Senior Key Account Manager - Qcom

COMPANY & BACKGROUND

Dairy Day was started in 2002 by two veterans from the ice-cream industry, with a keen desire to chart their own course in a category they were deeply passionate about. Over the past 20 years, Dairy Day has grown to become a regional leader in the ice-cream category, with market leadership in Karnataka & with the brand ranked 2^nd in Tamil Nadu. The brand boasts of strong presence on-ground across 80000+ retailers, and continues to grow rapidly at 25%+, with FY'24 revenues at 680 Cr and with FY'26 expected to cross a 1000 Cr. Along the way, Dairy Day has attracted significant investor interest, with investments from Motilal Oswal in 2016 and a sizeable investment from Kedaara Capital in 2024.

QCom is a critical growth driver for ice cream as a category and Dairy Day has rapidly scaled its presence on this channel. At this juncture, Dairy Day is planning to build a house of brands, with the launch of a designed-for-QCom, digitally native ice cream brand in the summer of 2026. With distinct packaging formats, a strong product pipeline that builds upon Dairy Day's extensive back-end capabilities and a distinct, digitally native brand identity, this marks an exciting new chapter in the organization's objective of becoming one of the top 3 brands nationally.

We are looking to hire a Senior Key Account Manager with extensive QCom experience, to come in and work closely with the VP-Sales & founders in putting together the revenue roadmap for the new QCom brand over the next decade. The individual will drive revenue generation for the new brand through platform-specific monthly & quarterly interventions across QCom partners, deploy pricing & promo strategy, manage profitability and work closely with stakeholders across marketing, supply chain and finance. This role offers an opportunity to build a digitally native brand, designed for QCom with a social-first brand building approach and with an exciting charter on NPD & collab-led revenue generation with the freedom to operate and speed to market comparable to a new-age start up.

ROLE AND RESPONSIBILITIES

Lead monthly & quarterly revenue planning with QCom platforms with focus on driving availability, discovery & offtake.

Design and deploy a targeted promo strategy to drive lower funnel conversion of key SKUs, to boost dark store throughput & revenue.

Work in close coordination with the marketing team to shape monthly revenue generation plans through discovery & promo-led strategy.

Drive listing, availability and scale offtake of NPDs across focus geographies by liaising with individual accounts.

Track availability across dark stores & geographies to minimize availability-led losses and maximize revenue throughput.

Work closely with the performance marketing & brand teams to build monthly & quarterly revenue plans, ensure availability of focus portfolio and drive incremental revenue from new launches.

QUALIFICATIONS AND EXPERIENCE REQUIREMENT

Academic

MBA from a Tier 1/ Tier 2 B-school

Professional

8-10 years of experience in FMCG categories, with strong experience in account management with QCom platforms. Relevant experience at any of the top 3 QCom platforms would be a definite bonus.

Proven track record of scaling brands on QCom with clearly attributable business results and impactful revenue generation initiatives.

Strong understanding of QCom as a channel and sales environment, with clear understanding of revenue drivers.

Experience in customer relationship management, driving brand initiatives on QCom platforms, driving revenue for digitally native brands and a good understanding of QCom platforms are critical requirements to be able to succeed in this role.

What we're looking for: An entrepreneurial approach that derives joy in setting things up from scratch & rapidly scaling revenue of digital brands, with proven track record of execution excellence and in delivering impactful revenue generation initiatives in the QCom environment.

FUNCTIONAL COMPETENCIES

Experience in QCom account management for digitally native, social-first FMCG brands. Relevant experience at any of the top 3 QCom platforms is a definite bonus.

P&L management experience

Experience in shaping revenue plans, designing promo strategy, winning with executional excellence to ensure listing, availability & scale up.

Strong analytical frame of mind with good excel skills to track key metrics and execute on an everyday basis.

Understanding of QCom as a channel, with QCom first revenue generation experience

Important Note: Please read and understand the JD before applying.

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