Director E-commerce Marketplace
As a rapidly scaling digital-first wellness and beauty ecosystem, our brands are distributed through our own website and leading online marketplaces across India. We are seeking a
high-impact, PnL-focused Director E-commerce Marketplace
who will be responsible for architecting and driving the growth strategy, profitability, and end-to-end business performance of one or more marketplace channels across our portfolio.
This role demands a commercial leader with depth in consumer behaviour and e-commerce dynamics and the ability to assimilate category codes and trends over to unlock revenue through data-led decision-making and cross-functional influence.
Why This Role Matters
This leader will directly shape the revenue trajectory of our digital ecosystem. The role demands someone who is not just an operator, but a strategic thinker, negotiator, and business owner—someone who can turn marketplace channels into a competitive moat.
Key Responsibilities
Strategy and Business Leadership
Own and drive the marketplace growth strategy for assigned platforms, ensuring revenue maximization, profitability, and brand dominance.
Manage senior relationships with marketplace leadership teams, negotiate commercial terms, secure visibility levers, and co-create growth plans.
Champion category, assortment, and pricing strategies to establish competitive advantage and market leadership.
Understand and tailor company’s strategy for each channel x category
PandL Ownership and Commercial Accountability
Lead the complete PandL for the marketplace channel—plan budgets, forecast revenue, manage profitability, and deliver against targets.
Optimize spends across discounts, commissions, ad budgets, logistics, and marketing investments to maintain robust contribution margins.
Continuously evaluate ROI across levers and course-correct strategies based on performance metrics.
Sales, Growth and Performance Marketing
Design and execute marketplace-led campaigns, visibility events, and platform collaborations to scale GMV and New-to-Brand customer acquisition.
Oversee marketplace advertising strategy including CPC, Sponsored Ads, DSP, etc and ensure optimal RoAS, ACoS, and conversion performance.
Build actionable insights from consumer data, feedback, and purchase behavior to improve listing performance, pricing, and demand predictability.
Operations, Supply Chain and Fulfilment Excellence
Collaborate with supply chain leaders to ensure healthy inventory planning, demand forecasting, stock rotations, and availability across SKUs.
Reduce operational leakages—returns, OFDs, RTOs, stockouts, and delayed deliveries—through tightening SOPs and vendor accountability.
Ensure operational compliance with platform policies, catalogue hygiene, and listing governance.
Data Intelligence and Competitive Benchmarking
Build dashboards and reporting frameworks to track revenue, margins, traffic, CTR, CPR, conversion, and repeat purchase metrics.
Conduct competitive benchmarking on pricing, assortment, share-of-voice, and platform algorithms to proactively unlock category opportunities.
Cross-Functional Leadership
Partner with brand, marketing, supply chain, finance, and product teams to align marketplace goals with broader business strategy.
Coach and mentor marketplace executives/managers, building a high-performance team with strong commercial and analytical capabilities.
Qualifications and Experience
Education
Bachelor's degree in Business, Marketing, Commerce, or a relevant field; MBA preferred.
Experience
Upto 8 years
of hands-on experience in e-commerce marketplace management, ideally with a high-growth D2C brand portfolio.
Proven success in owning marketplace PandL and scaling channels such as Amazon, Flipkart, Nykaa, Blinkit or similar.
Skills and Competencies
Strong commercial and analytical thinking; advanced proficiency in Excel, marketplace dashboards, and performance analytics tools.
Exceptional negotiation skills with the ability to influence senior external stakeholders.
Highly execution-oriented leader with a bias for action, problem-solving mindset, and comfort operating in a fast-paced growth environment.
Demonstrated ability to drive cross-functional outcomes and lead teams toward ambitious revenue and profitability goals.
