Manager - Aggregator Ecommerce (P&L Owner)

Role Overview:

This is a full P&L ownership role for an aggregator-led ecommerce business, focused on building a profitable, scalable platform rather than relying on discount-driven growth. The role blends commercial acumen, data analytics, and aggregator relationship management to consistently drive growth, margin expansion, and market leadership.

Key Responsibilities

1. End-to-End P&L Ownership

- Own aggregator business P&L including revenue, commissions, marketing spends, visibility spends, and contribution margins.

- Deliver consistent YoY revenue growth while improving store-level and overall contribution margins.

- Balance topline growth with sustainable profitability.

2. Aggregator Relationship Management

- Manage strategic partnerships with platforms like Swiggy and Zomato.

- Negotiate commissions, unlock incremental visibility, co-funded marketing, beta access, and pilot programs.

- Operate as a business partner - not a vendor.

3. Unit Economics & Profitability Optimization

- Improve menu-level profitability via pricing strategy, assortment rationalization, and promo optimization.

- Drive disciplined discounting and promotion frameworks.

- Protect margins while scaling GMV.

4. Performance Marketing & Growth

- Drive high-ROAS marketing on aggregator platforms.

- Build clear measurement frameworks for performance, visibility spends, and promotional ROI.

- Optimize funnel metrics (impressions - menu views - cart - orders).

5. Analytics & Reporting

- Build predictive analytics frameworks and structured reporting cadence (daily/weekly/monthly).

- Track cohorts, order trends, margins, daypart performance, and repeat behavior.

- Convert data into sharp business insights for leadership.

6. Risk Diversification & Growth Levers

- Reduce revenue concentration risk by diversifying across:

- Dayparts

- Occasions

- Geographies

- Store formats

- Solve availability, SLA, and fulfilment bottlenecks in collaboration with operations teams.

7. Team Building

- Build and mentor a high-performing ecommerce and analytics team.

- Establish scalable processes for pricing, promotions, forecasting, and visibility management.

Success Metrics

- YoY aggregator revenue growth

- Contribution margin expansion (store-level & overall)

- Improved commission structures and commercial terms

- Higher ROAS on aggregator spends

- Strong ranking in category (GMV & order volume)

- Reduction in discount dependency

- Robust analytics and reporting discipline

Competencies (Must Have)

- Strong commercial and analytical acumen

- Deep understanding of ecommerce unit economics

- Ability to interpret large datasets (orders, cohorts, margins, funnel metrics)

- Experience managing aggregator partnerships

- Strong detail orientation with ability to think strategically

- Hands-on promo planning and margin optimization experience

- Comfort operating in high-growth, ambiguous environments

Leadership & Soft Skills

- Structured problem-solving mindset

- Strong stakeholder management (aggregators, ops, finance, marketing, leadership)

- Clear communicator who simplifies complex data into actionable narratives

- High ownership and bias for action

- Strong decision-making under ambiguity

- High integrity in negotiations and people management

Ideal Candidate Profile

- 6-8+ years in ecommerce / digital revenue roles

- Direct revenue or P&L ownership experience

- Hands-on experience working with Swiggy, Zomato, or similar marketplaces

- Proven track record of improving margins while scaling topline

- Experience collaborating with supply chain / operations teams

- Background in food, QSR, or high-frequency consumer categories preferred

- Mix of startup agility and structured business exposure preferred.