Key Account Manager - Ecommerce

Job Summary

The Key Account Manager E-commerce will drive business growth and manage the end-to-end relationship with key e-commerce accounts. This role involves strategic planning, account management, and operational excellence, ensuring product availability, accurate pricing, and seamless execution of promotions. The KAM will work collaboratively to achieve organizational objectives by aligning with account-specific goals, establishing robust systems, and fostering strong account relationships.

Key Responsibilities

1. Business Planning & Execution

• Execute and achieve the annual business plan for designated e-commerce accounts, aligning goals with company objectives.
• Develop Joint Business Plans (JBP) with key accounts by integrating customer and organizational objectives.
• Ensure accurate and competitive pricing across all listed products on e-commerce platforms.

2. Product Availability & Distribution Management

• Ensure all products are live, accurately listed, and available on e-commerce sites at correct pricing.
• Develop a comprehensive distribution infrastructure in line with the Go-To-Market (GTM) model to meet account demand.
• Continuously manage distributor operations, optimizing for order fulfillment, inventory, stock returns, and claims management.
• Identify, appoint, and train distributors as needed across locations to support account requirements.

3. Account Relationship & Collaboration

• Build and maintain strong, strategic relationships with key account stakeholders through regular meetings to understand their systems, processes, and business needs.
• Serve as the main point of contact for updates on systems, processes, and account developments to key e-commerce accounts.
• Lead quarterly performance reviews with each major account, analyzing metrics to identify opportunities and address challenges.

4. Marketing & Promotions Execution

• Collaborate with the marketing and channel teams to plan, execute, and monitor promotional activities, channel-led programs, and campaigns across accounts.
• Execute planned promotional strategies effectively, reviewing and adjusting as needed based on account performance and competitive insights.

5. Data Analysis & Forecasting

• Conduct regular analysis of account data to track sales performance, promotions, and customer trends, utilizing insights for strategic decision-making.
• Prepare monthly rolling sales forecasts for each account, ensuring accurate demand planning and alignment with stakeholders.
• Monitor competitor activity, including product launches and promotions, to adjust strategies and remain competitive.

6. Operations & Process Management

• Set up and refine processes for efficient e-commerce business management, including order tracking, shipping, and payment processes.
• Manage Accounts Receivable (AR) issues, ensuring timely collection of dues and NOC (No Objection Certificate) from distributors on a quarterly basis.
• Maintain updated records on orders, inventory levels, and distributor performance, sharing relevant insights with internal teams.