Key Account Manager-Ecommerce

Role Objective: The KAM eCommerce drives the strategic growth, profitability, and operational excellence of the brand across all national digital marketplaces and quick-commerce platforms. You will act as the primary bridge between the brand's internal teams (Marketing, Supply Chain, Finance) and the external category managers at major e-tailers.

KEY RESPONSIBILITIES

Strategic Account Management

● Joint Business Planning (JBP): Lead the development and execution of annual and quarterly growth plans with key partners (e.g., Nykaa, Swiggy).

● Relationship Management: Maintain high-level relationships with Platform Category Managers to ensure the brand receives preferred partner status for new launches and flagship events.

● Market Share Growth: Identify white-space opportunities and optimize product assortments to gain category share.

Sales & P&L Ownership

● Revenue Targets: Take full ownership of Top-line (GMV) and Bottom-line (Net Sales) targets.

Budgeting:

Manage the Trade Marketing Spend (TMS) and Performance Marketing budgets to ensure a healthy Return on Ad Spend (ROAS).

● Pricing & Promotions: Design and execute pricing strategies, discount structures, and promotional calendars (e.g., Prime Day, Big Billion Days).

Digital Shelf & Operational Excellence

● Content Strategy: Oversee the Digital Shelf—ensuring A+ content, high-quality imagery, and SEO-optimized listings are consistent across all platforms.

● Supply Chain Coordination: Partner with logistics teams to maintain a 95%+ Fill Rate, manage inventory forecasting, and minimize Out of Stock (OOS) occurrences.

● Account Health: Monitor seller ratings, customer feedback, and return rates to protect brand reputation.

Data Analytics & Insights

● Analyze weekly performance reports to track KPIs like Conversion Rate, Average Order Value (AOV), and Customer Acquisition Cost (CAC).

● Monitor competitor activity and pricing trends to pivot strategies in real-time.

Stakeholder Engagement

● Coordinate with cross-functional teams such as Marketing, Finance, and Supply Chain to execute sales and ensure organisational objectives are met

● Collaborate to expand distribution network and monitor retailing and merchandising activities

● Build relationships with local distribution partners to support their business and gradually enhance infrastructure parameters

JOB REQUIREMENTS

Professional Experience and Relevant Skills

● Category Requirements

● Education MBA or Master's in Marketing, Business, or a related field.

● 4–8 years in eCommerce Key Account Management (KAM), preferably in FMCG, Consumer, or D2C.

● Technical Proficiency in Amazon Vendor/Seller Central, Flipkart Commerce Hub, and MS Excel (VLOOKUPs, Pivot Tables).

● Strong negotiation skills, data-driven storytelling, and the ability to work in a high-pressure, fast-paced environment.

Academic Qualifications & Certifications

● Educational Qualification: Bachelor's Degree in Business, Marketing or a related field, with a preference for a Master of Business Administration in Sales and Marketing from a premier Business School

Key Performance Indicators (KPIs)

● Primary Sales: Achieving annual budget numbers

● GMV Growth: Year-over-Year (YoY) percentage increase in sales.

● ROAS: Efficiency of marketing spend on-platform.

● Share of Voice (SOV): Visibility of the brand versus competitors in search results

● Wallet Share: Gaining share in category YoY.

● Fill Rate: Ensuring inventory meets platform demand without delays.

● Listing Hygiene: % of catalog with updated images and SEO content.

● In-Stock Rate: Maintaining >95% availability for Hero SKUs.

● Promotion Accuracy: Zero errors in pricing or discount setups during live events.

● Reporting Timeliness: Accuracy and speed of daily/weekly sales dashboards.

USV is a global provider of reliable healthcare solutions, founded in 1961 by Dr. Vithal Balkrishna Gandhi, USV leads in diabetes and cardiology, making healthcare safe, accessible, and affordable. Backed by strong R&D and advanced manufacturing, we deliver trusted solutions across therapy areas worldwide, as well as cosmeceuticals and nutraceuticals in select markets.

https://www.usvindia.com/

Sebamed is among one of the fastest growing FMCG brands in India. Sebamed range of Personal care (Skin,Hair) and Baby care products are considered to be gold standards in quality and have a unique advantage of pH 5.5. It's among world's leading skin & hair care brands with presence in more than 85 countries.

http://www.sebamedindia.com