Qualification & Experience
- 4–6 years of experience in E-commerce Key Account Management, preferably within the Beauty & Personal Care (BPC) or FMCG sector, with strong expertise in managing platforms such as Nykaa, Purplle, and Amazon, including end-to-end P&L ownership.
- MBA/ PGDM
Key Responsibilities:-
- AOP Excellence: Own and deliver the Annual Operating Plan (AOP) with full accountability for Top-line (Revenue) and Bottom-line (EBITDA/Contribution Margin).
- Budgetary Control: Manage multi-crore monthly budgets across performance marketing, and platform promotions
- Portfolio Strategy: Define the channel-specific product mix. Decide which products lead on marketplaces
- Performance Marketing Strategy: Oversee the PPC/AMS strategy. Move beyond execution to Portfolio ROAS management, balancing brand-building spends with high-intent conversion ads.
- Product Innovation: Identify White Spaces by analyzing search trends and competitor gaps. Provide data-backed inputs to the R&D/NPD teams for new launches
- Inventory Governance: Work with the Supply Chain and Demand Planning teams to ensure 98%+ fill rates. Prevent OOS (Out of Stock)
- Regional Disposition: Lead the strategy for Pan-India inventory placement (FBA/FBF/Regional Centers) to ensure Next Day Delivery
- Account management: Liaising with marketplace managers of Amazon, Flipkart for solving account issues, building relationships, aligning internal teams for success. Achieve monthly/quarterly sales targets, ROI goals, and brand visibility objectives across platforms
- Operations and channel hygiene: Manage and overseeday-to-day operations of the E-commerce platform (viz. Amazon) Cover all activities including listing, forecasting, marketing, supply chain, payments reconciliation
- Listing Hygiene: Audits on listing - competition, own products, keywords, providing deep insights and inputs on observations, driving interventions to completion to achieve goal
- Dashboarding: Shift from manual reporting to automated, real-time BI. Monitor health metrics: CAC, LTV, Retention Rate, AOV, and Contribution Margin 1 & 2.
- Competitor Intelligence: Proactively track competitor pricing and share-of-voice (SOV) to drive tactical interventions.
- Forecasting & Inventory Management: Monitor sales forecasts and align with supply chain for optimal inventory levels. Ensure healthy fill rates and avoid out-of-stock situations.
