Director - Marketplaces & Quick Commerce

Role Overview:

Marketplaces and quick commerce are two of the largest growth channels - this role owns both end to end: the revenue, the profitability, the operational health, and the team that runs them day to day.

Marketplace & Quick Commerce Revenue Growth:

• Own and grow marketplace revenue to 3-6 Cr/month across platforms (Amazon, Flipkart, and similar).
• Own and grow quick-commerce revenue to 2-5 Cr/month across platforms (Blinkit, Zepto, Swiggy Instamart, and similar).
• Set and track platform-wise revenue targets, adjusting strategy as performance data comes in.

Channel Profitability:

• Keep every channel CM2-positive; track contribution margin by platform monthly.
• Own retail media and ad spend on marketplace and quick-commerce platforms (Amazon Ads, Flipkart Ads, Blinkit/Zepto sponsored placements) with ROAS targets that protect CM2.
• Monitor competitive pricing and promotional activity on each platform, adjusting strategy to protect margin and market share.

Operational Health Metrics:

• Track and sustain RIS%, PO fill rates, and on-shelf availability - with particular focus on quick commerce OSA.
• Coordinate with Supply Chain and Warehouse on demand forecasting and inventory allocation.

Team Building & Leadership:

• Recruit, onboard, and manage a team of Key Account Managers, with all KAMs reporting into this role.
• Allocate platforms and accounts across the team, and set individual targets that ladder up to overall channel goals.
• Build the team's capability so KAMs can independently manage platform relationships and day-to-day operations.

Platform & Cross-Functional Relationship Management:

• Own strategic relationships with marketplace and quick-commerce platform category/account teams.
• Coordinate new SKU listings and launches across all platforms.
• Coordinate with Regulatory & Compliance on marketplace listing compliance before SKUs go live.

Reporting:

• Report revenue, CM2, and operational metrics to leadership on a regular cadence, with a clear read on what's driving hits or misses.

Requirements:

• 6 - 10+ years of experience in marketplace, e-commerce, or quick-commerce roles, including at least 2 - 3 years directly managing a team.
• Proven experience owning contribution margin (CM1/CM2) or channel profitability, not just topline revenue.
• Direct, hands-on experience managing retail media and ad spend on marketplace platforms (Amazon Ads, Flipkart Ads) and/or quick-commerce sponsored placements.
• Track record of scaling marketplace or quick-commerce revenue at a D2C or e-commerce brand - real numbers, not just "grew revenue" claims.
• Experience building or managing a team of Key Account Managers or similar account-owning roles.
• Comfortable with operational metrics (fill rate, OSA, return rate) and coordinating with Supply Chain/Warehouse to hit them.
• Strong analytical and Excel/dashboard skills.