National key account manager- ecom

Role: National Key Account Manager-ECom

Location: Bengaluru

Role Purpose

The National Key Account Manager (NKAM) - E-commerce & Quick Commerce will be responsible for driving profitable growth, market share, and brand visibility across key online and quick commerce platforms other emerging digital channels.

The role will own customer relationships, Joint Business Plans (JBPs), commercial negotiations, channel profitability, assortment expansion, promotional planning, and execution excellence. The incumbent will work cross-functionally with marketing, supply chain, finance, category, and digital teams to accelerate the growth agenda for Zydus Wellness brands in the digital commerce ecosystem.

Key Accountabilities & Responsibilities

1. Financial

Revenue & Profitability Management

Deliver annual and monthly sales, market share, NRV, and Cost to Serve targets across assigned E-commerce and Quick Commerce accounts. Drive sustainable business growth through optimized investments, trade spends, and promotional effectiveness. Manage account P& L including trade terms, visibility investments, platform spends, and ROI tracking. Develop annual business plans and quarterly growth roadmaps for key accounts.

Growth & Business Development

Identify and unlock growth opportunities through assortment expansion, new product launches, exclusives, and channel-specific activations. Drive incremental business via emerging channels, dark store expansion, and regional penetration opportunities. Maximize visibility and conversion during key platform events such as Prime Day, Big Billion Days, Blinkit Bistro campaigns, Super Saver Days, and category-led promotions.

2. Customer

National Account Management

Manage strategic relationships with key national E-commerce and Quick Commerce customers. Build strong relationships with category heads, buying teams, account managers, and platform leadership teams. Lead annual commercial negotiations including JBPs, trade terms, visibility investments & growth commitments.

Shopper & Consumer Excellence

Ensure superior brand discoverability, content quality, assortment availability, pricing competitiveness, and customer ratings. Drive category growth initiatives by leveraging shopper insights and platform analytics. Enhance consumer experience through effective product merchandising, search optimization, and promotional planning.

3. Process

Commercial & Business Planning

Develop and execute annual account plans aligned with business objectives and brand priorities. Lead monthly and quarterly business reviews with customers and internal stakeholders. Monitor KPIs including sales, fill rates, availability, visibility, share of search, conversion, market share, and profitability.

Analytics & Insights

Leverage platform data, market insights, and category trends to identify growth opportunities and risks. Track business performance through dashboards and actionable scorecards. Conduct post-promotion effectiveness reviews and incorporate learnings into future plans.

Supply Chain & Operations

Partner with demand planning and supply chain teams to ensure optimum inventory availability. Improve fill rates, reduce stock-outs, and maintain healthy inventory across marketplaces and dark stores. Drive operational excellence in forecasting, replenishment, and launch execution.

4. People & Collaboration

Team Leadership

Lead and develop Key Account Executives or Account Managers Foster a culture of accountability, ownership, collaboration, and continuous improvement. Coach team members on account management, business planning, and commercial negotiations.

Cross-Functional Collaboration

Partner closely with: Brand & Marketing Teams Customer Trade Marketing Finance & Commercial Teams Supply Chain & Demand Planning Digital Marketing Category & Insights Teams Revenue Growth Management (RGM) Ensure alignment between customer plans and organizational business priorities.

Key Deliverables

Account Growth

Achievement of NRV, volume, Market Share and profitability targets. Delivery of channel-wise growth objectives. Expansion of product assortments and distribution.

Joint Business Planning (JBP)

Annual JBP creation and execution with key accounts. Effective management of trade investments and promotional calendars. Achievement of mutually agreed KPIs with platform partners.

Marketplace & Quick Commerce Excellence

Best-in-class assortment availability. Strong search rankings and digital shelf visibility. Execution of platform-specific campaigns and new launches.

Business Analytics

Regular account performance reviews. Opportunity identification based on consumer, platform, and category insights. Actionable business recommendations backed by data.

Team Effectiveness

Team capability development. High engagement and performance culture. Achievement of individual and team KPIs.

Key Interactions

Internal

E-commerce Team Brand & Marketing Teams Demand Planning & Supply Chain Finance & Commercial Team Digital/Performance Marketing Team

External

Accounts Agencies ( Perf Marketing & Analytics)

Educational Qualifications

MBA from a Tier 1 institute.

Experience

4-10 years of experience in Key Account Management, E-commerce, Quick Commerce, Digital Sales. Prior experience managing Amazon, Flipkart, Blinkit, Zepto, Swiggy Instamart, Big Basket, or similar platforms preferred. FMCG, Consumer Healthcare, Nutrition, Personal Care, or Consumer Goods experience strongly preferred. Proven track record of delivering sales growth and managing customer P& L.

Functional Competencies

Key Account Management P& L and Commercial Management Trade Investment & ROI Management Negotiation & Influencing Category & Shopper Analytics

Behavioral Competencies

Strategic Thinking Ownership & Accountability Result Orientation Collaboration & Stakeholder Management Problem Solving