Key Account Manager - eCommerce

Key Account Manager (Ecommerce)

Key Responsibilities:

- Driving the fast growing business of e-commerce and delivering the overall business for the channel.

- Engaging with the Key Customers by building strong business relationship to develop and deliver JBP.

- Planning and implementing the 6P Strategy with the customers.

- Engaging with Brand and Digital teams to integrate and implement the brand strategies online.

- Engaging with the field/ operations team to ensure business deliveries.

- Explore Potential business formats and stay on trend on ever evolving trends.

- Identifying impactful insights through engagement with platforms and using analytics tools.

Job Context & Challenges:

Internal: Brand Managers, Regional Managers, Customer development managers, commercial team, Area Managers, Analysts, eCommerce team, Digital Marketing, etc.

External: Customers (all functions), Stockists, Vendors/ 3P Agencies, Marketing agencies, ecommerce agencies.

Key Accountabilities:

1. Sales and Shares Targets:

- Achieving Customer Level and category-level sales values to deliver the Net Sales planned for the year.

- Deliver higher share than offline for all our categories.

2. Customer Engagement:

- Continuous engagement with the customers, driving JBP and T2T engagement with them. Managing Customer Claims and processing them in timely manner.

3. Executing the 6P Strategy:

- Ensuring all the 6P's are implemented as aligned in the quarterly Grids including Promotions, activations, Content, pricing, visibility implementation.

4. Analytics and Sharing Best Practices:

- Sharing of learning's and best practices to build Future ready organization.

- Using the Offtakes and results of activations to build a strong CP Learning on what works and what doesn't.

- Using tools to identify insights to build long term plans.

- Identify new models that are developing in the ecommerce market and share with larger organization.

5. Promo & Budget Planning:

- Planning Customer level spends and ensuring P&L at customer level is maintained.

6. Operational efficiencies:

- Owning Customer level Commercial business planning (CBP) to ensure stock planning is done.

- Engaging with Field / operations team to ensure smooth delivery of business.

- Working with CSNL for transition to Direct and managing Direct deliveries.