Associate Principal - Account Management Lead, D2C Brands

Role overview

This position leads account management for direct-to-consumer brands by guiding a large team of Strategic Account Managers. The goal is to accelerate brand growth across the platform with end-to-end support, focusing on the levers that improve selection, activation, pricing competitiveness, and monetization.

The role also owns a sizable operating team, including Strategic Account Managers and third-party consultants, and is responsible for scaling the team, maintaining performance, and supporting long-term engagement and retention.

Team leadership

• Directly manage and coach a team of 20 Strategic Account Managers.
• Oversee third-party consultant hires to support smooth onboarding and steady performance management.
• Build the team to support 500+ managed brands while strengthening retention, engagement, and professional development.

Strategic portfolio growth

• Execute the 2026 growth playbook with a target of more than 60% year-on-year growth through trend-led assortment expansion and emerging scale-up brands.
• Identify article-type gaps across underrepresented business units such as Women’s Western Wear, Kids, and Home Furnishing.
• Reduce concentration risk by expanding growth beyond the top 50 brands to include 250+ challenger brands.

Selection and pricing excellence

• Drive selection parity to reach 80% compared with competitors and brand-owned websites.
• Own weekly automated selection parity tracking and daily net competitive index monitoring to support sharp pricing decisions.
• Manage the onboarding funnel to add 1.5 lakh+ incremental selections every year through automated crawls and strategic brand partnerships.

Monetization strategy

• Build and improve ad coverage so that new styles reach 80% coverage and SAM-managed brands achieve 100% coverage.
• Strengthen the D2C advertising flywheel by targeting a 5% incremental ad spend contribution to support inorganic growth.

Operational speed and customer experience

• Improve speed-related performance metrics and raise Fulfilled by Platform unit share to more than 60%.

Additional information

No stipend or salary details were provided in the source. No application deadline, start date, duration, or number of openings was specified.