Head of E-Commerce & Quick Commerce

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

Job summary

Earthful, a plant-based nutrition brand, seeks a senior leader to own marketplace and quick-commerce channels end to end. You will drive revenue growth, optimize CM2, and oversee channel health across Amazon, Flipkart, Blinkit, Zepto, and Swiggy Instamart, while building and leading a team of KAMs.

Reporting to the founders, you decide where to invest, set targets, and align listings, pricing and promotions with Supply Chain and Marketing in a fast-growing startup.

Qualifications

• 6–10+ years in marketplace, e-commerce, or quick-commerce roles.
• 2–3+ years directly managing a team.
• Experience owning channel profitability (CM1/CM2) beyond topline revenue.
• Hands-on retail media management on marketplace platforms.

Responsibilities

• Own and grow marketplace revenue and quick-commerce revenue across platforms.
• Lead and develop a team of Key Account Managers.
• Set platform-specific targets and monitor CM2 and margin.
• Coordinate SKU listings, promotions, and pricing while ensuring compliance.
• Collaborate with Supply Chain and Warehouse for demand forecasting and inventory allocation.

Skills

Marketplace leadership

Team management

Channel profitability

Retail media

Revenue growth

Data analysis & Excel

E-commerce strategy

Tools

Excel

Power BI

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

Earthful is a VC-funded FMCG brand building India’s most trusted clean-label wellness products. We were recently featured on Shark Tank Indiaand have raised a Pre-Series A round led by V3 Ventures and Fireside Ventures.

The founders ( Sudha Gogineni and Veda Gogineni ) are graduates from IIT Kharagpur and ISB with a multitude of experience across multinational companies & startups, such as Uber, Meesho, Deutsche Bank, ITC.

Earthful is a fast-growing startup, offering high ownership and the opportunity to work closely with the founders. We are looking for a candidate who is passionate about scaling a startup!