Role Overview
The India Commercial Head is Opptra's most senior commercial leader in India for the Hardlines & FMCG business unit. This is a full P&L ownership role accountable for revenue growth, gross margins, marketplace partnerships, working capital efficiency, and team leadership across ecommerce and quick commerce channels.
Key Responsibilities:
P&L Ownership
- Own revenue, gross margin, and contribution targets for India
- Drive topline growth with margin discipline
- Manage working capital allocation and ensure healthy inventory turns and sell-through
Channel Strategy & Partnerships
- Lead strategic relationships across ecommerce (Amazon, Flipkart) and quick commerce partners
- Drive annual business planning and joint growth initiatives with channel partners
- Define channel-specific assortment and pricing strategies
- Build differentiated playbooks for high-velocity quick commerce vs. long-tail ecommerce
Commercial & Pricing Governance
- Define pricing architecture and guardrails across brands and channels
- Negotiate trading terms and commercial agreements with marketplace partners
- Align brand commercials with channel expectations while protecting margins at scale
Inventory & Demand Planning
- Align sell-in with sell-through velocity across categories
- Drive forecasting accuracy and reduce stock-outs and aging inventory
- Partner closely with supply chain and finance on demand planning
Team Leadership
- Build and lead marketplace and quick commerce managers across India
- Establish operating cadence, performance dashboards, and review rhythms
- Drive a high-ownership, execution-focused culture within the India team
Performance Marketing & Customer Experience
- Own performance marketing investment across marketplace advertising (sponsored ads, display) and digital channels balancing ROAS with growth objectives
- Oversee customer service standards across channels ratings, response SLAs, return and resolution metrics
- Connect post-purchase quality to commercial outcomes repeat rates, brand equity, and marketplace rankings
What We're Looking For:
Experience
- 12+ years in ecommerce, modern trade, or marketplace leadership
- Direct P&L ownership in a product/inventory-led business
- Track record of scaling businesses across high-growth digital channels
- Strong understanding of inventory-led commerce and working capital dynamics
- Exposure to performance marketing (marketplace ads, ROAS, digital spend) and customer service operations direct experience preferred, but genuine understanding is non-negotiable
Capabilities
- Commercially sharp with strong negotiation instincts
- Financial acumen across margins, funding, and working capital
- Deep understanding of high-velocity commerce both ecommerce and quick commerce
- High ownership mindset; comfortable operating with ambiguity in a scale-up environment
- Practical appreciation of AI and how it can be applied to distribution workflows from demand forecasting and pricing intelligence to ad optimisation and customer service automation; doesn't need to be technical, but must be curious and willing to lead adoption
