Head - Revenue & Merchandising, Pharma

Reliance Retail

Location: Mumbai, India

Reporting To: Head, Pharma

About the Role

You will define what the Pharma business sells and own revenue, gross margin and inventory outcomes across online and offline channels. Reporting to the Head of Pharma, you will be the single point of accountability for assortment, merchandise planning, pricing, promotions, inventory deployment and product lifecycle decisions across prescription medicines, OTC, wellness and personal care categories.

You will also build incremental revenue streams through advertising, sponsored visibility and brand partnerships, all while balancing customer availability, regulatory compliance and working-capital efficiency in a highly regulated category. From defining assortment architecture across online, offline, regional and store-cluster segments, to owning stock cover and managing ageing/expiry risk, to partnering with omnichannel and quick-commerce teams on recent-format launches, this role sits at the intersection of commercial strategy, category management and inventory discipline.

You will build the dashboards and governance mechanisms that keep revenue, margin, availability and monetisation performance visible and accountable across a fast-scaling, multi-channel pharma business.

Key Responsibilities

- Define assortment architecture across prescription, OTC, wellness and personal care categories, tailored to online, offline, regional and customer-segment needs.
- Own revenue and gross margin performance across categories, channels and customer segments, driving growth through category/product mix, pricing and promotions.
- Translate assortment and demand plans into buying requirements,



partnering with sourcing and category teams on procurement plans and inventory norms.
- Define pricing, discounting and promotion frameworks that balance customer value with margin health and regulatory compliance.
- Own stock cover, replenishment and inventory allocation across app, fulfilment centres and stores, balancing availability with working-capital efficiency.
- Monitor ageing, short-dated and slow-moving inventory, driving stock transfers, returns and assortment rationalisation to minimise expiry losses.
- Build incremental revenue through advertising, sponsored listings and brand partnerships, with transparent commercial models and governance.
- Partner with omnichannel and quick-commerce teams to define assortment, pricing and inventory models for new channels and formats.
- Build dashboards and cross-functional governance across revenue, margin, availability, stock cover and monetisation performance.

Job Specification / Candidate Requirements

- 12-16+ years of experience in category management, merchandising or revenue management, ideally with prior P&L; or category-ownership experience in pharma, healthcare or FMCG retail.
- MBA or equivalent postgraduate qualification preferred.
- Experience in omnichannel/e-commerce merchandising and quick-commerce is highly desirable given the channel scope of this role.
- Understanding of pharmaceutical regulatory and compliance requirements related to pricing and promotions is important.
- Demonstrated experience building monetisation/advertising revenue streams in a retail or marketplace context is a plus.

Required Skills Assortment & Merchandise Planning •Revenue & Margin Management• Inventory & Working Capital Optimization • Omnichannel / Quick-Commerce Strategy •Retail Monetisation (Ads & Brand Partnerships)

📌 Head - Revenue & Merchandising, Pharma (Mumbai)
🏢 Reliance Retail
📍 Mumbai