Head Ecommerce

Position Overview

• Location Type: Remote
• Job Type: Full time
• Salary: N/A

This role is responsible for meeting the top-line national sales objectives for the eCommerce channel and managing sales to key accounts. The position requires ensuring stock availability with high forecasting accuracy and achieving fill rates of 95% plus.

Requirements

• Develop and manage Annual Business Plans for eCommerce Accounts.
• Have a 3-5 year vision for the business and set annual targets for eCommerce.
• Sign and ensure execution and adherence to Terms of Trade (ToT).
• Manage account-wise profitability and cost of sales, setting up a model to measure key account profitability.
• Ensure activities are done to maximize returns for ANI and track the cost of doing business with eCommerce accounts.
• Challenge the existing route to market model and suggest cost-reducing measures.
• Manage credit index, collections, and ensure no bad debts, adhering to the agreed credit policy.
• Ensure settlement of claims/credit notes within the agreed timeframe.
• Deliver the Perfect Punch for New Product Introductions (NPI) / Launches through robust plans, including new product introductions, pack changes, price increases, consumer promotions, and other activities.
• Act as a channel and category advisor, using shopper study information to manage the overall category and drive growth.
• Increase ANI's share of contribution from existing levels and explore the possibility of exclusive eCommerce SKUs.
• Manage all interfaces with accounts and develop good relationships.
• Conduct quarterly performance reviews with accounts.
• Share best practices from the Regional Team and global initiatives in the category.
• Initiate and manage process changes for new product introductions, pack changes, and new launches.
• Manage industry interfaces and keep the organization informed about developments in the eCommerce space.
• Develop good relations with counterparts in the FMCG industry.
• Share industry best practices with the Key Account (KA) Team to enhance internal systems and processes.
• Anticipate eCommerce industry trends to align internal systems and processes with the evolving environment.
• Organize Top to Top meetings with accounts, involving account top management and ANI GM/Business Head - Trade.
• Share growth and expansion plans of ANI in India with partners.

Responsibilities

• Meeting national sales objectives for the eCommerce channel.
• Overall responsibility for sales to accounts.
• Ensuring stock availability and forecasting accuracy.
• Achieving high fill rates (95% plus).
• Developing and managing Annual Business Plans for eCommerce Accounts.
• Setting annual targets for eCommerce.
• Managing Terms of Trade (ToT) execution and adherence.
• Managing account profitability and cost of sales.
• Measuring key account profitability.
• Optimizing activities for maximum returns and tracking costs.
• Identifying cost reduction opportunities in the route to market.
• Managing credit, collections, and preventing bad debts.
• Timely settlement of claims and credit notes.
• Planning and executing NPI/Launches.
• Driving category growth and increasing ANI's market share.
• Exploring exclusive eCommerce SKUs.
• Managing account relationships and performance reviews.
• Sharing best practices and global initiatives.
• Managing process changes and new launches.
• Staying informed about eCommerce industry developments.
• Building industry relationships and sharing best practices.
• Anticipating industry trends.
• Organizing and conducting Top to Top meetings.
• Communicating growth and expansion plans.

Company Information

• Job Family: Sales Force
• Division: ANI International Nutrition
• Location: India : Remote
• Work Shift: Standard
• Travel: No
• Medical Surveillance: Not Applicable
• Significant Work Activities: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8-hour day)