Flipkart - Director - Buy/Key Account Management (10-16 yrs)

About the role

A large part of Flipkart's growth as far as categories are concerned is through the management and development of Key accounts. Ever since Flipkart's migration to a marketplace model, there has been a keen focus on the development of key accounts for the growth of respective categories. Key accounts for a category can include large brands or large vendors who deal with products from a particular line. The incumbent will be given sole responsibility of a number of key accounts, and will thereby be expected to grow the category as far as key accounts are concerned.

You are responsible for:

Business strategy:

- Know the customer: Deeply understand customer behaviour, develop new customer insights

- Own the business: Co-own the P&L, develop the business model, understand where opportunities are and create a viable business to service them

- Know the market: Stay on top of trends in an ever-changing landscape, find opportunities and prioritize based on size, internal capabilities, etc.

- Know the competition: Understand on-line and off-line players. Ensure Flipkart selection stays well ahead of the competition

- Influence the leadership: Convert strategies into action by liaising with cross-functional leadership and drive the changes required

Vendor Management:

- Develop deep and long standing relationship with the vendors - to drive relationships from the strategic to the tactical

- Own the terms of business with the vendor - products, returns, ordering, etc.

- Ensure high-share of mind from the vendor. Build deep ties.

- Make vendors partners in driving disruptive changes for the category Market Understanding

- Develop a thorough knowledge of the market - short term and long term trends

- Have an in depth knowledge of competition and vendor and ability to influence the market

- Develop and implement industry best practices. move the industry with you!

Merchandising and Sales strategy:

- Identify and drive sources of customer and transaction growth for the category

- Own pricing strategy based on market potential, consumer insights, margins, competitive signals, etc.

- Drive necessary promotions

- Create a sustainable business model in the category for ongoing business

- Identify the growth areas and new business scope within the existing category

- Expand selection, enable its discovery and ensure conversion

People leadership:

- Build, retain and groom a strong team highly talented and driven individuals to deliver across functions

- Set goals, define KPIs and ensure team tracks effectively towards goa

You should have:

Educational background - Graduation/MBA

Knowledge of Retail, consumer goods industry is a plus

Desire and ability to think like the customer

Ability to translate strategies into execution plans and take them to completion

Highly analytical

Willing to take calculated risks to grow the category

Excellent verbal and written communication with interpersonal skills

Strong understanding of technology and business

Must be willing to learn

Ability to connect with people across teams & levels

Strong bias for Action - Flipkart works at a very rapid pace