Key Accounts Manager - E.Commerce

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 Club’s 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