The Role
This person owns the national ambient Q-Commerce business end-to-end: sales growth, availability, listings, pricing integrity, promotions, dark store expansion, and the relationship with every aggregator central team (Blinkit, Zepto, Swiggy Instamart, BigBasket, Flipkart Minutes, Amazon Fresh). It is a single-point-of-ownership role — nothing that affects an ambient SKU on a Q-Commerce platform happens without this person's knowledge.
This is a hands-on operator role, not a coordination role. The KAM runs a daily operating rhythm: morning dashboard and availability reviews, a daily OOS register, daily contact with platform central teams, weekly business reviews, and monthly JBP-level engagement — supported by a dedicated Supply Chain & Fill Rate Executive who owns the stock pipeline.
Key Responsibilities
- Own national ambient sales targets by platform and city; reconcile primary vs. secondary sales weekly.
- Act as the single commercial contact for aggregator central category teams; lead terms discussions, visibility packages, and Joint Business Planning.
- Run daily availability management: platform dashboards and analytics (GobbleCube) reviewed every morning; every OOS root-caused and assigned same day.
- Own the national promotion calendar: planning, funding, go-live execution audit, and post-promo ROI within 7 days.
- Drive weighted distribution and dark store expansion: priority assortment live in every serviceable dark store, new stores covered within 14 days.
- Own listings and NPD: new launches live within platform lead times; zero listing errors pending beyond 7 days.
- Submit rolling 8-week SKU × platform × city forecasts; forecast accuracy is a scored KPI.
- Publish a daily EOD business report; run weekly regional execution calls with field sales and monthly business reviews with management.
- Own national frozen sales targets by platform and city; build and execute the city-by-city expansion roadmap, gated on cold chain and freezer capacity.
- Act as the single commercial contact for platform central teams on frozen — including the platform's cold chain / frozen infrastructure owners; negotiate DC freezer slotting and dark store freezer allocation.
- Run daily frozen availability management with cold chain verification: reefer dispatch confirmations, temperature logs, DC rejections root-caused within 24 hours.
- Track and escalate frozen storage capacity before it blocks the business (escalation trigger at 85% utilization).
- Optimize frozen assortment on velocity-per-freezer-space discipline; coordinate freezer deployment with platforms and trade marketing.
- Own the frozen promotional calendar — every promo pre-cleared against stock cover, shelf life, and freezer capacity.
- Manage frozen inventory health jointly with the supply chain function: FEFO, ageing alerts, and liquidation before expiry risk crystallizes.
- Publish a daily EOD frozen report including cold chain exceptions; run weekly capacity and inventory health reviews.
Must-Have
- 6-8 years in FMCG / food & beverage sales, with 2+ years directly managing Q-Commerce or e-commerce key accounts (Blinkit, Zepto, Instamart, BigBasket, Amazon, Flipkart) from the brand or distributor side.
- Demonstrated ownership of a platform P&L or account book of meaningful scale (₹1 Cr+/month preferred), with quantified results in growth, availability, or share.
- Working fluency with platform seller/brand portals, promotion mechanics, and listing/catalogue processes.
- Strong analytical toolkit: advanced Excel; comfortable living in dashboards daily (Power BI / GobbleCube / platform analytics).
- Negotiation experience with aggregator category teams — can point to specific commercial outcomes secured.
- High-ownership operator: comfortable with a disciplined daily rhythm, EOD reporting, and being personally accountable for a national number.
- 6–8 years in FMCG / food sales with meaningful frozen, chilled, dairy, ice cream, or QSR-supply category experience — the candidate must genuinely understand cold chain, not just have listed frozen SKUs.
- 2+ years managing Q-Commerce or e-commerce key accounts (Blinkit, Zepto, Instamart, BigBasket, Amazon, Flipkart) from the brand or distributor side.
- Hands-on familiarity with reefer logistics, DC inwarding for temperature-controlled goods, rejections handling, and FEFO/shelf-life management.
- Strong analytical toolkit: advanced Excel; daily dashboard discipline (Power BI / platform analytics).
- Quantified track record: an availability, rejection-rate, write-off, or growth number they personally moved in a cold chain category.
Preferred
- Experience in food categories (instant noodles, snacking, beverages, Korean/Asian foods a plus).
- Exposure to JBP processes and quarterly/annual terms negotiations with Q-Commerce platforms.
- Prior work in a founder-led or high-growth distribution environment; bias for building systems, not just running them.
- Graduate degree required; MBA preferred but strong operators without one will absolutely be considered.
- Experience launching frozen/chilled products into new cities or new platforms, including infrastructure negotiation.
- Background at frozen-strong companies (ice cream, frozen snacks, frozen ready-to-eat, dairy) with Q-Commerce exposure.
- Familiarity with freezer asset deployment programs and asset tracking.
- Graduate degree required; MBA or supply chain qualification a plus.
Skills: quick commerce,food & beverage,ecommerce,frozen foods,commerce,ambient,qcommerce,sales,e-commerce,teams,fmcg,food
