Business Lead - Revenue - D2C & Marketplaces - IIM/ISB/XLRI/FMS/SPJIMR

About the Role:

We are a fast-growing D2C brand at a critical scale-up stage, looking for a Business Lead - Revenue to own and drive our revenue engine across D2C, Quick Commerce (Zepto, Blinkit, Instamart), and Marketplace channels (Amazon, Flipkart, etc.).

This role comes with end-to-end ownership of revenue and unit economics, working directly with the founder to scale the business profitably across all demand channels.

You will act as a mini-CEO for revenue, balancing growth, pricing, and profitability.

Role Mandate:

- Own revenue + P&L across D2C, Quick Commerce & Marketplaces

- Drive profitable growth across channels

- Build a scalable, predictable revenue engine

Key Responsibilities:

1. Revenue & P&L Ownership (All Channels)

Own topline, gross margin, and contribution margin across:

- D2C (website)

- Quick Commerce (Blinkit, Zepto, Instamart)

- Marketplaces (Amazon, Flipkart, etc.)

- Drive channel-wise revenue targets and profitability

2. Channel Strategy & Growth

- Define channel-wise growth strategy and revenue mix

- Identify where to push growth (D2C vs Q-commerce vs marketplaces)

- Optimize channel economics and contribution margins

3. Quick Commerce (Q-Commerce) Ownership

- Manage relationships with platforms like Blinkit, Zepto, Instamart

- Drive assortment planning, visibility, and promotions

- Optimize fill rates, availability, and dark store performance

- Improve unit economics specific to Q-commerce (higher commissions, faster inventory turns)

4. Pricing & Monetization

- Own pricing strategy across channels (dynamic pricing if needed)

- Optimize discounts, bundles, and platform-specific promotions

- Balance growth with margin expansion

5. D2C & Marketplace Performance

- Own D2C funnel: traffic - conversion - repeat - LTV

- Drive marketplace growth: rankings, visibility, conversion rates

- Improve AOV, retention, and customer lifetime value

6. Demand Planning & Inventory Alignment

- Forecast demand across channels with different consumption patterns

- Align with operations for inventory allocation (especially for Q-commerce SLAs)

- Minimize stockouts and overstocking

7. Marketing & Growth Alignment

- Partner with performance marketing teams on CAC, ROAS, and budgets

- Align campaigns with channel-specific revenue goals

- Drive GTM strategies for launches across platforms

8. Analytics & Business Insights

- Build dashboards for channel-wise revenue, margins, CAC, AOV, LTV

- Track performance across D2C, Q-commerce, and marketplaces

- Drive data-backed decisions and optimization

9. Cross-Functional Leadership

- Work with operations, supply chain, finance, and marketing teams

- Build and lead a revenue/growth team over time

- Act as a key partner to the founder

Who We're Looking For:

- 5-9 years of experience in revenue / growth / roles

- Strong experience in D2C, marketplaces, and/or Quick Commerce platforms

- Proven ability to own multi-channel revenue growth

- Strong understanding of P&L and unit economics across channels

- High ownership and problem-solving mindset

Preferred Background:

- Top B-schools (IIMs, ISB, XLRI, FMS, SPJIMR)

Experience with:

- Amazon / Flipkart category roles

- Quick commerce platforms (Blinkit, Zepto, Instamart)

- High-growth D2C startups

- Strong analytical toolkit (Excel, SQL, BI tools)

Success Metrics:

- Channel-wise revenue growth with improving margins

- Strong control over CAC, ROAS, and contribution margins

- Improved conversion, AOV, and repeat rate

- High in-stock rates across Q-commerce + marketplaces

- Optimized channel mix for profitability