Lead - E-commerce Marketplaces

Drools; Bengaluru; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Drools Pet Food seeks a commercially driven E-commerce Marketplaces Lead to own Amazon and Flipkart, scaling revenue and profitability. You will lead the KAM and AKAM teams, govern the annual plan, and build strong cross-functional rhythms across assortment, pricing, promotions, media, inventory, and customer experience.

The role emphasizes translating marketplace data into growth plans, establishing accountability, and driving disciplined execution with senior leadership support in Bengaluru.

Qualifications

• MBA or postgraduate degree is required.
• Minimum 8 years post-MBA experience for Tier 1 institutes, or 10 years for others.
• At least 5 years in e-commerce, marketplace sales, or KAM with ownership of Amazon/Flipkart.
• 2+ years leading KAMs/AKAMs or equivalent commercial team.
• Experience owning a sizable marketplace P&L and annual operating plan.
• Experience in pet care, FMCG or consumer goods preferred.
• Hands-on with marketplace advertising, forecasting, assortment, pricing, promotions, inventory, and account ops.

Responsibilities

• Own the Amazon and Flipkart annual operating plan including GMV, net sales, market share, and margins.
• Lead, coach and develop KAM/AKAM teams with clear ownership and targets.
• Build senior relationships with marketplace teams across categories, marketing, supply chain and finance.
• Lead Joint Business Planning and negotiate margins, events, visibility and growth targets.
• Develop account growth strategies covering assortment, pricing, promotions, and new launches.
• Own channel P&L and governance; evaluate margins, discounts, claims and media spend.

Skills

E-commerce

Marketplace sales

Category management

Key account management

P&L ownership

Negotiation

Leadership

Excel

Dashboards

Forecasting

Inventory planning

Cross-functional collaboration

Communication

Education

MBA or postgraduate degree

Tools

Excel

Dashboards

Job description

Drools Pet Food is looking for a commercially driven E-commerce Marketplaces Lead to own and scale the Amazon and Flipkart businesses. The incumbent will lead the KAM and AKAM team, own channel revenue and profitability, strengthen marketplace relationships, and drive disciplined execution across assortment, pricing, promotions, media, inventory and customer experience. The role requires the ability to translate marketplace data into clear growth plans while building a high-accountability team and strong cross-functional operating rhythm.

Key Responsibilities

• Own the Amazon and Flipkart annual operating plan, including gross merchandise value, net sales, market share, contribution margin, advertising investment and working-capital objectives.
• Lead, coach and develop the KAM and AKAM team; define account ownership, targets, review mechanisms and capability-development plans.
• Build senior relationships with marketplace category, commercial, marketing, supply-chain, finance and operations teams.
• Lead Joint Business Planning and negotiate margins, commercial terms, event participation, visibility, media support, assortment commitments and growth targets.
• Develop account-wise growth strategies covering assortment expansion, search and content improvement, geographic reach, pricing, promotions, advertising and new product launches.
• Own channel P&L and investment governance; evaluate platform margins, discounts, claims, returns, media spend and other costs to deliver profitable growth.
• Establish weekly and monthly performance reviews across accounts, categories, brands and SKUs, and ensure timely corrective action against agreed targets.
• Translate consumer demand and platform data into rolling forecasts, event plans and inventory requirements in partnership with demand planning and supply chain.
• Improve availability, fill rate, days of inventory and replenishment while controlling overstock, ageing, expiry, returns and cancellation risks.
• Drive portfolio and assortment strategy across pet-care categories, with clear roles for core, premium and innovation portfolios.
• Ensure pricing discipline and parity across marketplaces, with defined escalation and correction mechanisms for pricing or MOP breaches.
• Lead marketplace media and digital-shelf strategy across sponsored search, display, brand stores, SEO, product detail pages, ratings and reviews; improve traffic, conversion and ROAS.
• Create launch and event playbooks covering product proposition, inventory, pricing, content, media, visibility and post-event performance evaluation.
• Oversee catalogue quality, brand protection and operational hygiene, including listings, content, purchase orders, claims, deductions and reconciliations.
• Identify category trends, competitor actions, emerging marketplace capabilities and partnership opportunities that can accelerate Drools' online growth.
• Partner with brand marketing, finance, supply chain, category, customer service and technology teams to ensure seamless execution of marketplace plans.
• Present account performance, risks, investment requirements and growth recommendations to senior leadership through clear dashboards and business reviews.

Education and Eligibility

• MBA or postgraduate qualification in business, marketing, sales, strategy or a related discipline is required.
• Minimum 8 years of post-MBA experience for candidates from Tier 1 institutes, or 10 years of relevant experience for candidates from other institutes.
• At least 5 years of direct experience in e-commerce, marketplace sales, category management or key account management, including ownership of Amazon and/or Flipkart.
• At least 2 years of experience leading KAMs, AKAMs, account managers or a comparable commercial team.
• Demonstrated ownership of a sizeable marketplace P&L, annual operating plan, commercial negotiations and senior platform relationships.
• Experience in pet food, pet care, FMCG, consumer goods, nutrition or another high-repeat consumer category is strongly preferred.
• Hands-on experience with marketplace advertising, demand forecasting, assortment planning, pricing, promotions, inventory and account operations is required.
• Location - work from Bengaluru and flexibility to travel for partner meetings and internal reviews when required.
• Commercial leadership with strong understanding of marketplace economics, channel P&L and profitable growth.
• Strategic account management and the ability to convert JBPs into measurable commercial and operational outcomes.
• Strong people leadership, coaching, delegation and performance-management capability.
• Advanced analytical skills with strong proficiency in Microsoft Excel, dashboards and business-performance analysis.
• Strong negotiation and influencing skills across senior internal and external stakeholders.
• Deep understanding of Amazon and Flipkart business models, category levers, fulfilment models, advertising and event calendars.
• Ability to translate large datasets into clear insights, priorities and executable account plans.
• Strong forecasting, inventory-planning and operational problem-solving skills.
• Clear written and verbal communication with confidence in executive-level presentations and reviews.
• High ownership, attention to detail and disciplined follow-through in a fast-paced environment.