About the Role

This is a P&L-owning; mandate to build and scale the Beauty.coms & other marketplaces. across our brand portfolio. The person will lead a cross-functional team of KAMs and performance marketers and carry direct accountability for close to a third of the company's total e-commerce business.

This is not a caretaker role. We need someone who can sit inside genuine ambiguity, shifting algorithms, unclear ownership lines? and still drive a sharp, numbers-backed plan forward. Equally, this is a high-stakes relationship seat: the person will be the face of the business to some of the most demanding, tough negotiating counterparts in Indian e-commerce, and needs to be able to hold their own without burning the relationship.

Key Responsibilities

1. P&L; Ownership & Commercial Management

- Own the full P&L; for the beauty.coms portfolio & other marketplaces across all brands.
- Drive topline growth without trading away contribution margin, pricing, trade terms, marketing spend efficiency, returns/RTO.
- Run quarterly and annual business planning: revenue targets, margin targets, and investment allocation across platforms and brands.
- Own the key commercial levers end-to-end: ASP, discounting, platform fees/commissions, marketing ROI, inventory health? and be answerable for movement in each.

2. Analytical Rigor & Reporting

- Build a real-time, no-blind-spots view of performance? platform-wise, brand-wise, SKU-wise.
- Convert raw data (sales, ad spend, funnel metrics, competitive benchmarks) into decisions, not just decks.
- Diagnose performance dips from first principles - never accept a platform's explanation at face value.

3. Problem Solving in Ambiguity





- Operate comfortably where the playbook doesn't exist yet ?? new platforms, shifting policies, unclear internal ownership.
- Identify and act on growth levers across platforms ?? new brand launches, category expansion, platform-exclusive programs.
- Get ahead of algorithm/policy shifts and competitive moves rather than reacting to them.
- Cut through complexity fast ?? make a call with 80% information rather than waiting for the last 20%.

4. Relationship Management at the Highest Stakes

- Own senior relationships with category and business heads at Nykaa, Myntra, Tira, and other key platforms ?? this is the most demanding part of the role and needs someone who can genuinely excel at it, not just survive it.
- Negotiate trade terms, marketing budgets, and visibility placements firmly, without burning the relationship.
- Manage difficult, ego-heavy counterparts ?? internal and external ?? with equal parts spine and tact.
- Know precisely when to hold a line and when to build the other side an exit that lets them save face.

5. Team Leadership

- Lead and develop a team of Key Account Managers and Performance Marketing professionals.
- Set clear goals, review cadences, and coaching plans; raise the bar on analytical and commercial thinking across the team.




- Build a culture of ownership: the team should operate like founders of their respective platforms.

Qualifications

Criteria | Requirement

Designation: DGM / GM (preferred)

Experience | 8+ years, with direct experience in Beauty x E-commerce, either from the brand side (D2C/FMCG e-commerce team) or the retailer/platform side.

Education | MBA |

Core strength 1 | Demonstrated ability to handle ambiguity and complexity? must have operated without a fixed playbook, not just executed an existing one.

Core strength 2 | Must peak on complex relationship management? this role lives or dies on the person's ability to manage tough, high-ego counterparts at the senior-most level.

Additional Requirements

- Demonstrated ownership of a multi-crore P&L;, accountable for both growth and margin? not just topline.
- Solid analytical muscle, comfortable building models, dissecting data, and drawing conclusions independently.
- Experience managing and developing a team (KAMs and/or performance marketing).
- A track record of negotiating with large platforms/partners at a senior stakeholder level, not just day-to-day account operations.

Success Metrics (First 12 Months)

- Revenue growth and margin improvement across the beauty.coms portfolio vs. plan.
- Improved platform relationship health measured via visibility, trade term quality, and escalation resolution speed.
- A high-performing, well-coached KAM and performance marketing team with transparent ownership of platform-level metrics.
- A reliable analytical/reporting cadence that leadership can act on without needing to chase data.

📌 Ecommerce Lead (Gurugram)
🏢 Honasa Consumer
📍 Gurugram