Key Accounts Manager

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