Head of Ecommerce

Position :

Supervises (Direct) :

• NKAM (3)
• KAM – International Ecom
• Ecommerce Marketing lead
• Ecom operations exec (off payroll)

Role Purpose

Critical role responsible for building, driving and managing the E-commerce sales and distribution strategy and maximizing revenue, profitability and efficiency while expanding product and customer base to achieve larger organizational objectives.

Key Accountability Areas

Planning, Strategy & Financials

Support BCCL’s vision and develop sales and distribution strategy for E-commerce business in alignment with the business priorities to increase/sustain revenue, market share, gross margins and profitability

Help design business strategies for E-commerce business to capture new avenues of expansion, boost market share, and increase sales volumes across geographies

Identify potential partnerships and collaboration opportunities by analyzing market strategies, consumer requirements, market potential, and financials

Actively manage P&L for ecommerce ensuring that the product mix and spends lead to optimum profitability/ margins as desired by the organization.

Formulate annual budget and determine allocation of resources for E-commerce; Monitor adherence to budget and optimal utilization of resources

Partner with marketing team and Trade Marketing to generate demand and deepen market penetration and customer retention across geographies

Partner with the International business teams to create and execute business strategies for international ecommerce platforms

Operational/ Functional

Design long term and mid-term performance goals for the E-commerce sales team in alignment with overall organizational targets and review them in a timely fashion

Drive accurate demand forecasting across the business factoring constraints and contingencies and ensure availability of products with channel partners through efficient inventory management

Build, develop and sustain relationships with key accounts across the E-commerce business to contribute towards Omni channel sales growth

Ensure effectiveness of sales strategy and distribution channels and recommend course correction for optimization across the E-commerce business

Partner with other Departments including Marketing, HR and IT to increase brand awareness, deepen partner relationships and boost channel utilization

People/ Self Development

Review and monitor performance of team members’ and provide requisite developmental support/ inputs

Drive high performance and recommend training as required for team's continuous development

Develop the team and update their knowledge base to cater the organization need

Enhance engagement levels of the team, thereby increasing employee satisfaction in the department

Policies, Processes and Procedures

Drive process excellence by creating standard framework and uniform processes for sales and distribution department

Ensure adherence to organizational policies in all processes including partner and vendor onboarding, sales data management, financial controls, channel adoption, etc

Design structural and procedural changes in collaboration with internal stakeholders to improve sales and distribution channel efficiency

Knowledge and Experience

9 -14 years of relevant experience in Sales roles (FMCG/Consumer Care Industry), with at least 4 years of experience in a managerial position in B2C ecommerce.

Education and Certifications

Master’s degree in Sales and Marketing or related field from premier institute