Mamaearth - General Manager - ECommerce

About the Role:

This is a P&L-owning mandate to build and scale the beauty marketplaces across our brand portfolio. The person will lead a cross-functional team of KAMs and performance marketers and carry direct accountability for close to a third of the company's total e-commerce business. We need someone who can sit inside genuine ambiguity, shifting algorithms, and unclear ownership lines to drive a sharp, numbers-backed plan forward. This is a high-stakes relationship seat, as the person will be the face of the business to some of the most demanding counterparts in Indian e-commerce.

Key Responsibilities:

1. P&L Ownership and Commercial Management:

• Own the full P&L for the beauty portfolio and other marketplaces across all brands.
• Drive topline growth without trading away contribution margin, pricing, trade terms, marketing spend efficiency, or returns.
• Run quarterly and annual business planning including revenue targets, margin targets, and investment allocation.
• Own the key commercial levers end-to-end including ASP, discounting, platform fees, marketing ROI, and inventory health.

2. Analytical Rigor and Reporting:

• Build a real-time view of performance platform-wise, brand-wise, and SKU-wise.
• Convert raw data into decisions rather than just decks.
• Diagnose performance dips from first principles.

3. Problem Solving in Ambiguity:

• Operate comfortably where the playbook does not exist yet.
• Identify and act on growth levers across platforms including new brand launches and category expansion.
• Get ahead of algorithm shifts and competitive moves rather than reacting to them.
• Cut through complexity fast and make calls with 80% information.

4. Relationship Management:

• Own senior relationships with category and business heads at key platforms.
• Negotiate trade terms, marketing budgets, and visibility placements firmly.
• Manage difficult counterparts with equal parts spine and tact.

5. Team Leadership:

• Lead and develop a team of Key Account Managers and Performance Marketing professionals.
• Set clear goals, review cadences, and coaching plans to raise the bar on analytical thinking.
• Build a culture of ownership where the team operates like founders.

Qualifications:

• Designation: DGM or GM.
• Experience: 8+ years with direct experience in Beauty and E-commerce, either from the brand side or the retailer side.
• Education: MBA.

• Demonstrated ability to handle ambiguity and complexity.
• Peak performance in complex relationship management at senior levels.

Success Metrics (First 12 Months):

• Revenue growth and margin improvement across the beauty portfolio.
• Improved platform relationship health measured via visibility and trade term quality.
• A high-performing, well-coached team with clear ownership of platform-level metrics.
• A reliable analytical reporting cadence.