Role Overview The Head of E-commerce will own the company's complete digital commerce business across D2C websites, marketplaces and quick commerce platforms. This role is responsible for driving profitable online revenue, marketplace visibility, operational excellence and strategic partner relationships across all brands.

This is not a marketplace account management role, nor is it purely a performance marketing role. The ideal candidate should possess a holistic understanding of the e-commerce ecosystem, including growth, marketplace operations, category management, inventory planning, pricing, promotions, customer experience, profitability and strategic partnerships.

The individual will lead cross-functional teams to build a scalable, data-driven and commercially successful e-commerce organization while ensuring sustainable and profitable business growth.

Key Responsibilities

1.Overall Ecommerce Ownership

- Own the complete e-commerce business across marketplaces, D2C and quick commerce.
- Develop monthly, quarterly and annual business plans aligned with revenue targets, category growth, inventory availability and profitability.
- Drive online growth through marketplace optimization, pricing strategy, promotional planning, traffic generation, conversion improvement and operational excellence.
- Collaborate closely with Brand, Marketing, Supply Chain, Finance, Creative, Product and Customer Support teams to ensure seamless execution.
- Build systems where every commercial decision is backed by data, profitability and customer demand.

2. Growth and revenue management

- Own revenue across Amazon, Flipkart, Myntra, Nykaa, Blinkit, Zepto, Instamart, Shopify and other commerce channels.
- Drive GMV, net sales, contribution margin, conversion rate, average order value, repeat purchase and customer acquisition.
- Plan annual promotional calendars including Prime Day, Big Billion Days, End of Season Sales, festive campaigns and brand launches.
- Identify high-growth categories, hero SKUs and expansion opportunities.
- Optimize assortment, pricing, promotions, merchandising and channel investments to maximize profitable growth.
- Work closely with the Head of Growth to align performance marketing with commercial objectives.
- Ensure marketing investments generate sustainable returns and profitable customer acquisition.

3 . Marketplace Operations

- Lead complete marketplace operations across all online channels.
- Ensure high listing quality, content accuracy, catalog hygiene and product discoverability.
- Manage inventory planning, replenishment, stock health and forecasting.
- Monitor fulfilment performance, cancellations, returns, claims, SLAs and customer ratings.
- Improve operational efficiency across warehousing, logistics and seller performance metrics.




- Build scalable processes that improve execution speed while minimizing operational issues.

4 . Leadership and Team Management

- Lead and mentor the Head of Growth, Head of Operations and Relationship Manager
- Establish clear KPIs, review mechanisms and execution cadence across all functions
- Build a high-performance culture focused on accountability, data-driven decision-making and continuous improvement.
- Develop succession plans and organizational capabilities within the e-commerce function.
- Conduct regular business reviews to evaluate performance, identify risks and drive continuous improvement across all functions.
- Mentor and develop the leadership team to build a high-performance, commercially driven organization.

5 . Commercial Strategy

- Identify new growth opportunities across marketplaces, D2C and emerging commerce platforms.
- Own pricing strategy, promotional planning, assortment planning and revenue optimization.
- Review business performance and make commercial decisions based on demand, inventory and profitability.
- Develop category-wise and channel-wise commercial strategies.
- Evaluate market trends, competitive landscape and customer demand to identify new business opportunities.
- Optimize promotional investments to maximize incremental revenue and contribution margins.
- Own annual budgets, forecasting and business planning processes.

6 . Business Performance and Profitability

- Monitor overall business performance across all online channels, ensuring achievement of revenue, profitability and operational targets.
- Review key business metrics including GMV, Net Revenue, Contribution Margin, EBITDA, ROAS, CAC, MER, Conversion Rate, AOV, LTV and Repeat Purchase Rate.
- Evaluate channel-wise, category-wise and brand-wise performance to identify growth opportunities and corrective actions.
- Ensure marketing investments, pricing decisions and promotional activities deliver sustainable commercial returns.
- Drive profitability by balancing customer acquisition, pricing, operational efficiency and inventory management.
- Present business performance reviews and strategic recommendations to executive leadership on a regular basis.

7.Cross-Functional Leadership

- Partner with Brand, Product, Finance, Supply Chain, Creative, Technology and Customer Experience teams to ensure seamless business execution.




- Ensure alignment between product launches, inventory readiness, marketing campaigns and marketplace initiatives.
- Drive collaboration across departments to improve speed of execution, operational efficiency and customer satisfaction.
- Resolve cross-functional challenges impacting business performance, operational execution or customer experience.
- Support strategic initiatives including new brand launches, category expansion and omnichannel growth.

Required Skills and Experience

- Strong experience managing large-scale e-commerce businesses across marketplaces and D2C.
- Deep understanding of Amazon, Flipkart, Nykaa, Blinkit, Zepto, Instamart and other online commerce platforms.
- Strong knowledge of marketplace operations, catalog management, inventory planning and fulfilment.
- Experience in revenue management, pricing strategy, promotions and commercial planning.
- Strong analytical capabilities with experience in business reporting and commercial decision-making.
- Ability to manage cross-functional teams across growth, operations and key account management.
- Robust stakeholder management and negotiation skills.
- Experience in beauty, personal care, FMCG, fashion, wellness or consumer D2C brands is preferred.

Good to have

- Experience scaling multiple brands together.
- Experience managing annual marketplace business plans (JBP).
- Strong understanding of Amazon Ads, Flipkart Ads and retail media.
- Experience with Shopify, GA4, Power BI, Marketplace Seller Central and commerce analytics tools.
- Experience managing large online sale events including Prime Day, Big Billion Days and End of Season Sales.
- Knowledge of omnichannel commerce and digital retail expansion.

Ideal Candidate Profile The ideal candidate should be a commercial leader who understands how growth, operations and relationships work together to build a profitable e-commerce business. The person should be able to answer:

- Which marketplace has the highest growth potential?
- Which products should receive greater visibility?
- How should inventory be allocated across channels?
- Which promotions deliver the best profitability?
- Which marketplace partner requires strategic investment?
- Which operational bottlenecks are impacting customer experience?
- How can conversion rates be improved?
- How can online revenue be scaled while maintaining healthy margins?

Final Role Summary The Head of E-commerce will own the company's complete digital commerce business across D2C, marketplaces and quick commerce. The core responsibility is to drive profitable online growth by leading growth strategy, marketplace operations and strategic partner relationships while building a scalable, high-performing e-commerce engine across all brands.

📌 Head of Ecommerce (Pune)
🏢 urbangabru
📍 Pune