Online Sales Manager

4 days ago

Noida, India Jubilant FoodWorks Ltd. Full time

Jubilant FoodWorks is amidst transformation & expansion which will fuel the next level of growth and this creates both challenges and opportunities. While JFL is the largest QSR in the sub-continent, it is set to double in scale & size with a vision towards becoming a Multi Business, Multi Product, Multi Country Operations.


Job Purpose

To double the online platform for Dunkin, across aggregators like Swiggy & Zomato and new avenues like Dine out/ ONDC. The incumbent will work to drive funnel growth, conversion and best visibility (discoverability) of Dunkin.

The incumbent will be responsible for growing the business with online partners and drive digital agenda for the business.

This role has 2 parts-

(i) Ecom lead for Dunkin aggregator business -70%

(ii) Data and digital transformation for Dunkin (30%) The person will lead partnership with external dining apps and internally work with digital and data teams on transforming Dunkin data transformation.

The person will be responsible for monthly revenue and customer KPI’s. Plan and execute annual online strategy and work with stake holders to drive execution in market by focusing on input parameters like rating, on time order satisfaction, new SKU launch planning and deliver the channel strategy.

The potential candidate will work in partnership with OPS, store execution team, digital & marketing to deliver demand generation and spend time on solving the friction points in execution, so that demand is fulfilled by stores and delivery hubs.

The mandate of the role, is to recruit new customer and build frequency in a profitable way. The candidate will drive the efficiency of the marketing funnel with the marketing / product team and explore opportunities to deliver better ROMI.

KEY ACCOUNTABILITIES: Key Account Management

  • Devise , customer, partner and channel strategy for food aggregator channels in online and offline space drive business (revenue) growth for Dunkin business.
  • The role also requires the incumbent to think ahead, influence stake holders and drive visibility growth on platform.
  • Partner effectively with food aggregators for weekly /monthly growth plan. Ownership of joint business planning which helps business to delivery revenue growth and share gain
  • Partner with digital teams (internal & FA) product & marketing team for enhancing the experience on virtual stores, right menu choices, menu sequencing, insights on activating new occasion to recruit more new users
  • Co create perfect store online and continue to optimize it with the brand team , so that we have the best in class CTR
  • Own the analytics of the channel, which helps to make smarter financial decision on driving mix and deliver better promo delivery
  • Work with digital and product team to be the anchor of 2 transformative projects (i) Making OA / PWA experience seamless (ii) Lead analytics requirement for the business
  • Monthly / Quarterly KPI
  • Plan and deliver monthly sales and profit plan on aggregator, work closely with Ops head and store ops team
  • Deliver the activity plan with aggregator and deliver the ROI and ROMI on spend. Hold the channel level
  • profitability as per plan
  • Work with ops team to manage the rating / reviews / guest concerns and seamless post delivery experience
  • Partner internal (Dunkin) & aggregator marketing teams to tap into new category occasions via visibility and
  • price / pack architecture to recruit more new users in business
  • Drive perfect store online dashboard – rating / review / ranking and improvement in MO and M2C
  • Sales Planning
  • Plan and lock the monthly / quarterly forecast with marketing / ops and aggregator partners.
  • Creating a business construct on entire sales planning and influencing stake holders to deliver the plan.
  • Work with ops team on, monthly store targets , so that team owns and deliver the input KPI and is able to deliver positive outcomes for the business .
  • Responsible to close monthly & quarterly budget reconciliation, payments and keeping track of spends.
  • Stakeholder Management
  • Great people management skills are required, as incumbent will work with internal and external stake holders
  • Partnership with aggregators so that you learn insights of business, influence internal stake holders – Ops/ marketing / finance and IT so that your plans win internal sponsorship .
  • Great in relationship management, so that you work effectively with aggregator partners
  • Partner analytics and insights on data hygiene and quality, so that Dunkin has right data sets for analytics.


Qualifications, Experience & Skiils-


MBA degree in Sales and Marketing, with experience in sales - KAM in FMCG / E-Grocery or Consumer durable.

5-6 years of experience in sales or at least last 18 months as an ecom KAM is an advantage.

Good commercial/ negotiation acumen with flair to influence people and wants to make an impact.

The role is in startup environment and hence will stretch you on thinking, speed and self-drive

Non-negotiable:

(i) Data Driven and love of numbers – To do good in role, love for using data to drive actionable insights is important

(ii) Great excel and power point skills

(iii) Great excel skills are a big advantage

(iv) Good communicator / presenter

(v) High self-drive is important – role needs self-driven people, who are looking out for challenge

What this role will do to your skill set: This role will give exposure the entire gamut of how demand generation, demand fulfilment and digital funnel works in Omni channel world. Will give a very robust understanding of revenue management and channel profitably.

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