The posting
Are you customer obsessed, relentlessly focused on achieving high standards, street-smart and analytical, execution focused, hungry and passionate about e-commerce, an experienced sales executive with a strong work ethic? If yes, this opportunity will appeal to you. Amazon Business is an important division of Amazon, focused on building the largest and most innovative Business-to-Business (B2B) marketplace in the world. We are focused on building solutions that enable B2B customers to find, research, and buy products and services from a vast selection, across multiple devices, marketplaces and regions. Our customers include individual professionals, small businesses to large institutions (and everything in between). Our B2B customers have different needs than the traditional Amazon customer so we are reinventing everything from how we display our selection, price our products, and provide the right customer experience. As a Strategic Account Manager with Amazon Business India, you will have the exciting opportunity to own end-to-end B2B strategy for your assigned categories. You will be the face of Amazon to sellers and partners for the services which Amazon Business offers. The role will require managing sellers across their life cycle, driving new seller acquisition, coordinating bulk-order quote operations, managing third-party vendor pipelines, and leading program charters from demand sourcing through conversion. You will work cross-functionally across Category, Seller Partners/teams to deliver broad product selection, and strong customer outcomes on the platform. The ideal candidate should have seller account management experience, ability to work in an environment with minimal supervision, comfortable working across multiple complex functions and capability to influence external stakeholders. The candidate should be comfortable interfacing with technology systems, training other stakeholders on systems and processes and be able to analyze data and gather actionable conclusions. Operating in a rapidly changing environment will require the candidate to be adept at dealing with ambiguous, new and challenging situations. The candidate will be comfortable in executing repeatable processes.
Key job responsibilities • Manage and scale Amazon Business specific sellers/partners to help scale the program • Develop and manage processes with both internal and external stakeholders to help make the program a more meaningful part of Amazon Business • Track, monitor and improve Flywheel inputs for the manages Sellers and GLs • Report business growth and other key metrics, including tracking actual progress toward forecasts • Cross functional coordination and task tracking across Category, CPS, AWIPL, P3P, and S3P teams • Manage end-to-end B2B bulk-buying operations process customer quote requests, coordinate seller pricing, and ensure timely order fulfillment • Drive B2B advertising adoption across the seller base and co-own revenue and penetration targets for sponsored campaigns • Own and drive program charters such as MRO (Maintenance, Repair & Operations) lead execution across demand sourcing, product basket coverage, pricing strategy, and conversion improvement for enterprise customers. Define and identify potential sellers and industry verticals. Lead generation and convert new sellers on Amazon Business • Manage third-party vendor/agency for MRO Product Baskets – Manage relationships end-to-end product mapping, delivery tracking, file processing, quality scoring, PO budgets, invoice reconciliation, rate negotiations, and SLA management • Coordinate with external partners for selection gap analysis benchmark against offline trade and competition, identify manufacturers and suppliers, and prepare activation briefs for supply-side channel partners
- 3+ years of sales experience - Experience analyzing data and best practices to assess performance drivers - Bachelor's degree or equivalent in MBA highly desired - 3+ years of experience in account management, category management, or business development - Experience in an analytical, results-oriented environment with external customer interaction - Proven ability to manage the business "by the numbers". Must be metrics-driven
- Experience meeting revenue targets and quotas - Experience in e-commerce - Experience working in a fast-paced and highly cross-functional organization - Experience working with sellers, distributors, or third-party vendors is an advantage - Deep understanding of the retail and B2B wholesale landscape in India with prior interactions with sellers and distributors is desirable
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