Senior Business Manager

VRP Telematics; New Delhi; On-site; INR 3,500,000 - 5,200,000; Full time

Job summary

VRP Telematics is seeking a dynamic Head of E-Commerce Sales & Operations to own the end-to-end charter for the organisation's B2B, B2C and Quick Commerce channels. You will drive revenue growth, expand channels, and lead a cross-functional team spanning sales and operations.

The role requires strong P&L ownership, pricing discipline, and inventory coordination with Supply Chain to ensure product availability and optimal stock levels across online and offline channels.

Qualifications

• Graduate / Post-graduate degree; MBA / PGDM (Sales & Marketing) preferred.
• Experience in E-Commerce sales & operations across B2B, B2C & Quick Commerce.
• Exposure to General Trade, Modern Trade or Large Format Retail is an advantage.
• Proven experience managing marketplace seller panels, catalogue ops & account health.
• Experience leading teams across sales & operations; FMCG/CG industry preferred.

Responsibilities

• Own the end-to-end sales and operations charter for E-Commerce across B2B, B2C & Quick Commerce.
• Drive revenue growth, channel expansion and operational excellence.
• Manage marketplace operations, panel management, listings hygiene, returns and claims.
• Build go-to-market strategy, pricing, distribution width and launch sequencing.
• Lead E-Commerce, GT, MT and LFR teams to meet monthly/quarterly targets.
• Forecast demand and coordinate with Supply Chain for inventory planning.

Skills

E-Commerce sales

P&L ownership

Pricing & margins

Team leadership

Excel pivot tables

Stakeholder management

English communication

Education

MBA / PGDM (Sales & Marketing)

Tools

MS Excel

Job description

ROLE PURPOSE:-

Own the end-to-end sales and operations charter for the organisation's E-Commerce business B2B, B2C and Quick Commerce alongside General Trade (GT), Modern Trade (MT) and Large Format Retail (LFR). Drive revenue growth, channel expansion and operational excellence across the full distribution business, while leading a cross-functional team spanning sales and operations.

KEY RESPONSIBILITIES

• Own the P&L and revenue targets for the E-Commerce business across B2B (GeM, B2B marketplaces, institutional accounts), B2C (Amazon, Flipkart, Myntra and other marketplaces) and Quick Commerce (Blinkit, Zepto, Instamart and similar platforms).
• Drive sales growth and account management for General Trade (GT), Modern Trade (MT) and Large Format Retail (LFR) channels, ensuring consistent distribution reach and revenue delivery.
• Manage complete marketplace operations order processing, panel management, catalogue and listing hygiene, returns, claims and platform compliance across all e-commerce channels.
• Build and execute the channel go-to-market strategy, including pricing architecture, distribution width and launch sequencing across online and offline channels.
• Lead, coach and manage the E-Commerce, GT, MT and LFR teams setting monthly and quarterly targets, review cadence and performance accountability.
• Own demand forecasting and inventory planning in coordination with Supply Chain to ensure product availability across channels without over-stocking.
• Drive performance marketing, deals, coupons and sponsored campaigns on marketplaces to improve visibility, conversion and market share.
• Own key relationships with marketplace category teams, distributors, large-format retail accounts and institutional B2B buyers.
• Ensure account health across all marketplaces pricing compliance, claims resolution, credit exposure and inventory days within policy.
• Build the annual operating plan (AOP) for the business and lead monthly business reviews (MBR) with leadership, tracking channel-, region- and SKU-level performance.
• Track sales data, channel performance and market trends to generate actionable insights and drive data-backed decision-making.
• Govern pricing consistency across GT, MT, LFR and e-commerce channels to avoid channel conflict and protect MRP/MOP discipline.
• Own the talent agenda for the team hiring, capability-building, and succession planning across sales and operations functions.

KEY PERFORMANCE INDICATORS

• Net revenue, gross margin % and profitability vs. plan across E-Commerce, GT, MT and LFR
• Channel-wise growth B2B, B2C, Quick Commerce, GT, MT, LFR
• Marketplace account health, listing quality and compliance score
• Inventory days-of-cover and demand-forecast accuracy
• Order fulfilment turnaround time and claim resolution hygiene
• Team performance and target achievement across direct reports

EDUCATIONAL QUALIFICATIONS

• Graduate / Post-graduate degree; MBA / PGDM (Sales & Marketing) preferred from a reputed institute.

WORK EXPERIENCE

812 years of experience in E-Commerce sales and operations, with hands‑on ownership of B2B, B2C and Quick Commerce channels.

Prior exposure to General Trade, Modern Trade or Large Format Retail sales will be an added advantage.

Proven experience managing marketplace seller panels, catalogue operations and account health across major ecommerce platforms.

• Demonstrated experience leading and managing teams across sales and operations functions.
• Experience working in a distribution / FMCG / consumer goods company preferred.

SKILLS & COMPETENCIES

• Strong understanding of E-Commerce ecosystem B2B, B2C and Quick Commerce sales, operations and marketplace management.
• Sound commercial acumen with experience in P&L ownership, pricing and margin management.
• Strong team management and leadership capability across multi-channel sales functions.
• Advanced MS Excel skills pivot tables, lookups and data analysis for business reporting.
• Strong negotiation, stakeholder management and cross-functional coordination skills.
• Professional fluency in English clear written and verbal communication.