Head of Marketplace

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Role Overview

Head of Marketplaces

Key Account Managers (KAMs)

Key Responsibilities

• Revenue & Growth Ownership:

• Take complete ownership of top-line and bottom-line performance across marketplaces, ensuring consistent MoM and YoY growth.

• Marketplace Team Leadership:

• Lead and mentor a team of platform-specific KAMs to execute platform strategies, campaigns, and activations effectively.

• Joint Business Planning:

• Drive annual and quarterly business plans with marketplace partners, aligning on revenue goals, visibility levers, and marketing investments.

• Visibility & Conversion Optimization:

• Oversee listing quality, catalog hygiene, review generation, merchandising, and paid visibility to drive CTR and conversion across platforms.

• Performance Marketing Oversight:

• Manage AMS, Flipkart Ads, and other platform advertising with a focus on ROAS and cost-efficiency. Collaborate with the performance team on budget allocation and ad performance reviews.

• Forecasting & Supply Planning:

• Align with demand planners to ensure accurate forecasting, inventory availability, and fulfillment across models like FBA, FBF, SJIT, etc.

• Campaign Execution:

• Lead brand participation in large-sale events (e.g., Pink Friday, BBD, Super Value Days) and ensure timely execution of pricing, discounts, and creatives.

• Competitive Benchmarking:

• Stay ahead of industry trends and category movements; identify whitespace and platform-led innovations to gain a competitive edge.

Requirements

• 6–10 years of relevant experience in e-commerce or D2C business, with a strong understanding of Indian marketplaces.
• At least 3 years of experience managing marketplace performance (Amazon, Nykaa, Flipkart, etc.) in a consumer brand, preferably beauty/personal care/FMCG.
• Proven success in scaling marketplace revenue and optimising advertising spends.
• Strong leadership skills with experience managing KAMs or cross-functional teams.
• Excellent analytical, communication, and negotiation abilities.
• Familiarity with platforms such as Amazon Seller Central, Flipkart Dashboard, Nykaa Seller Panel, and marketplace advertising tools.