Business Head - Retail/Online/eCommerce

Description:
Key Responsibilities:
Sales Ownership:

- Drive monthly and quarterly sales targets for Flipkart India channel.

- Monitor GMV, A CoS, and ROAS performance

- Ensure revenue goals are consistently met.
Selection Improvement:

- Strategically expand the active product catalogue on Flipkart India.

- Identify and onboard high-performing titles based on market trends and internal analytics.

- Coordinate with content and publishing teams to prioritize uploads.
Pricing (ICPC & BBPC):

- Maintains Buy Box ownership for at least 90% of top selling titles.

- Monitor and optimize ICPC (In Category Price Competitiveness) and BBPC (Buy Box Price Competitiveness) metrics.

- Work with pricing analysts to ensure dynamic pricing based on competitor insights.
Margins Management:

- Maintain healthy margins across all listings by balancing pricing with fulfilment costs.

- Partner with finance and operations teams to optimize contribution margins while sustaining growth.
Speed & Fulfilment Optimization:

- Improve customer delivery speed by transitioning from national to zonal and local fulfilment

- Collaborate with operations and PSM (Physical Stock Management) to drive regional stocking strategies.

- Track and improve Local In Stock (LIS) % across priority SKUs.
KPIs:

- Sales growth % and revenue achievement (monthly/quarterly).

- % Buy Box ownership for top titles.

- ICPC and BBPC benchmark ranking vs competitors.

- Catalogue expansion rate.

- National vs zonal shipping mix.

- Margin improvement quarter over quarter
Ideal Candidate Profile:

- 5+ years of experience in e-commerce, category management, or online retail operations.

- Deep understanding of Flipkart Seller Central, analytics dashboards, and pricing strategies.

- Strong analytical and Excel/data skills; familiarity with ICPC/BBPC metrics preferred.

- Ability to collaborate cross-functionally with marketing, logistics, and data teams.