Job Description:

Key Account Manager (E-commerce Marketplaces)

Position Details

Position: Key Account Manager (KAM) – E-commerce
Department: E-commerce & Digital Commerce
Location: Gurugram, Haryana
Reporting To: Head – E-commerce

About the Role

We are seeking a highly motivated and result-oriented Key Account Manager (KAM) to drive business growth across leading e-commerce and quick-commerce platforms. The ideal candidate will be responsible for end-to-end marketplace management, including account operations, sales growth, catalog management, advertising, inventory planning, pricing strategies, claims reconciliation, and marketplace relationship management.

The role requires a strong understanding of Amazon, Flipkart, Myntra, Nykaa, Blinkit, Zepto, Instamart, Meesho, and other online marketplaces, with a focus on maximizing revenue, profitability, and brand visibility.

Key Responsibilities

Marketplace Account Management

• Manage end-to-end business operations across multiple e-commerce marketplaces.
• Own marketplace P&L and achieve revenue, profitability, and growth targets.
• Maintain excellent account health and ensure compliance with marketplace policies and SLAs.
• Build strong relationships with category managers, account managers, and marketplace stakeholders.
• Identify growth opportunities and execute joint business plans with marketplace partners.
• Monitor and resolve operational issues, listing suppressions, policy violations, and escalations.

Sales & Business Growth

• Drive sales performance across Amazon, Flipkart, Myntra, Nykaa, Blinkit, Zepto, Instamart, Meesho, and other platforms.
• Develop monthly, quarterly, and annual business plans.
• Execute promotional campaigns, lightning deals, marketplace events, and seasonal sales.
• Identify new product launch opportunities and category expansion initiatives.
• Monitor category performance and recommend strategies to improve market share and revenue.

Catalog & Content Management

• Manage complete product catalog across marketplaces.
• Create, update, and optimize product listings.
• Ensure accurate product titles, descriptions, specifications, keywords, and images.
• Develop and optimize A+ Content, Enhanced Brand Content, and Brand Store pages.
• Manage parent-child variations and product attributes.
• Improve product discoverability through marketplace SEO and keyword optimization.

Performance Marketing & Advertising

• Plan, execute, and optimize marketplace advertising campaigns.
• Manage Sponsored Products, Sponsored Brands, Sponsored Display, Flipkart Ads, and other advertising formats.
• Conduct keyword research and bidding optimization.
• Monitor and improve key advertising metrics including:
  • ROAS
  • ACOS
  • TACOS
  • CTR
  • CPC
  • Conversion Rate
• Manage advertising budgets and maximize return on investment.

Pricing & Competitive Intelligence

• Monitor competitor activities, pricing trends, and category movements.
• Develop pricing and promotional strategies to improve competitiveness.
• Analyze Buy Box performance and pricing effectiveness.
• Evaluate product margins and campaign profitability.
• Recommend pricing adjustments based on market conditions and business objectives.

Inventory Planning & Supply Coordination

• Forecast demand and manage inventory planning across marketplaces.
• Coordinate with warehouse, procurement, and supply chain teams.
• Ensure optimum stock availability and inventory turnover.
• Monitor inventory health and minimize stock-outs and excess inventory.
• Maintain high fill rates and marketplace SLA compliance.

Claims, Reconciliation & Recovery Management

• Manage reimbursement claims, shortage claims, SPF claims, and deduction recoveries.
• Conduct settlement reconciliation and payment verification.
• Track returns, penalties, chargebacks, and logistics-related deductions.
• Coordinate with marketplaces for claim approvals and recovery settlements.
• Improve claim recovery percentages and reduce revenue leakages.

Reporting & Business Analytics

• Prepare daily, weekly, and monthly business reports.
• Track sales, inventory, advertising, profitability, and operational KPIs.
• Develop MIS dashboards and performance scorecards.
• Present actionable insights and recommendations to management.
• Support strategic business planning through data-driven analysis.

Key Performance Indicators (KPIs)

• Revenue Growth
• Gross Merchandise Value (GMV)
• Marketplace Profitability
• ROAS & ACOS Performance
• Conversion Rate Improvement
• Buy Box Win Percentage
• Inventory Availability
• Fill Rate & SLA Compliance
• Advertising Efficiency
• Claim Recovery Rate
• Product Ranking & Visibility

Required Skills

• Strong hands-on experience with Amazon Seller Central and Flipkart Seller Hub.
• Experience managing Myntra, Nykaa, Blinkit, Zepto, Instamart, Meesho, and other marketplaces.
• Expertise in marketplace operations and account management.
• Strong understanding of catalog management and listing optimization.
• Experience with performance marketing and marketplace advertising.
• Advanced proficiency in Microsoft Excel including Pivot Tables, XLOOKUP, VLOOKUP, Power Query, and dashboard reporting.
• Strong analytical and problem-solving capabilities.
• Excellent communication and stakeholder management skills.
• Ability to work in a fast-paced and target-driven environment.

Preferred Qualifications

• Bachelor's Degree in Business, Commerce, Marketing, Management, or a related field.
• MBA preferred but not mandatory.
• Certifications in Amazon Advertising, Digital Marketing, E-commerce Management, or Data Analytics will be an advantage.

Preferred Industry Experience

Candidates from the following sectors will be preferred:

• Healthcare
• Medical Devices
• Consumer Healthcare
• FMCG
• Consumer Goods
• Personal Care
• Wellness Products
• D2C Brands
• E-commerce Organizations

Experience Required

• Minimum: 4 Years
• Preferred: 5–8 Years

Compensation

Salary will be commensurate with experience, qualifications, and marketplace business management expertise.

Why Join Us?

• Opportunity to manage high-growth marketplace channels.
• Exposure to leading e-commerce and quick-commerce platforms.
• Fast-paced entrepreneurial work environment.
• Strong growth and leadership opportunities.
• Opportunity to directly influence revenue and business strategy.