Head of E-Commerce

Designation: Deputy General Manager (DGM)
Location: Mumbai Maharashtra
Function: Domestic Sales
Department: Consumer Products
Experience: 10 Years
Reporting To: Head of Sales
Direct Reportees: 4–6
Indirect Reportees: 5–6

We are looking for an experienced Head of E-Commerce to lead e-commerce sales strategy drive revenue and market share growth manage channel profitability and strengthen key account relationships. The role involves strategic planning business development team leadership and end-to-end management of e-commerce and D2C operations.

1. Business Development & Strategy

• Develop and execute e-commerce sales strategies including D2C operations where required.

• Lead annual budgeting revenue forecasting target setting and cost management.

• Analyse market trends consumer behaviour and competitor activities to identify growth opportunities.

• Develop go-to-market and distribution strategies to improve market penetration and profitability.

• Collaborate with marketing teams on brand visibility promotional campaigns and category growth initiatives.

• Build strategic relationships with e-commerce partners vendors and channel stakeholders.

2. Sales & Channel Management

• Manage overall e-commerce channel operations and ensure achievement of sales targets.

• Lead key account management and Joint Business Plans (JBPs) with e-commerce partners.

• Drive product launches assortment planning pricing strategies and promotional execution.

• Monitor sales performance market share customer trends and channel effectiveness.

• Develop sales incentive plans and implement performance improvement initiatives.

• Identify new business models and technologies to strengthen channel growth.

3. P&L and Financial Management

• Manage the overall e-commerce channel P&L including revenue margins and profitability.

• Optimise promotional spending trade investments and marketing budgets.

• Monitor financial performance against business plans and budgets.

• Identify opportunities for cost optimisation and sustainable revenue growth.

• Coordinate with finance and other stakeholders to improve commercial performance.

4. Stakeholder Management

• Collaborate with sales marketing finance supply chain HR and legal teams.

• Build strong relationships with key accounts purchase teams distributors and channel partners.

• Present business performance sales forecasts and market insights to senior management.

• Ensure timely resolution of customer complaints and escalations.

• Maintain effective coordination across internal teams and external business partners.

5. Team Leadership

• Lead mentor and develop direct and indirect reportees.

• Establish performance objectives and conduct regular performance reviews.

• Identify training requirements and strengthen team capabilities.

• Develop high-potential employees and support succession planning.

• Promote collaboration accountability ethical practices and process compliance.

• Minimum 10 years of overall professional experience including at least 6–7 years in FMCG sales.

• Strong experience in e-commerce sales channel management key account management and business development.

• Proven ability to develop sales strategies and deliver revenue and market share growth.

• Experience in P&L management budgeting forecasting margin optimisation and promotional spending.

• Strong understanding of distribution strategy customer relationship management and commercial negotiations.

• Experience in managing teams and collaborating with cross-functional stakeholders.

• Knowledge of category management and consumer/personal care products is preferred.

• Strong analytical strategic thinking decision-making and problem-solving skills.

• Excellent communication negotiation and leadership abilities.

• Bachelor's degree in Business Marketing or a related field.

• MBA in Sales and Marketing from a reputed business school is preferred.

• Strategic Orientation

• Achievement Orientation

• Sales Planning & Execution

• Financial Acumen and P&L Management

• Customer Orientation

• Team Management and Leadership

• Effective Communication

• Stakeholder Collaboration

• Problem-Solving and Decision-Making

• Integrity and Process Compliance

The ideal candidate will be a strategic and commercially driven sales leader with strong FMCG experience proven e-commerce business management capabilities and a track record of delivering profitable growth. The candidate should be capable of managing key accounts leading teams and driving cross-functional execution.

Interested candidates may share their updated CV along with current CTC expected CTC and notice period.

Required Skills:

Strategic Orientation Achievement Orientation Sales Planning & Execution Financial Acumen and P&L Management Customer Orientation Team Management and Leadership Effective Communication Stakeholder Collaboration Problem-Solving and Decision-Making Integrity and Process Compliance