Key Accounts Manager

4 weeks ago

Kolkata, India Aditya Birla Group Full time

Job Purpose
To plan and oversee the day-to-day operations and strategic initiatives within the e-commerce segment. This role supports the Department Head E-Commerce by implementing effective strategies to drive online sales, enhance customer experience, and achieve key performance metrics including NSV and EBITDA.

Job Context & Major Challenges
Job Context
Linen Club, the leading linen brand in India ventured into E-commerce in 2019 through its apparel line. It has been growing its e-com business and has plans to expand the channel further.

Job Challenges
To find a profitable growth route by balancing volumes and ASPs.

To ensure strong partnerships with platforms for maximum visibility, discount sharing and enhanced performance.

To manage outsourced operations and work with a cross functional team for delivery.

Key Result Areas

  • Principal Accountabilities

Accountability
Supporting Actions
Driving sales & profitability

  • Net sales targets (Units/Revenue)
  • Desired CBA & EBIDTA delivery
  • Returns % management
  • Working capital management
  • Responsible for secondary sale through the marketplace account assigned and through

Operations

  • Management of cataloguing and listing on ecom platforms
  • Discounting, pricing finalization for event/ BAU
  • Inventory management and stock allocation planning
  • Work with third party aggregator to ensure channel SLAs are adhered
  • Management of end to end ops and merchandising and associated sales growth
  • Plan day to day(BAU and Event) sales on the marketplaces, work with internal and external stakeholders and get required support to execute the plan in time.

Improvements

  • Identifying the best ecommerce practices for the category and implement for the brand to improve sales and to reduce returns.

Relationship Management

  • Responsible for building business relationship with Brand Manager/KAM of the marketplaces and be part of their quarterly plan, AOP and Event Calendar/Visibility.

Channel partner mgt

  • To interface on all areas like pricing, discounting, events, visibility etc
  • Onboard new relevant channels as needed
  • Oversee annual planning, JBP and ongoing relationship management with key channel partners such as Amazon, Myntra, Flipkart, Ajio, Nykaa, TatacliQ etc.
  • Renegotiate commercials/ waivers and evaluate new business models like Omni as business scales

Analytics

  • Analyse sales data and plan sell through
  • consumer journey understanding and enhancing the site
  • Promotion planning and execution in coordination with marketing

Ensure Effective Promotions

  • Coordinate with marketing to ensure optimum visibility of brand and products on various channels
  • Co-build and effectively implement a visibility plan for

Handle Linen Club's D2C Website

  • Ensure val/vol delivery of as per projections
  • Develop next phases of and handle its customization

Ensure Right Product/Price Mix

  • Develop the product price grid basis competitive benchmarking and channel discussions
  • Ensure development in coordination with design team
  • Plan and coordinate on time drops with sourcing team

3 rd part management

  • Develop the product price grid basis competitive benchmarking and channel discussions
  • Ensure development in coordination with design team
  • Plan and coordinate on time drops with sourcing team

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