Director E-commerce Marketplace
As a rapidly scaling digital-first wellness and beauty ecosystem, our brands are distributed through our own website and leading online marketplaces across India. We are seeking a
high-impact, PnL-focused Director E-commerce Marketplace who will be responsible for architecting and driving the growth strategy, profitability, and end-to-end business performance of one or more marketplace channels across our portfolio.
This role demands a commercial leader with depth in consumer behaviour and e-commerce dynamics and the ability to assimilate category codes and trends over to unlock revenue through data-led decision-making and cross-functional influence.
Why This Role Matters
This leader will directly shape the revenue trajectory of our digital ecosystem. The role demands someone who is not just an operator, but a strategic thinker, negotiator, and business ownersomeone who can turn marketplace channels into a competitive moat.
Key Responsibilities
Strategy and Business Leadership
- Own and drive the marketplace growth strategy for assigned platforms, ensuring revenue maximization, profitability, and brand dominance.
- Manage senior relationships with marketplace leadership teams, negotiate commercial terms, secure visibility levers, and co-create growth plans.
- Champion category, assortment, and pricing strategies to establish competitive advantage and market leadership.
- Understand and tailor company's strategy for each channel x category
PandL Ownership and Commercial Accountability
- Lead the complete PandL for the marketplace channelplan budgets, forecast revenue, manage profitability, and deliver against targets.
- Optimize spends across discounts, commissions, ad budgets, logistics, and marketing investments to maintain robust contribution margins.
- Continuously evaluate ROI across levers and course-correct strategies based on performance metrics.
Sales, Growth and Performance Marketing
- Design and execute marketplace-led campaigns, visibility events, and platform collaborations to scale GMV and New-to-Brand customer acquisition.
- Oversee marketplace advertising strategy including CPC, Sponsored Ads, DSP, etc and ensure optimal RoAS, ACoS, and conversion performance.
- Build actionable insights from consumer data, feedback, and purchase behavior to improve listing performance, pricing, and demand predictability.
Operations, Supply Chain and Fulfilment Excellence
- Collaborate with supply chain leaders to ensure healthy inventory planning, demand forecasting, stock rotations, and availability across SKUs.
- Reduce operational leakagesreturns, OFDs, RTOs, stockouts, and delayed deliveriesthrough tightening SOPs and vendor accountability.
- Ensure operational compliance with platform policies, catalogue hygiene, and listing governance.
Data Intelligence and Competitive Benchmarking
- Build dashboards and reporting frameworks to track revenue, margins, traffic, CTR, CPR, conversion, and repeat purchase metrics.
- Conduct competitive benchmarking on pricing, assortment, share-of-voice, and platform algorithms to proactively unlock category opportunities.
Cross-Functional Leadership
- Partner with brand, marketing, supply chain, finance, and product teams to align marketplace goals with broader business strategy.
- Coach and mentor marketplace executives/managers, building a high-performance team with strong commercial and analytical capabilities.
Qualifications And Experience
Education
- Bachelor's degree in Business, Marketing, Commerce, or a relevant field; MBA preferred.
Experience
- Upto 8 years of hands-on experience in e-commerce marketplace management, ideally with a high-growth D2C brand portfolio.
- Proven success in owning marketplace PandL and scaling channels such as Amazon, Flipkart, Nykaa, Blinkit or similar.
Skills And Competencies
- Strong commercial and analytical thinking; advanced proficiency in Excel, marketplace dashboards, and performance analytics tools.
- Exceptional negotiation skills with the ability to influence senior external stakeholders.
- Highly execution-oriented leader with a bias for action, problem-solving mindset, and comfort operating in a fast-paced growth environment.
- Demonstrated ability to drive cross-functional outcomes and lead teams toward ambitious revenue and profitability goals.
