Head - Marketplaces & Quick Commerce

Marketplaces and quick commerce are two of the largest growth channels this role owns both end to end: the revenue, the profitability, the operational health, and the team that runs them day to day.

Marketplace & Quick Commerce Revenue Growth

• Own and grow marketplace revenue across platforms (Amazon, Flipkart, and similar)
• Own and grow quick-commerce revenue to across platforms (Blinkit, Zepto, Swiggy Instamart, and similar)
• Set and track platform-wise revenue targets, adjusting strategy as performance data comes in

Channel Profitability

• Keep every channel CM2-positive; track contribution margin by platform monthly
• Own retail media and ad spend on marketplace and quick-commerce platforms (Amazon Ads, Flipkart Ads, Blinkit/Zepto sponsored placements) with ROAS targets that protect CM2
• Monitor competitive pricing and promotional activity on each platform, adjusting strategy to protect margin and market shareOperational Health Metrics
• Track and sustain RIS%, PO fill rates, and on-shelf availability — with particular focus on quick commerce OSA
• Coordinate with Supply Chain and Warehouse on demand forecasting and inventory allocationTeam Building & Leadership
• Recruit, onboard, and manage a team of Key Account Managers, with all KAMs reporting into this role
• Allocate platforms and accounts across the team, and set individual targets that ladder up to overall channel goals
• Build the team's capability so KAMs can independently manage platform relationships and day-to-day operationsPlatform & Cross-Functional Relationship Management
• Own strategic relationships with marketplace and quick-commerce platform category/account teams
• Coordinate new SKU listings and launches across all platforms
• Coordinate with Regulatory & Compliance on marketplace listing compliance before SKUs go liveReporting
• Report revenue, CM2, and operational metrics to leadership on a regular cadence, with a clear read on what's driving hits or misses

Requirements:

• 6-10+ years of experience in marketplace, e-commerce, or quick-commerce roles, including at least 2-3 years directly managing a team
• Proven experience owning contribution margin (CM1/CM2) or channel profitability, not just topline revenue
• Direct, hands-on experience managing retail media and ad spend on marketplace platforms (Amazon Ads, Flipkart Ads) and/or quick-commerce sponsored placements
• Track record of scaling marketplace or quick-commerce revenue at a D2C or e-commerce brand — real numbers, not just "grew revenue" claims
• Experience building or managing a team of Key Account Managers or similar account-owning roles
• Comfortable with operational metrics (fill rate, OSA, return rate) and coordinating with Supply Chain/Warehouse to hit them
• Strong analytical and Excel/dashboard skills