Mumbai / Hyderabad
The agencies run the ads. You run the business.
About the Role
You'll be the single point of accountability for revenue, availability, listings, promotions, and platform relationships across Amazon, Flipkart, and quick commerce (Blinkit, Zepto, Swiggy Instamart). You brief the agencies, challenge their numbers, push the category managers, and make sure inventory is never the reason we missed a number.
This is a marketplace-first role. Amazon and Flipkart are where you'll spend most of your time and where we need someone who has already run the business, not observed it. Quick commerce is the newer, faster-growing piece — you'll own it operationally from day one and grow it into a full commercial relationship alongside us.
Responsibilities
1. Amazon & Flipkart — Account Management
What you own: account health, promos calendar, FBA ops, buy box, pricing parity, platform relationships
Account ownership. Run Seller Central and Seller Hub end to end — account health, policy compliance, case management, escalations, and reinstatement if needed.
Platform relationships. Maintain active relationships with Amazon category managers, vendor managers, and Flipkart AEs. Know who to call and how to get things done without waiting in a queue.
Promotions calendar. Plan and execute Lightning Deals, Deal of the Day, coupons, bank offers, Prime Day, and Big Billion Days — with clear revenue and margin targets, not just participation.
Buy box & pricing. Monitor buy box ownership and pricing parity across channels. Take corrective action fast when things go wrong.
FBA & Smart Fulfillment. Inbound planning, replenishment triggers, ASN workflows, and stranded inventory resolution.
Negotiate. Promotional placements, deal constructs, visibility slots, and JBP terms with platform teams.
2. Quick Commerce — Blinkit, Zepto, Swiggy Instamart
What you own: availability, dark store coordination, PO fulfillment, campaign execution — with room to grow into full JBP ownership
Account operations. Be a strong operational POC across Blinkit, Zepto, and Instamart — PO receipt, dispatch coordination with the warehouse, dark store inwarding, and daily account hygiene.
Availability & replenishment. Track SKU availability across dark stores. Flag dips proactively and coordinate restocking before stockouts hit, especially ahead of platform sales or weekend spikes.
Platform campaigns. Support and increasingly lead banner placements, category deals, and sampling campaigns — mailers, category feature slots, and Mega Sale days.
Sponsored listings. Manage native ads on Blinkit/Zepto/Instamart — budgets, spend, ROAS, and placement optimization.
Growing into category management. As you build platform relationships, you'll take on JBP negotiations, shelf placement, and banner slots directly — this is where the role grows over your first 6–12 months, not a day-one expectation.
3. Agency Management
What you own: brief, review, challenge ACoS/TACoS, push for ROAS. Own the outcome, not just the oversight
Single point of contact. Primary internal contact for agencies managing Amazon Ads (Sponsored Products, Brands, Display) and Flipkart Ads.
Challenge the numbers. Review weekly reports. Question ACoS/TACoS, push bid strategies, escalate underperformance. Don't accept coasting.
Brief well. New launches, promotional periods, inventory constraints, pricing changes. The quality of agency output depends on the quality of your briefing.
Own the outcome. If the numbers are not moving, it is your problem to solve — not the agency's excuse.
4. Listings, Catalog & Content
Listing hygiene. Titles, bullets, descriptions, A+ content, images, and backend keywords — always current and conversion-optimised across all platforms.
Catalog operations. ASIN structures, parent-child variants, flat file uploads, duplicate removal, and listing error resolution.
Keyword & review tracking. Monitor rankings and review velocity for priority SKUs. Flag drops early and push for course correction.
5. Reporting & Inventory Planning
Weekly dashboards. Revenue, units, ACoS/TACoS, OOS%, fill rate, and promotional ROI per platform and per SKU — shared with founders every Monday.
Monthly reviews. What moved, what did not, and what the plan is. For founders, not for filing.
Inventory coordination. Work with supply chain to keep FBA and Q-comm dark stores/warehouses stocked 4–6 weeks ahead of anticipated demand.
Flag upstream issues. Patterns in returns, cancellations, and negative reviews that point to product, packaging, or fulfilment problems.
Skill Set
Must-have
3–5 years of hands-on experience running Amazon Seller Central and/or Flipkart Seller Hub at a D2C brand, FMCG company, or marketplace agency — not observing it, running it.
Some direct, hands-on exposure to at least one quick commerce platform (Blinkit, Zepto, or Instamart) at an account operations level — full JBP negotiation experience is a bonus, not a requirement, given how new the Q-comm playbook still is in India.
Experience working with or managing external performance marketing agencies on Amazon or Flipkart Ads. You know what good agency output looks like.
Commercial instinct — you think in revenue, contribution margin, and ROI. You can look at an ACoS number and know whether it's a problem in context.
Strong with data. Can build a tracker, run a pivot, and put together a weekly business review without help.
Relationship-first with platform AMs — you know how to navigate the system and get things done without always escalating.
Strongly preferred
Background in nutraceuticals, health and wellness, personal care, or FMCG — categories where catalog compliance and claims management matter.
FBA operations end to end: inbound shipments, reimbursements, stranded inventory, and fee reconciliation.
Prior direct negotiation with Amazon or Flipkart category managers for promotional deals or improved visibility.
Familiarity with A+ content strategy, brand store management, and marketplace SEO.
Any hands-on JBP negotiation or dark-store-level ownership on a Q-comm platform — a genuine plus, though not expected at this stage of the market.
Be a part of Earthful’s Family!
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About Earthful
Earthful is a VC-funded FMCG brand building India’s most trusted clean-label wellness products. We were recently featured on Shark Tank India and have raised a Pre-Series A round led by V3 Ventures and Fireside Ventures.
The founders (Sudha Gogineni and Veda Gogineni) are graduates from IIT Kharagpur and ISB with a multitude of experience across multinational companies & startups, such as Uber, Meesho, Deutsche Bank, ITC.
Earthful is a fast-growing startup, offering high ownership and the opportunity to work closely with the founders. We are looking for a candidate who is passionate about scaling a startup!