Aditya Birla Group - Director - Marketplace

About the Role

We are looking for an experienced and commercially driven Marketplace Head to lead and scale our marketplace business of a D2C brand across key platforms. The role will be responsible for driving revenue, profitability, growth and overall P&L ownership for the marketplace channel.

The ideal candidate should have strong experience in managing marketplace businesses for a Direct-to-Consumer (D2C) / Direct Brand, with a deep understanding of marketplace growth levers, performance marketing, category management and commercial operations.

Experience in Fashion / Lifestyle / Consumer brands will be an added advantage, but is not mandatory.Key Responsibilities

1. Marketplace Business & P&L Ownership

• Own the end-to-end P&L for the marketplace business, including revenue, margins, contribution and profitability.
• Develop and execute the marketplace business strategy aligned with overall company growth objectives.
• Drive GMV, net sales, profitability, market share and other key business metrics.
• Identify opportunities to improve margins, reduce costs and optimize marketplace investments.
• Own monthly, quarterly and annual business targets and ensure consistent delivery.

2. Marketplace Growth

• Lead the growth strategy across major marketplaces and other relevant platforms.
• Identify new growth opportunities through assortment expansion, pricing, promotions, visibility and platform-specific strategies.
• Develop marketplace-specific business plans based on consumer behaviour, competition and market trends.
• Drive new customer acquisition as well as repeat purchase and retention through marketplace channels.
• Build scalable processes to support rapid business growth.

3. Performance Marketing

• Own and drive the performance marketing strategy for marketplaces in partnership with internal marketing teams and platform partners.
• Optimize marketplace advertising spends across search, display, sponsored listings and other relevant formats.
• Drive improvement in ROAS, CAC, conversion rate and overall marketing efficiency.
• Ensure marketing investments are aligned with revenue and profitability objectives.
• Leverage marketplace data and analytics to continuously optimize campaigns and investments.

4. Category, Assortment & Commercial Management

• Work closely with category, merchandising, product and supply teams to build the right marketplace assortment.
• Identify high-performing categories, SKUs and products and develop plans to scale them.
• Drive pricing, promotions, offers and visibility strategies across platforms.
• Monitor competition, pricing, customer trends and marketplace dynamics.
• Ensure optimal inventory availability and minimize stock-outs and ageing inventory.

5. Marketplace Partnerships

• Build strong relationships with key marketplace partners and platform leadership teams.
• Lead commercial negotiations, annual planning, visibility investments and growth initiatives with marketplace partners.
• Identify opportunities for platform-exclusive launches, campaigns and strategic partnerships.
• Ensure effective execution of marketplace events and key commercial moments.

6. Analytics & Business Reviews

• Establish a strong data-driven approach to marketplace decision-making.
• Track and analyze key metrics including GMV, NSV, P&L, contribution margin, ROAS, CAC, conversion, AOV, traffic, returns and inventory health.
• Conduct regular business reviews and translate insights into actionable growth initiatives.
• Build forecasts and business plans based on historical performance and market opportunities.

7. Team Leadership

• Lead and mentor a team of approximately 5-6 members across marketplace, growth and/or related functions.
• Set clear goals, KPIs and accountability for the team.
• Build a high-performance culture focused on ownership, speed and measurable business outcomes.
• Collaborate closely with Marketing, Category, Supply Chain, Finance, Product and Technology teams.

What We Are Looking For

• 10-15 years of overall experience with significant experience in marketplace/e-commerce business management.
• Strong experience working with a Direct D2C brands.
• Proven experience in P&L ownership and business growth.
• Strong understanding of marketplace economics, performance marketing and digital commerce.
• Demonstrated track record of delivering revenue and profitability growth.
• Experience managing and developing a 5-6 members team.
• Strong analytical and commercial orientation with the ability to make decisions based on data.
• Excellent stakeholder management and negotiation skills.
• MBA / PGDM from a reputed institution preferred.
• Experience in Fashion / Lifestyle / Consumer brands will be an added advantage, but is not mandatory.