VP - Revenue, Online Channels

Location: Bangalore

Experience: 10 - 15 years

Employment Type: Full-time

About the Role:

We are looking for a VP - Revenue, Online Channels to own and scale our customer's online business across D2C Website, Ecommerce Marketplaces and Quick Commerce.

This person will own the channel P&L and be responsible for delivering revenue, growth, contribution margins, availability and market share across online channels.

We are looking for someone who has already scaled a meaningful D2C / consumer business and is equally comfortable setting strategy, getting deep into numbers, working with platform teams and leading high-performing teams.

This is not a role where you only review dashboards. You should be able to get into SKU-level performance, campaign efficiency, pricing, inventory, platform negotiations and conversion issues when required.

Channels You'll Own:

- D2C Website / Shopify

- Amazon

- Flipkart

- Other marketplaces including Myntra / Ajio where relevant

- Blinkit

- Zepto

- Swiggy Instamart

- New online channels as the business expands

What You'll Own:

Revenue & P&L:

- Own annual, quarterly and monthly revenue targets across all online channels.

- Own channel-level P&L from topline through contribution margin.

- Drive profitable growth across categories, SKUs and channels.

- Build channel budgets and continuously improve revenue productivity.

- Own pricing, discounts, promotions, platform costs and marketing spends.

- Ensure growth translates into healthy GM, CM1 and CM2, not just gross sales.

- Identify underperforming categories, channels and SKUs and drive corrective action quickly.

D2C Website:

- Own website revenue, conversion, AOV, traffic monetisation and profitability.

- Work closely with performance marketing teams on CAC, ROAS, MER and contribution margins.

- Improve conversion across landing pages, merchandising, offers and checkout.

- Drive prepaid share while controlling COD and prepaid RTO.

- Build strong launch, cross-sell, upsell and promotional plans.

- Partner with retention teams to improve repeat purchase and customer LTV.

- Ensure website growth does not come at the cost of excessive discounting or poor unit economics.

Ecommerce Marketplaces:

- Own Amazon, Flipkart and other ecommerce businesses end-to-end.

- Build strong relationships with platform category and business teams.

- Drive revenue, visibility, assortment, availability and share of category.

- Own advertising efficiency and marketplace contribution margins.

- Improve listing quality, ratings, reviews, conversion and organic ranking.

- Manage promotions, deals, launches and platform events strategically.

- Closely track commissions, advertising, returns, logistics and other marketplace costs.

- Drive CM2 improvement, not just marketplace GMV.

Quick Commerce:

- Own growth across Blinkit, Zepto, Instamart and emerging Q-commerce platforms.

- Build senior relationships with platform teams and negotiate commercials, visibility and expansion.

- Drive city, dark-store, SKU and platform-level performance.

- Ensure strong fill rates, availability and inventory productivity.

- Expand assortment and launch new categories intelligently.

- Track pricing, promotions, competitor activity and category share.

- Build Q-commerce as a profitable growth channel rather than purely a distribution channel.

Availability & Inventory:

- Work closely with Supply Chain, Procurement and Operations to ensure online availability.

- Maintain strong fill rates across channels, including high availability on Website, Q-commerce and marketplace fulfilment.

- Identify stock-out risks early and align demand and inventory plans.

- Balance availability with healthy inventory days and working capital.

- Build channel-level forecasts for major events, launches and seasonal demand.

- Ensure inventory is placed in the right fulfilment locations to maximize sales and reduce logistics costs.

Customer & Operational Metrics:

- Track and improve RTO, returns, cancellations and delivery experience.

- Drive higher prepaid contribution on the website.

- Work with operations to improve fulfilment economics and logistics costs by channel.

- Identify recurring customer or operational issues and ensure cross-functional closure.

- Protect customer experience while scaling revenue.

Commercial & Growth Strategy:

- Understand where the next 10 Cr, 50 Cr and 100 Cr of profitable online growth will come from.

- Identify new channels, categories, geographies, assortments and pricing opportunities.

- Build annual and quarterly channel growth plans.

- Track competition and category trends closely.

- Make clear resource-allocation decisions across channels based on opportunity and profitability.

Build & Lead the Team:

- Lead Website, Ecommerce and Quick Commerce teams with clear accountability.

- Build strong channel leaders and specialists underneath you.

- Set clear weekly and monthly operating rhythms around revenue, margins and execution.

- Develop teams to think like business owners rather than channel operators.

- Review performance deeply without becoming a bottleneck.

- Set high standards for analytical rigour, speed and follow-through.

- Work closely with Marketing, Performance, Finance, Operations, Procurement, Product and Technology teams.

Key Metrics You Will Own:

Growth:

- Revenue / Net Sales

- Channel growth

- Category and SKU growth

- Market / category share

Profitability:

- Gross Margin

- CM1

- CM2

- Marketing / advertising efficiency

- Channel P&L

Website:

- CAC

- ROAS / MER

- Conversion Rate

- AOV

- Prepaid %

- COD & prepaid RTO

- Repeat Revenue / LTV

Marketplaces:

- Revenue

- CM1 / CM2

- Ad efficiency

- Conversion

- Organic ranking

- Ratings & reviews

- Returns

- Availability

Quick Commerce:

- Revenue

- Margin / P&L

- Fill Rate

- Availability

- Assortment

- City / dark-store productivity

- Category share

Operational:

- Returns

- RTO

- Stock-outs

- Inventory productivity

- Logistics cost

What We're Looking For:

- 10 - 15 years of experience across ecommerce, D2C, marketplaces or consumer businesses.

- Demonstrated experience scaling a significant online business.

- Strong hands-on experience across Website / D2C, Amazon / Flipkart and Quick Commerce.

- Prior ownership of a meaningful revenue and P&L number.

- Strong understanding of unit economics, GM, CM1 and CM2.

- Experience working closely with performance marketing teams and understanding CAC, ROAS and MER.

- Strong understanding of marketplace advertising, pricing, promotions and commercial structures.

- Strong relationships and negotiation ability with ecommerce / Q-commerce platforms.

- Strong analytical ability with willingness to get into SKU and channel-level data.

- Understanding of inventory, availability, fulfilment and supply-chain dependencies.

- Proven ability to build and lead strong teams.

- High ownership and comfort working in a fast-paced environment.

You'll Do Well Here If:

- You don't celebrate revenue without asking what happened to CM2.

- You can move from a 100 Cr annual plan to a discussion on why one SKU is unavailable in Bangalore.

- You understand that availability is a revenue problem, not just an operations problem.

- You can challenge a performance team on CAC, a marketplace team on advertising efficiency and a Q-commerce team on fill rate in the same review.

- You know when to get into the details and when to let your team own the solution.

- You build strong relationships with platforms but negotiate hard when the economics don't work.

- You are comfortable making trade-offs between growth, margin, inventory and customer experience.

- Most importantly, you think like the owner of the online business, not the owner of individual channels.