Key Accounts Manager - E Commerce

Job Title: KAM, Ecommerce
Job Type: Permanent, Full-time
Function: Sales
Business: Godrej Consumer Products Limited
Location: India
About Godrej Industries Group (GIG)
At the Godrej Industries Group, we are privileged to serve over 1.1 billion consumers globally through our businesses with market leadership positions in the consumer products, real estate, agriculture, financial services and chemicals industries.
https://www.godrejindustries.com/
About Godrej Consumer Products Limited (GCPL)
Godrej Consumer Products is a leading emerging markets company. As part of the over 125-year young Godrej Group, we are fortunate to have a proud legacy built on the strong values of trust, integrity and respect for others. At the same time, we are growing fast and have exciting, ambitious aspirations.
https://www.godrejcp.com/
About the role
GCPL, with a direct coverage of 7 lakh outlets, indirect reach of 35 lakh outlets covering 27000 villages, is one of the leading FMCG organizations in the country. We are market leaders in most of our Core categories- Hair Colour, Household Insecticides & Personal Wash. The key account manager is a pivotal role in e-commerce team, working with set of key clients & developing productive long term relationships with customers.

Role Specifications
Planning (internal):
- Collaboratively contribute to the development of brand strategy.
- Create detailed Annual Operating Plans (AOP) tailored to individual brands and retailers.
- Develop Collaborative Business Environment (CBE) strategies as necessary throughout the year.
Planning (with retailer):
- Translate brand strategies into Joint Business Plans (JBP) and quarterly plans in partnership with retailers.
- Design detailed monthly promotional activities.
Activation execution:
- Ensure retailers adhere to the Joint Business Plans and quarterly plans.
- Manage approvals and provisioning processes.
- Adjust plans as needed in real-time.
Assortment management:
- Identify gaps in product assortment and secure listings with retailers.
- Ensure the accuracy and timeliness of new product listings.
Monitoring performance & Collaborative Business Environment (CBE):
- Monitor performance metrics daily and weekly.
- Implement Collaborative Business Environment strategies as needed throughout the month.
- Provide SKU-level forecasts to support the Sales and Operations Planning (S&OP) process.
Stock availability:
- Take overall responsibility for fill rate and On-Shelf Availability (OSA).
- Directly manage the monthly forecasting and S&OP process.
- Oversee billing, invoicing, delivery, and returns processes.
Payments:
- Work closely with retailers to ensure timely payments.
- Validate and process claims promptly.
- Support finance with quarterly quit claim procedures.
Retailer relationships:
- Cultivate strong relationships with key personnel within retail partners.
- Gain deep understanding of retailer operations and market trends.
- Address retailer requests such as liquidation and payment inquiries.
New customer development:
- Identify and onboard new retailers and sellers.
- Negotiate Terms of Trade (ToT) and legal agreements.
- Manage initial Point of Sale (PoS) setup.
Sales process improvement:
- Lead cross-functional projects to enhance sales processes.
- Collaborate with retailers to implement process improvements effectively.
Who are we looking for?
Education: Post Graduate degree (MBA) in Sales & marketing from a premier B-school
Experience:

• Total experience in the range of 5 years in sales and marketing
• Prior experience as Key Account Manager (E-commerce or Modern Trade) will be required

Skills:

• The incumbent should have strong influencing, negotiation & communication skills with ability to develop people. Should be able to create business solutions, enabling and driving
• Deep analytical and critical thinking skills, good interpersonal skills to navigate cross-functional teams
• Able to work under pressure and meet deadlines
• Proactive planning and priority setting skills
• Ability to thrive in ambiguity & demonstrates high energy, drive & perseverance
• Highly consumer and customer centricity

Whats in it for you?
Be an equal parent
Maternity support, including paid leave ahead of statutory guidelines, and flexible work options on return
Paternity support, including paid leave
New mothers can bring a caregiver and children under a year old, on work travel
Adoption support; gender neutral and based on the primary caregiver, with paid leave options
No place for discrimination at Godrej
Gender-neutral anti-harassment policy
Same sex partner benefits at par with married spouses
Gender transition support
We are selfish about your wellness
Comprehensive health insurance plans, as well as accident coverage for you and your family, with top-up options
Uncapped sick leave
Mental wellness and self-care programmes, resources and counselling
Celebrating wins, the Godrej Way
Structured recognition platforms for individual, team and business-level achievements
Performance-based earning opportunities
https://www.godrejcareers.com/benefits/
An inclusive Godrej
Before you go, there is something important we want to highlight. There is no place for discrimination at Godrej. Diversity is the philosophy of who we are as a company. And has been for over a century. It’s not just in our DNA and nice to do. Being more diverse - especially having our team members reflect the diversity of our businesses and communities - helps us innovate better and grow faster. We hope this resonates with you.
We take pride in being an equal opportunities employer. We recognise merit and encourage diversity. We do not tolerate any form of discrimination on the basis of nationality, race, colour, religion, caste, gender identity or expression, sexual orientation, disability, age, or marital status and ensure equal opportunities for all our team members.
If this sounds like a role for you, apply now!
We look forward to meeting you.