Key Account Manager, eCommerce

Role Overview

• Develop and Execute Joint Business Plans (JBPs) with accounts in line with company priorities & joint goals.
• Plan annual/ monthly sales numbers and review with accounts regularly.
• Prepare eCommerce business analytics for account for actionable insights.
• Negotiate Promotions/Activations with accounts.
• Approval from CMM/ Trade.
• Coordinate with Internal Team (Marketing, CMM, Supply Chain, Ethical team etc.) for ensuring on time for promotions, stocks, events, driving offtakes, etc.
• Firm up the Monthly forecasts and number with Internal Customer Marketing & Supply Chain.
• Align the forecast basis the accounts growth plans/forecast
• in terms of category and geographical spread.
• Monitor the digital shelf KPIs like Availability % at different geo and SKU cuts; fill rates; SKU assortment.
• Track POS data for accounts location wise (Micro marketing opportunities) and scan for opportunities and gets the same across to Customer Marketing for promo planning.
• Track & provide commentary (both internally & to the customer) on special events like new item launch.
• Promotional evaluation, customer point of sale information analysis and tracking of key initiatives in the ACCOUNT.
• Leverage understanding of the retailers/customers and their ways of working to drive Customer/Shopper Delight.
• Use the POS data mining tools; look for opportunities for our categories/brand at a city level, and share the same with customer marketing teams for appropriate plans.
• Understand the interplay between the various investment and profit drivers and manage them.
• Work in tandem with Brand and Customer Marketing to build plans for categories (wherever there are market share issues) and execute them.
• Innovate in the areas of Banner display, search word optimization, penetration drive, upgrade & retention interventions.

Requirements

• Minimum 5+ years of relevant experience.
• Experience with an eCommerce team at an FMCG company with sufficient knowledge and understanding about Sales systems and processes.
• Min 5 years of work experience with at least 3 years in an Ecom Sales role; overall exposure in other functions like Supply chain, performance marketing is ok – but SALES role is mandatory.
• Ability to design ways of working for the account, by sharing the same with the backend MT Customer Marketing Team & Supply Chain
• Should have ability to plan account specific plans and execute them.
• Should have qualities like team coordination, analytical ability and networking skills

Benefits

• N/A