Head of E-Commerce & Quick Commerce

Earthful.me; Mumbai; On-site; INR 3,500,000 - 7,500,000; Full time

Job summary

You will collaborate with Supply Chain and Regulatory teams to forecast demand, optimize fill rates, and ensure listings compliance. This role demands 6–10+ years in e-commerce with direct team leadership and a track record of scalable revenue growth.

Qualifications

• 6–10+ years in marketplace, e-commerce, or quick-commerce roles
• 2–3 years directly managing a team
• Experience owning contribution margin (CM1/CM2) or channel profitability
• Direct hands-on experience managing retail media and ad spend on marketplace platforms
• Track record of scaling marketplace or quick-commerce revenue for a D2C or e-commerce brand
• Strong analytical and Excel/dashboard skills

Responsibilities

• Own Earthful's marketplace and quick-commerce revenue growth end to end
• Build and lead a team of Key Account Managers (KAMs)
• Own channel profitability and operating metrics (CM2, fill rate, OSA)
• Manage retail media spend and ROAS targets
• Coordinate with Supply Chain/Warehouse for demand forecasting
• Develop strategic platform relationships and new SKU launches

Skills

Marketplace experience

E-commerce

Team management

Retail media

Profitability management

Analytical skills

Tools

Excel

BI dashboards

Job description

Earthful is a plant-based nutrition brand for women's health, backed by Fireside Ventures and V3 Ventures. Marketplaces and quick commerce are two of our largest growth channels — this role owns both end to end: the revenue, the profitability, the operational health, and the team that runs them day to day.

Role Overview

This role owns Earthful's marketplace (Amazon, Flipkart, and similar) and quick-commerce (Blinkit, Zepto, Swiggy Instamart, and similar) channels end to end — revenue growth, channel profitability (CM2), and operational health metrics like fill rate and on-shelf availability. You'll build and lead a team of Key Account Managers, with all KAMs reporting into this role, and you'll be the one who decides where to invest, where to pull back, and how the team is structured to hit both channels' targets without sacrificing margin. You'll report directly to the founders on revenue, profitability, and ops performance.

What You'll Own

Marketplace & Quick Commerce Revenue Growth

• Own and grow marketplace revenue to ₹3–6 Cr/month across platforms (Amazon, Flipkart, and similar)
• Own and grow quick commerce revenue to ₹2–5 Cr/month across platforms (Blinkit, Zepto, Swiggy Instamart, and similar)
• Set and track platform-wise revenue targets, adjusting strategy as performance data comes in
• Keep every channel CM2-positive, tracking contribution margin by platform on a monthly basis
• Own retail media and ad spend on marketplace and quick-commerce platforms (Amazon Ads, Flipkart Ads, Blinkit/Zepto sponsored placements), with ROAS targets that protect CM2 while hitting revenue goals
• Monitor competitive pricing and promotional activity on each platform, adjusting pricing and promotion strategy to protect margin and market share

Operational Health Metrics

• Track and sustain RIS%, PO fill rates, and on-shelf availability — with particular focus on quick commerce OSA given its real-time nature
• Coordinate with Supply Chain and Warehouse on demand forecasting and inventory allocation, so fill rate and OSA targets are actually achievable rather than just tracked after the fact
• Recruit, onboard, and manage a team of Key Account Managers (KAMs), with all KAMs reporting into this role
• Allocate platforms and accounts across the team, and set individual targets that ladder up to overall channel goals
• Build the team's capability so KAMs can independently manage platform relationships and day-to-day account operations

Platform & Cross-Functional Relationship Management (Suggested Additions)

• Own strategic relationships with marketplace and quick-commerce platform category/account teams — unlocking better placements, programs, and support
• Coordinate new SKU listings and launches across all marketplace and quick-commerce platforms
• Coordinate with the Regulatory & Compliance team on marketplace listing compliance (claims, mandatory declarations) before SKUs go live

Reporting (Suggested Addition)

• Report revenue, CM2, and operational metrics to leadership on a regular cadence, with a clear read on what's driving hits or misses

What We're Looking For

• 6–10+ years of experience in marketplace, e-commerce, or quick-commerce roles, including at least 2–3 years directly managing a team
• Proven experience owning contribution margin (CM1/CM2) or channel profitability for an e-commerce or marketplace channel, not just topline revenue
• Direct, hands‑on experience managing retail media and ad spend on marketplace platforms (Amazon Ads, Flipkart Ads) and/or quick-commerce sponsored placements
• A track record of scaling marketplace or quick-commerce revenue at a D2C or e-commerce brand — real numbers, not just “grew revenue” claims
• Experience building or managing a team of Key Account Managers or similar account-owning roles
• Comfortable with operational metrics (fill rate, on-shelf availability, return rate) and coordinating with Supply Chain/Warehouse to hit them
• Strong analytical and Excel/dashboard skills