Key Account Manager – E-commerce & Quick Commerce

Industry: FMCG
Experience: 3–8 years
Location: Delhi/NCR
Function: Sales / E-commerce / Key Account Management

About the Role

We are looking for an experienced Key Account Manager – E-commerce & Quick Commerce to drive online sales growth, strengthen strategic platform partnerships, and expand the company's presence across leading e-commerce and quick commerce channels.

The ideal candidate will have a strong background in FMCG or consumer products, with hands-on experience managing key accounts, driving revenue and profitability, negotiating commercial terms, and executing growth strategies across online marketplaces and quick commerce platforms.

Key Responsibilities

Key Account Management

• Manage and grow key accounts across Amazon, Flipkart, Blinkit, Zepto, Swiggy Instamart, and other relevant platforms.
• Build and maintain strong relationships with platform account managers, category teams, and business stakeholders.
• Drive monthly, quarterly, and annual sales targets across assigned accounts.
• Develop account-specific business plans to accelerate growth and improve market share.

Revenue Growth & Profitability

• Own account-level sales performance, GMV, revenue targets, and profitability metrics.
• Manage pricing, trade spends, promotional budgets, and contribution margins.
• Identify opportunities for assortment expansion, new product launches, and increased platform penetration.
• Negotiate commercial terms, promotional placements, and growth opportunities with platform partners.

Promotions & Platform Visibility

• Plan and execute promotional campaigns, seasonal events, and platform-specific growth initiatives.
• Improve product visibility through sponsored listings, retail media, deals, and other promotional placements.
• Monitor campaign performance, sales uplift, and return on advertising spend.
• Collaborate with marketing teams to improve product discoverability and conversion.

Quick Commerce Business Management

• Drive business growth across quick commerce platforms, including Blinkit, Zepto, and Swiggy Instamart.
• Monitor city-wise, SKU-wise, and platform-wise sales performance.
• Ensure strong product availability, inventory replenishment, and optimal assortment across dark stores.
• Track fill rates, out-of-stock levels, and stock availability to minimize lost sales.
• Work with supply chain and operations teams to improve forecasting and inventory efficiency.

Analytics & Business Reviews

• Analyse GMV, net sales, margins, average selling price, promotional ROI, and other relevant business metrics.
• Prepare sales forecasts, account reviews, and performance reports.
• Track competitors, market trends, pricing movements, and category performance.
• Use data-driven insights to identify growth opportunities and improve account profitability.

Cross-functional Collaboration

• Work closely with sales, marketing, finance, supply chain, and demand planning teams.
• Align inventory, pricing, promotional calendars, and business targets across channels.
• Ensure timely execution of account plans and resolution of operational issues.

Mandatory Requirements

• 5–10 years of experience in e-commerce sales, key account management, or online business management.
• Experience in FMCG, food and beverages, personal care, beauty, home care, or other consumer product categories.
• Hands-on experience managing accounts across e-commerce and/or quick commerce platforms.
• Strong understanding of platform operations, commercial negotiations, sales planning, and account growth.
• Proven experience managing sales targets, GMV, trade spends, promotions, and profitability metrics.
• Strong analytical skills and proficiency in Excel and business reporting.
• Excellent negotiation, communication, and stakeholder management skills.

Preferred Qualifications

• Experience managing both e-commerce marketplaces and quick commerce platforms.
• Exposure to account-level P&L, contribution margins, and promotional ROI.
• Experience with retail media, sponsored advertising, and platform marketing investments.
• Understanding of demand forecasting, inventory management, and SKU-level performance.
• Experience working with established or fast-growing FMCG brands.

Ideal Candidate Profile

We are looking for a commercially driven professional who can combine strong platform relationships with data-led decision-making to deliver sustainable revenue growth and profitability.

The candidate should be comfortable managing multiple accounts, negotiating with platform partners, and working in a fast-paced FMCG environment.