Position: Key Account Manager - ECommerce
We are hiring for our client -a sustainable, GRS-certified, and Red Dot Design Award-winning travel gear brand in India, redefining travel through products that seamlessly combine style, functionality, and eco-conscious innovation. The brand has also been featured at the New York and Paris Fashion Weeks.
Function: Sales
Channel: Ecommerce
Reporting to: Head Sales - Ecommerce
Location: Powai, Mumbai
Job Summary
We are seeking a results-driven professional to own the end-to-end performance of the Uppercase brand across key e-commerce marketplaces. This role is responsible for driving sustainable GMV growth, establishing category leadership in luggage and travel accessories, and ensuring best-in-class account health and operational excellence.
The ideal candidate will manage marketplace strategy, optimize listings and performance marketing, streamline operations, and collaborate cross-functionally to enhance overall brand visibility and revenue. A strong understanding of marketplace dynamics, data-driven decision-making, and execution excellence will be critical to succeed in this role.
Key Responsibilities:
Revenue & Growth Ownership
- Own monthly/quarterly GMV targets across platforms
- Plan and execute event-led growth (BBD, EORS, End of Season, etc.)
- Drive visibility levers:
- Ads (performance + brand campaigns)
- Platform programs (Assured, Fulfilled, etc.)
- Identify assortment expansion opportunities:
- New SKUs (BP, HL, accessories)
- Price laddering and bundling
- Build and track demand forecasts vs. actuals
Marketplace Performance & AccountHealth
- Track and improve:
- In-stock % (critical for luggage seasonality)
- Conversion rates
- Return (RTO) and defect rates
- Diagnose issues:
- Listing suppression
- High returns (quality/ expectation mismatch)
- Ensure adherence to SLAs (dispatch, returns, CX response)
- Run weekly/monthly reviews with clear action plans
Catalog & Content Excellence
- Manage catalog hygiene and expansion across platforms
- Optimize:
- Titles, keywords (SEO)
- Images, videos, A+ content
- Ensure strong product storytelling:
- Features (durability, lightweight, design)
- Differentiation vs. competition
- Coordinate new launches and seasonal collections
Supply Chain & Operations Alignment
- Align demand forecasts with inventory planning teams
- Ensure optimal stock placement across FCs
- Drive adoption of platform fulfillment models
- Resolve operational issues: Stock-outs, Delays/cancellations, Payment reconciliations
Stakeholder & Relationship Management
- Act as SPOC for marketplace account managers
- Drive joint business planning with platforms
- Manage internal cross-functional alignment: Ops, Supply Chain, Marketing
- Handle escalations and unlock growth opportunities
Data, Insights & Continuous Improvement
- Track core KPIs:
- GMV, traffic, CVR, ASP, RTO%, ratings
- Identify:
- Pricing gaps vs. competition
- Demand trends (seasonality in travel)
- Build dashboards and SOPs for repeatable execution
- Drive continuous optimization of listings, pricing, and ads
Key Requirements:
- MBA/ Graduate with 8-10 years of experience in Ecommerce, Marketplace management, Key Account Management, Brand management.
- Should have managed Flipkart & Myntra accounts
- Strong Excel and analytical skills
- Comfortable working with dashboards and reports
- Strong client-facing and negotiation abilities
- Good understanding of: Seller lifecycle, Ads, Logistics, Compliance
