Key Accounts Manager - eCommerce - FMCG Industry

Job Title: Key Account Manager | E-commerce | FMCG

Location: Gurugram, HY

Experience: 3+ years

Industry: FMCG (Hygiene & Personal Care)

Function: Sales / E-commerce / Key Accounts

Job Summary

We are looking for a dynamic and result-driven Key Account Manager - E-commerce to manage and grow our online business across leading e-commerce platforms. The ideal candidate must have hands-on FMCG experience, with strong exposure to e-commerce account management, commercial negotiations, and online sales growth. Experience in Personal Care & Hygiene categories will be an added advantage.

Key Responsibilities

1. Manage and grow key e-commerce accounts such as Amazon, Flipkart, Blinkit, Zepto, Swiggy Instamart, BigBasket, etc.

2. Own P&L, topline and bottom-line performance for assigned e-commerce platforms.

3. Plan and execute monthly/quarterly sales targets, promotional calendars, and visibility campaigns.

4. Lead commercial negotiations including margins, visibility spends, joint business plans (JBPs), and annual contracts.

5. Coordinate with internal teams (Marketing, Supply Chain, Finance, Category, Operations) to ensure smooth execution.

6. Drive assortment expansion, new product launches, and availability across platforms.

7. Monitor sales performance, stock health, fill rates, ROAS, and campaign effectiveness.

8. Analyze platform data and dashboards to identify growth opportunities and corrective actions.

9. Ensure compliance with platform processes, pricing hygiene, and brand guidelines.

Desired Candidate Profile

1. Minimum 3+ years of relevant experience in FMCG (mandatory)

2. Prior experience managing e-commerce key accounts is essential

3. Preference for candidates with exposure to Personal Care / Hygiene / Beauty / Wellness categories

4. Strong understanding of online channel dynamics, promotions, and digital shelf management

5. Excellent negotiation, stakeholder management, and analytical skills

6. Proficient in Excel, data analysis, and performance tracking

7. Ability to work in a fast-paced, target-driven environment

Educational Qualification

1. Any graduate with strong relevant experience

2. MBA / PGDM in Sales & Marketing or equivalent (preferred)