Role Overview

We are looking for a Head - Digital Commerce to own and scale the company's business across marketplaces and quick commerce platforms. The role will be responsible for driving revenue growth, profitability, account health, marketplace growth, quick commerce expansion, pricing, promotions, catalog excellence, platform operations, key account management, and data-led business reviews.

The ideal candidate should understand the complete digital commerce business - sales, ads, pricing, promotions, catalog, availability, account management, quick commerce, and P&L.; This role requires strong leadership, business ownership, marketplace depth, platform relationships, and the ability to work closely with supply chain, finance, brand, creative and marketing teams.

Key Responsibilities

1. Overall Digital Commerce Business Ownership

- Own complete marketplace and quick commerce business performance across revenue, growth, profitability and platform health.
- Prepare platform-wise monthly, quarterly and annual business plans for Amazon, Flipkart, Nykaa, Myntra, Blinkit, Zepto, Instamart and other channels.
- Track daily, weekly and monthly business performance against targets and identify gaps early.
- Build a strong review mechanism for platform-wise sales, contribution margin, ranking, availability, pricing and promotional performance.
- Ensure all digital commerce channels operate as one integrated business unit with clear targets, reviews and accountability.

2. Marketplace Growth

- Lead marketplace growth levers including ads, pricing, promotions, deals, coupons, search visibility, ranking, conversion improvement and event planning.
- Review marketplace ads performance across ROAS, ACOS, TACOS, CTR, CVR, paid rank, organic rank and category rank.
- Plan and execute key sale events such as Amazon Great Indian Festival, Flipkart Big Billion Days, Nykaa Pink Friday, Myntra EORS and monthly platform events.
- Ensure pricing and promotions are aligned with margin, inventory availability and platform growth goals.
- Identify SKUs that require ads support, ranking push, promotional focus or margin correction.

3. Marketplace Operations

- Own catalog accuracy, listing hygiene, content updates, A+ content coordination, images, videos, pricing updates and promotional setup.
- Track listing suppression, compliance issues, platform tickets, account health, catalog gaps and listing-live status.
- Ensure products are live, searchable, priced correctly and operationally ready before campaigns, launches and sale events.
- Coordinate platform-level inventory visibility and replenishment alerts with Supply Chain.
- Ensure operational issues do not block growth,



sales events or new product launches.

4. Marketplace Account Management

- Lead marketplace account management across Amazon, Flipkart, Nykaa, Myntra, Meesho, Purplle and other relevant platforms.
- Build solid relationships with platform category managers, KAMs and business teams.
- Negotiate platform visibility, deals, event participation, brand store opportunities, new launch support and platform escalations.
- Conduct platform-level business reviews and ensure each KAM has clear growth plans and issue-resolution ownership.
- Resolve account health, commercial, operational and compliance escalations quickly.

5. Quick Commerce Business

- Own quick commerce growth across Blinkit, Zepto, Instamart, BB Now and other emerging platforms.
- Drive assortment, SKU activation, city-wise expansion, platform ads, availability, visibility, pricing and promotions.
- Track city-wise sales, SKU-wise sales, fill rate, dark store availability, repeat demand, platform ads and promotional performance.
- Work closely with Supply Chain to ensure stock availability in q-commerce warehouses and dark stores.
- Build quick commerce as a separate high-growth business pillar for the company.

6. Revenue, Margin and Profitability

- Work with Finance to track SKU-wise, platform-wise and channel-wise profitability.
- Review gross margin, contribution margin, ad spend, discounts, returns, claims, damages, marketplace commission and logistics cost.
- Identify cases where revenue is growing but profit is falling and create action plans with pricing, ads, promotion and assortment correction.
- Ensure growth is profitable and not driven only by discounts or inefficient ad spending.
- Improve profitability through better pricing, assortment, ads efficiency, margin tracking and cost discipline.

7. Inventory and Availability Coordination

- Track platform-wise stock cover, stockout risk, lost sales due to stockout, upcoming campaign stock needs and new launch stock readiness.
- Work closely with Supply Chain for platform replenishment planning and stock allocation.
- Ensure no major campaign, sale event or platform launch is planned without stock readiness confirmation.
- Clarify that Supply Chain owns procurement, PO release, manufacturer coordination,



stock movement and overall inventory-days discipline; Digital Commerce owns platform-level availability visibility and demand communication.

8. New Launch Execution

- Own marketplace and quick commerce execution for new product launches.
- Ensure listing creation, content upload, pricing, stock availability, ads plan, platform launch date, KAM alignment and promotion plan are ready before launch.
- Track 30-day, 60-day and 90-day launch performance across sales, reviews, ranking, conversion, ads and profitability.
- Give feedback to Brand, NPD, Finance and Supply Chain on launch performance and scale-up actions.

9. Data, Reporting and Reviews

- Build and own daily, weekly and monthly digital commerce dashboards.
- Prepare monthly business review decks for leadership with platform-wise performance, growth levers, profitability, issues and next actions.
- Track key dashboards for sales, ads, pricing, promotions, catalog health, account health, stockout risk, quick commerce availability and P&L.;
- Use data to identify trends, risks, margin leakage, platform issues and growth opportunities.

Required Skills and Experience

- Strong experience in marketplace business management, marketplace ads, quick commerce or digital commerce leadership.
- Hands-on understanding of Amazon, Flipkart, Nykaa, Myntra and quick commerce platforms such as Blinkit, Zepto and Instamart.
- Strong business ownership with ability to drive revenue, margin, pricing, promotions and platform-wise profitability.
- Strong understanding of ads metrics such as ROAS, ACOS, TACOS, CTR, CVR and conversion funnel.
- Ability to lead catalog, account management, platform operations and quick commerce teams.
- Strong analytical skills with comfort in Excel, dashboards, platform reports and business review decks.
- Good understanding of inventory availability, stockout impact, platform replenishment and cross-functional coordination with Supply Chain.
- Ability to work with Finance on SKU-wise and platform-wise P&L.;
- Excellent stakeholder management with marketplace teams, internal teams and leadership.
- Strong execution discipline, ownership mindset and ability to work in a fast-growth environment.

Good to Have

- Experience in beauty, personal care, grooming, FMCG, fashion, lifestyle or consumer products.
- Experience scaling marketplace or quick commerce revenue across multiple brands.
- Existing working relationships with marketplace and quick commerce platform teams.
- Experience managing large sale events, new product launches and platform-specific growth plans.
- Experience working with multi-brand portfolios and cross-functional teams.

📌 Head - Digital Commerce (Pune)
🏢 urbangabru
📍 Pune