Ecommerce Lead / National Key Account Manager

Location: Gurugram

Type: Permanent

Role Details: Work from Office (6-day week with alternate Saturdays as non-working)

Context

Eggs are nature's most complete nutrition and have the potential to solve India's nutrition gap. However, out of 40 Crore eggs consumed daily in India, more than 97% are sold in loose and unpackaged format. The Indian egg industry is largely unorganized at the backend as well as the frontend. A typical egg in India takes 8 - 10 days to reach a retail counter by the time it is not fresh and has lost nutrition values (by more than 50% as per research). With non-fresh eggs, there is a funny egg smell and runny texture of yolk and albumen, which is very common with Indian eggs. Farmers make thin margins and are dependent on unorganized traders and wholesalers. Due to low incomes and lack of knowledge, there is heavy usage of antibiotics and chemicals in poultry feed that causes long-term health issues.

The Company

Eggoz - Nupa Technologies Pvt Ltd. Founded in 2017, Eggoz is a series-C funded egg brand and Agritech start up. It is funded by Gaja Capital, Ivy Cap, NabVentures, Avaana Capital, Rebright Partners and Others. The founders Abhishek Negi and Aditya Singh are alumni of IIT - Kharagpur.

Opportunity

With growing demand for hygienic and branded foods, Eggoz is building a brand of eggs in a $12 Billion egg consumption market which is growing rapidly at 15% annually. Eggoz aspires to be the 'Amul of Eggs', creating a trusted national brand synonymous with freshness and nutrition. It aims to deliver superior nutrition with sustainable farming, aim at better income for farmers and strive for 24-hour freshness, thereby holistically attempting to solve the current challenges in the industry. The business model is asset-light and tech-first where farmers are onboarded to an integrated platform, which includes poultry feed & nutrition integration using only herbal ingredients, and bird management technology to improve farmer income. Eggoz is the leading and fastest growing brand of eggs. Its products are available in omni-channel across several major cities of the country. In the next phase, Eggoz aspires to become a household brand. It is looking to scale the brand and platform to the rest of the country and build the largest national brand of eggs. It aims to build excitement around eggs and build the entire category of eggs and egg-based products.

The Role:

The National Key Account Manager / Ecommerce Lead owns the Eggoz business with the quick-commerce, e-commerce platforms and with national modern trade.

Eggs are a daily-replenishment and are perishable. This makes this role as much an availability and forecasting role as a commercial one. It is important that a consumer finds Eggoz in stock and fresh at the moment they look for it. The role carries the platform P&L, the trade and visibility budget behind it, and the demand forecast the supply chain plans against.

Key Responsibilities:

Platform P&L and commercial terms:

- Own the top line, trade spend and contribution margin across quick commerce, e-commerce and modern trade.

- Negotiate annual terms, margins, trade schemes and visibility spends with Blinkit, Zepto, Swiggy Instamart, Amazon, BigBasket, Reliance Retail and DMart.

- Build a joint business plan with each platform and hold both sides to it.

Availability and freshness:

- Own in-stock and fill rate at city and dark-store level, not only at account level.

- Own the demand forecast each platform plans against, and work with supply chain on daily replenishment into dark stores and distribution centres.

- Hold wastage, returns and near-expiry stock within agreed limits, and fix the causes rather than the symptoms.

- Protect the freshness promise through the platform's own supply chain, where Eggoz does not control the last leg.

Growth and visibility:

- Own the retail media and visibility budget - search, banners, category placement - and the return it delivers.

- Build assortment and pack architecture by platform, and land new launches including the egg-based product range.

- Grow category share, basket penetration and repeat rate, not absolute sales alone.

Insight and planning:

- Read consumer, basket and repeat data by platform and convert it into decisions on price, pack, placement and promotion.

- Track competitor and private-label activity on each platform and respond.

- Run a monthly business review with Sales leadership covering performance, spend and risk.

Cross-functional:

- Work with supply chain on fill rates, lead times and replenishment; with marketing on campaigns and content; with finance on claims, reconciliation and credit.

- Represent the requirements of the platform channel in Company planning.

Candidate Profile:

- Graduate in Engineering, Business, Marketing or Sales, with 8 - 10 years in Key Account Management / e-Commerce experience for an FMCG / Food & Beverage brand / Quick Commerce Platform.

- Hands-on experience with quick-commerce accounts is essential.

- Experience in fresh, chilled, dairy or another short-shelf-life category.

- A track record of carrying a channel P&L, including trade and visibility spend.

- Strong analytical ability - equally comfortable in platform dashboards and in a spreadsheet, and able to draw a decision out of both.

- Negotiation and relationship skills with platform category teams.

- Comfortable with pace and ambiguity, and willing to work in the detail of daily availability.

Critical Metrics:

- Net revenue and contribution margin by platform.

- In-stock and fill rate, at city and dark-store level.

- Category share on each platform.

- Return on visibility and retail media spend.

- Wastage, returns and near-expiry as a share of dispatch.

- Forecast accuracy.

- Repeat rate and basket penetration.

Eggoz is an equal opportunity employer