Key Accounts Manager

3 days ago

India Aditya Birla Group Full time

Job Description

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 brand.com

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 brand.com 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
- Brand.com 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 brand.com

Handle Linen Clubs D2C Website

-
- Ensure val/vol delivery of brand.com as per projections
-
- Develop next phases of brand.com 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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