Key Account Manager

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

Department: Sales / E-Commerce

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

Location: Mumbai

Reporting To: Head – Organized Trade Sales

Experience: 5–8 Years

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

Job Purpose

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.

Key Responsibilities

1. Key Account Management

• 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.
• Develop and maintain strong relationships with platform category managers, account managers and commercial teams.
• Prepare and execute annual and quarterly business plans for key accounts.
• Drive account-wise revenue, profitability, assortment and growth targets.
• Identify opportunities to increase market share, visibility and category penetration.

2. Sales & Business Growth

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

3. Quick Commerce Management

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

4. Promotion & Trade Marketing

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

5. Marketplace Operations

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

6. Analytics & Business Reporting

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

7. Cross-Functional Coordination

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

Key Performance Indicators

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

Candidate Profile

Education

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

Experience

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

Skills & Competencies

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

Preferred Exposure

• Amazon / Flipkart / Myntra / Nykaa
• Blinkit / Zepto / Swiggy Instamart
• FMCG / Beauty & Personal Care
• Marketplace management
• Quick Commerce operations
• Trade promotions and commercial negotiations
• Category management and digital sales analytics