Head - eCommerce - FMCG

Job Title: Head - E-Commerce

Department: Sales & Marketing / Digital Business

Location: Bangalore

Position Overview:

The Head of E-Commerce will lead the companys online business strategy and execution across marketplaces, D2C (Direct-to-Consumer), and Omni-channel platforms. The role involves driving revenue growth, brand visibility, and profitability in digital channels by integrating marketing, analytics, operations, and customer experience for FMCG categories.

Key Responsibilities:

1. Strategy & Business Development:

- Develop and execute the overall e-commerce strategy aligned with organizational business goals.

- Identify new digital growth opportunities and partnerships (marketplaces, quick commerce, social commerce, etc.).

- Define channel mix, assortment, and pricing strategy to maximize sales and profitability.

- Build the D2C (Direct-to-Consumer) platform as a strategic growth lever.

2. Sales & P&L Ownership:

- Own end-to-end P&L for e-commerce business across all online platforms.

- Deliver revenue, market share, and margin targets.

- Manage annual budgets, forecasting, and performance tracking.

- Optimize trade spends and digital ROI.

3. Channel & Partner Management:

- Build strong relationships with key e-commerce partners (Amazon, Flipkart, Blinkit, Zepto, BigBasket, etc.).

- Negotiate commercial terms, marketing visibility, and joint business plans.

- Coordinate with distributors and fulfilment partners for efficient supply chain management.

4. Marketing & Consumer Experience:

- Collaborate with brand and digital marketing teams to plan campaigns that drive online visibility and conversions.

- Lead performance marketing, SEO/SEM, influencer collaborations, and content optimization.

- Enhance user experience, conversion funnel, and repeat purchase behavior on D2C site.

5. Data Analytics & Insights:

- Track key e-commerce KPIs traffic, conversion rate, basket size, repeat rate, and customer acquisition cost.

- Leverage consumer insights and data analytics for personalized marketing and product decisions.

- Monitor competitor activities and category trends.

6. Cross-Functional Collaboration:

- Work closely with supply chain, finance, IT, and marketing teams for seamless operations.

- Drive innovation in product packaging, delivery models, and customer engagement.

7. Team Leadership:

- Build and lead a high-performing e-commerce team (sales, marketing, analytics, and operations).

- Provide mentorship, set KPIs, and ensure capability building in digital commerce.

Key Performance Indicators (KPIs):

- E-commerce revenue and profitability growth

- Market share across online channels

- D2C website traffic, conversion rate, and repeat customers

- ROI on digital marketing spends

- Customer satisfaction (NPS) and brand visibility online

Desired Qualifications & Experience:

- MBA / Postgraduate in Marketing, Sales, or E-Commerce Management

- 10-15 years of experience, with at least 5 years leading e-commerce in FMCG or consumer goods

- Proven track record of scaling online business across multiple channels

- Strong understanding of digital marketing, analytics, and marketplace operations

- Excellent negotiation, analytical, and leadership skills

Key Competencies:

- Strategic and commercial acumen

- Data-driven decision-making

- Digital and tech-savvy mindset

- Customer-centric orientation

- Cross-functional collaboration

- Innovation and agility