Key Account Manager (Marketplaces)
Company: Sleepy Owl Coffee
Scope (platforms): Amazon, Flipkart, Amazon Now, Flipkart Minutes
Location: In-office, Lajpat Nagar, New Delhi
Role overview
You will own end-to-end marketplace performance across the platforms—planning → execution → delivery—while being accountable for GMV + CM2. You will lead JBPs/commercial negotiations, manage a team + agencies, and coordinate cross-functionally (marketing, supply chain, finance, leadership) to turn marketplace data into clear actions across media, listings, promos, and availability.
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Key responsibilities
1) P&L / CM2 ownership (end-to-end targets)
- ● Own annual/quarterly/monthly plans by platform and category: topline, discounts, funding, media, and CM2 guardrails.
- ● Drive weekly business reviews: performance vs plan, CM2 drivers, risks, and corrective actions with clear owners and timelines.
2) Key account leadership & JBPs
- ● Own senior relationships with platform KAM teams.
- ● Lead JBP strategy + negotiations: visibility, promo calendars, funding, placement, and
- performance commitments.
- ● Set governance for claims, reconciliations, and post-event learnings.
3) On-platform media & growth (ads + visibility)
- ● Own marketplace ads strategy and execution (structure, keywords, bids, budgets, incrementality thinking).
- ● Build an experimentation roadmap across promo mechanics, pricing, bundles, and visibility levers—always tied back to CM2.
4) Assortment, content, conversion & retail readiness
- ● Own catalog hygiene and conversion improvements (PDP quality, SEO, suppressions, pricing hygiene, account health).
- ● Lead launch readiness for new SKUs across platforms (content, inventory, media, reviews/ratings plan, operations checklist).
5) Forecasting, availability & supply coordination
- ● Own demand forecasting and inventory health; prevent OOS/excess through tight coordination with supply chain.
- ● Ensure media/promos are aligned to inventory reality (no wasted spend).
6) Team + agency management
- ● Manage and develop marketplace executives; set clear KRAs, review output, and raise execution standards.
- ● Lead agencies with tight briefs, clear KPIs, weekly reviews, and strict ROI/CM2 accountability.
7) Reporting, insights & leadership communication
- ● Build/own dashboards and decision docs: what drove growth, what hurt CM2, what we're changing next week.
- ● Provide leadership with crisp updates and clear trade-offs (growth vs CM2 vs inventory risk).
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- Ideal candidate profile
- ● 3+ years in e-commerce/marketplaces (brand-side preferred), with ownership of targets and contribution/CM2.
- ● Proven experience leading platform negotiations (JBPs, funding, promo mechanics, visibility).
- ● Strong operator with hands-on comfort across ads, catalog/content, pricing, promos, and inventory planning.
- ● Experienced people manager + strong agency management.
- ● High analytical rigor (Excel/Sheets), strong communication, and ability to drive
- cross-functional execution.
