Head Of E-Commerce

Role Overview

Emami Limited is looking for a Head – E-Commerce to lead and scale its digital business across marketplaces, D2C (Direct-to-Consumer), and omni-channel platforms. The role will focus on driving revenue growth, enhancing brand visibility, and improving profitability across online channels for the companys FMCG portfolio.

The incumbent will be responsible for managing a ₹200–300 Cr e-commerce business while leading cross-functional teams across sales, marketing, analytics, and operations. The role will work closely with Sales, Marketing, Supply Chain, and Technology teams to build a future-ready digital commerce ecosystem.

Key Responsibilities

1) E-Commerce Strategy & Business Growth

· Develop and execute the overall e-commerce strategy aligned with organizational business goals.

· Identify new growth opportunities across marketplaces, quick commerce, and social commerce platforms.

· Define channel mix, assortment, and pricing strategy to maximize revenue and profitability.

· Build and scale the D2C platform as a key strategic growth driver.

2) P&L Management & Revenue Delivery

· Own end-to-end P&L for the e-commerce business across all digital platforms.

· Deliver revenue, market share, and profitability targets.

· Manage annual operating plans, budgeting, forecasting, and performance tracking.

· Optimize trade spends and improve ROI on digital investments.

3) Channel & Partner Management

· Build and manage strategic relationships with key e-commerce partners (Amazon, Flipkart, Blinkit, Zepto, BigBasket, etc.).

· Lead commercial negotiations, visibility planning, and joint business plans.

· Coordinate with distributors and fulfillment partners to ensure efficient supply chain operations.

4) Digital Marketing & Consumer Experience

· Collaborate with brand and digital marketing teams to drive traffic and conversions.

· Lead performance marketing, SEO/SEM, influencer collaborations, and content optimization.

· Enhance customer journey, conversion funnel, and repeat purchase behavior on D2C platforms.

5) Data Analytics & Insights

· Track and analyze key e-commerce KPIs such as traffic, conversion rate, basket size, repeat rate, and CAC.

· Leverage data-driven insights to optimize campaigns, pricing, and product strategies.

· Monitor competitor activity and emerging category trends.

6) Cross-functional Collaboration

· Work closely with Supply Chain, Finance, IT, and Marketing teams to ensure seamless execution.

· Drive innovation in packaging, delivery models, and customer engagement initiatives.

7) Team Leadership

· Build, lead, and mentor a high-performing e-commerce team across sales, marketing, analytics, and operations.

Desired Candidate Profile

Experience

10–15 years of experience, with at least 5 years in leading e-commerce/business roles in FMCG or consumer goods industry. Proven track record of scaling online business across multiple digital channels.

Qualification

MBA / Postgraduate in Marketing, Sales, or E-Commerce Management (Preferred).

Skills & Competencies

· Strong strategic and commercial acumen

· Data-driven decision-making approach

· Deep understanding of digital marketing and marketplace operations

· Strong leadership and stakeholder management skills

· Customer-centric mindset

· High agility and innovation orientation