Key Account Manager E-Commerce

Position: Key Account Manager - ECommerce

We are hiring for our client -a sustainable, GRS-certified, and Red Dot Design Award-winning travel gear brand in India, redefining travel through products that seamlessly combine style, functionality, and eco-conscious innovation. The brand has also been featured at the New York and Paris Fashion Weeks.

Function: Sales

Channel: Ecommerce

Reporting to: Head Sales - Ecommerce

Location: Powai, Mumbai

Job Summary

We are seeking a results-driven professional to own the end-to-end performance of the Uppercase brand across key e-commerce marketplaces. This role is responsible for driving sustainable GMV growth, establishing category leadership in luggage and travel accessories, and ensuring best-in-class account health and operational excellence.

The ideal candidate will manage marketplace strategy, optimize listings and performance marketing, streamline operations, and collaborate cross-functionally to enhance overall brand visibility and revenue. A strong understanding of marketplace dynamics, data-driven decision-making, and execution excellence will be critical to succeed in this role.

Key Responsibilities:

Revenue & Growth Ownership

• Own monthly/quarterly GMV targets across platforms
• Plan and execute event-led growth (BBD, EORS, End of Season, etc.)
• Drive visibility levers:
• Ads (performance + brand campaigns)
• Platform programs (Assured, Fulfilled, etc.)
• Identify assortment expansion opportunities:
• New SKUs (BP, HL, accessories)
• Price laddering and bundling
• Build and track demand forecasts vs. actuals
  

Marketplace Performance & AccountHealth

• Track and improve:
• In-stock % (critical for luggage seasonality)
• Conversion rates
• Return (RTO) and defect rates
• Diagnose issues:
• Listing suppression
• High returns (quality/ expectation mismatch)
• Ensure adherence to SLAs (dispatch, returns, CX response)
• Run weekly/monthly reviews with clear action plans

Catalog & Content Excellence

• Manage catalog hygiene and expansion across platforms
• Optimize:
• Titles, keywords (SEO)
• Images, videos, A+ content
• Ensure strong product storytelling:
• Features (durability, lightweight, design)
• Differentiation vs. competition
• Coordinate new launches and seasonal collections

Supply Chain & Operations Alignment

• Align demand forecasts with inventory planning teams
• Ensure optimal stock placement across FCs

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  Drive adoption of platform fulfillment models
• Resolve operational issues: Stock-outs, Delays/cancellations, Payment reconciliations

Stakeholder & Relationship Management

• Act as SPOC for marketplace account managers
• Drive joint business planning with platforms
• Manage internal cross-functional alignment: Ops, Supply Chain, Marketing
• Handle escalations and unlock growth opportunities

Data, Insights & Continuous Improvement

• Track core KPIs:
• GMV, traffic, CVR, ASP, RTO%, ratings
• Identify:
• Pricing gaps vs. competition
• Demand trends (seasonality in travel)
• Build dashboards and SOPs for repeatable execution
• Drive continuous optimization of listings, pricing, and ads

Key Requirements:

• MBA/ Graduate with 8-10 years of experience in Ecommerce, Marketplace management, Key Account Management, Brand management.
• Should have managed Flipkart & Myntra accounts
• Strong Excel and analytical skills
• Comfortable working with dashboards and reports
• Strong client-facing and negotiation abilities
• Good understanding of: Seller lifecycle, Ads, Logistics, Compliance