National Head - Sales - ECommerce

Title: National Head E-Commerce

Reporting To: Managing Director

Work Location: Kerala/ Bangalore

Job Purpose: The National Head E-commerce is responsible for developing and executing the organization's overall e-commerce strategy across India. The role is accountable for driving online sales growth, profitability, digital transformation, marketplace expansion, D2C business, customer experience, and operational excellence while ensuring alignment with the company's business objectives.

Key Responsibilities:

Strategic Leadership:

• Develop and execute the global e-commerce strategy aligned with the company's business goals.
• Build sustainable online revenue growth across all operating markets.
• Identify and launch new online sales channels, marketplaces, and digital business opportunities.
• Develop annual business plans, sales budgets, and growth strategies for each country.

Sales & Revenue Management:

• Own the overall online sales revenue and profitability.
• Deliver monthly, quarterly, and annual sales targets.
• Drive category-wise sales growth and improve market share.
• Monitor sales performance and implement corrective actions where required.
• Lead promotional planning, seasonal campaigns, and pricing strategies.

Marketplace Management:

• Manage and strengthen relationships with major marketplaces including Amazon, Flipkart, and other regional marketplaces.

• Responsibilities include:
• 1. Business negotiations
• 2. Annual Joint Business Plans (JBP)
• 3. Promotional campaigns
• 4. Vendor performance management
• 5. New product launches
• 6. Account growth

Direct-to-Consumer (D2C):

• Develop and scale the company's own e-commerce website.
• Improve website conversion rates and customer experience.
• Increase direct online sales and customer retention.
• Optimize the online buying journey.

Digital Marketing:

• Work closely with the Digital Marketing team to increase website traffic and improve Return on Ad Spend (ROAS).
• Manage SEO, SEM, social media advertising, affiliate marketing, and email campaigns.
• Enhance brand visibility across digital platforms.

Product & Category Management:

• Define product assortment for each market.
• Develop pricing and promotional strategies.
• Coordinate new product launches.
• Analyze product performance and lifecycle.
• Work closely with Product Management and Supply Chain teams.

Inventory & Supply Chain Coordination:

• Ensure product availability across all online channels.
• Optimize inventory planning.
• Minimize stock-outs and excess inventory.
• Coordinate with warehouse, logistics, and procurement teams.

Team Leadership:

• Build and lead a high-performing e-commerce organization.
• Recruit, coach, mentor, and develop team members.
• Conduct performance reviews and succession planning.
• Foster a culture of innovation and accountability.

Cross-Functional Collaboration:

• Collaborate closely with Sales, Marketing, Product Category, Finance, Supply Chain, Customer Service, IT, and Operations to ensure seamless execution of e-commerce initiatives.

Key Performance Indicators (KPIs):

• Online Sales Revenue
• Gross Merchandise Value (GMV)
• Net Sales Growth
• EBITDA / Gross Margin
• Marketplace Growth
• D2C Revenue
• Website Conversion Rate
• Average Order Value (AOV)
• Customer Acquisition Cost (CAC)
• Return on Ad Spend (ROAS)
• Customer Lifetime Value (CLV)
• Inventory Turnover
• Order Fulfilment SLA
• Order Cancellation Rate
• Return Rate
• Customer Satisfaction (CSAT/NPS)
• Product Ratings & Reviews
• Market Share
• Team Productivity