About the Role:

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

The role will be responsible for driving revenue growth, channel P&L, contribution margins, availability and market share across all online channels.

We are looking for a business leader who has successfully scaled a meaningful D2C or consumer business and is comfortable setting strategy, diving deep into numbers, managing platform relationships and building high-performing teams.

This is a hands-on leadership role. The ideal candidate should be able to move from business strategy to SKU-level performance, campaign efficiency, pricing, inventory, platform negotiations and conversion challenges when required.

Channels You'll Own:

- D2C Website / Shopify

- Amazon

- Flipkart

- Other Ecommerce Marketplaces, including Myntra and Ajio

- Blinkit

- Zepto

- Swiggy Instamart

- New online channels as the business expands

Key Responsibilities:

1. Revenue & P&L Ownership:

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

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

- Drive profitable growth across categories, SKUs and channels.

- Build channel budgets and improve revenue productivity.

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

- Ensure growth translates into healthy Gross Margin, CM1 and CM2.

- Identify underperforming categories, channels and SKUs and drive corrective actions.

2. D2C Website Growth:

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

- Partner 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 launch, cross-sell, upsell and promotional plans.

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

- Ensure website growth is supported by healthy unit economics.

3. Ecommerce Marketplace Management:

- Own Amazon, Flipkart and other Ecommerce Marketplace businesses end-to-end.

- Build strong relationships with platform category and business teams.

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

- Own marketplace advertising efficiency and contribution margins.

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

- Manage promotions, deals, launches and platform events.

- Track commissions, advertising, returns, logistics and other marketplace costs.

- Drive CM2 improvement, not just marketplace GMV.

4. Quick Commerce Growth:

- Own growth across Blinkit, Zepto, Swiggy 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.

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

- Build Q-commerce as a profitable growth channel.

5. Availability & Inventory Management:

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

- Maintain strong fill rates across Website, Marketplaces and Q-commerce.

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

- Balance availability with healthy inventory days and working capital.

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

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

6. Customer & Operational Metrics:

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

- Drive higher prepaid contribution on the website.

- Improve fulfilment economics and logistics costs by channel.

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

- Protect customer experience while scaling revenue.

7. Commercial & Growth Strategy:

- Identify opportunities for the next 10 Cr, 50 Cr and 100 Cr of profitable online growth.

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

- Build annual and quarterly channel growth plans.

- Track competition and category trends.

- Make resource-allocation decisions based on opportunity and profitability.

- Balance growth, margin, inventory and customer experience.

Team Leadership:

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

- Build strong channel leaders and specialists.

- Establish 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.

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

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 D2C Website, Amazon / Flipkart and Quick Commerce.

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

- Strong understanding of unit economics, Gross Margin, 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 and 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.

About the Business:

- The business is a fast-growing consumer brand operating across D2C, Ecommerce Marketplaces, Quick Commerce and Offline Retail.

- The organisation is focused on building a profitable, scalable omnichannel business with strong customer experience, operational excellence and sustainable revenue growth.

- The VP - Revenue will play a central role in building and scaling the online growth engine.