholder management skills.
• Strong Excel and Google Sheets skills; comfort with dashboards and data analysis (Power BI or similar is a plus).
• Ability to work in a fast-paced, target-driven environment.

KEY PERFORMANCE INDICATORS

• Revenue and GMV vs target
• Fill rate and availability %
• Ad ROAS / ACOS and share of search
• Net margin per platform
• PO rejection and return %
• Payment collection and reconciliation timelines