E-Commerce Lead

Description

The E-Commerce Lead owns full channel P&L across Amazon, Flipkart, and D2C (Shopify) for Client's security-led catalogue, including performance marketing and e-commerce operations. This is an operational and commercial leadership role with AI-driven automation and unit-economics discipline as its defining standards.

Experience

7-10 years total, with at least 4 years hands-on e-commerce at a brand (Seller Central operator, not agency-only and not Vendor Central only)

Location

Gurgaon (HQ)

Roles and responsibilities

• Own Amazon Seller Central, SP/SB/SD campaigns, listing quality, FBA/Easy Ship economics, account health, multi-account reconciliation, SAFE-T claims
• Run Flipkart seller operation, promotions, fulfilment SLA, listing and catalogue parity
• Own the D2C Shopify store, conversion-rate optimisation, checkout, retention stack (email, WhatsApp, re-engagement)
• Manage the full e-commerce P&L, revenue, NSP, commission, fulfilment, COGS, ad cost per order, returns, and contribution margin
• Own performance marketing for D2C, Meta and Google spend driving D2C conversion
• Build and run e-commerce operations, order processing, multi-account reconciliation, returns management, logistics coordination, channel inventory planning
• Build an AI-driven operating model, automate reconciliation, listing ops, reporting, retention, and customer touchpoints
• Lead and develop the in-house team of 12-15 across creative, marketplaces, and D2C ops
• Navigate channel conflict, maintain MRP/SP/coupon/exclusive-SKU strategy that protects offline relationships while growing online share

Must haves

• Hands-on Seller Central operation at a brand (not agency-managed, not Vendor Central only)
• Has owned and run a P&L for profit; can walk through full unit-economics waterfall from memory
• Demonstrable bias for profitability over GMV, has grown contribution margin, not just top line
• Operational excellence track record: multi-account reconciliation, returns SOP, 3PL coordination for heavy items
• AI and automation in practice, has built tooling/workflows that removed cost and manual effort from e-commerce operations
• Seller Central depth: SP/SB/SD (ideally SBV/DSP), ACOS by category, SAFE-T claims, return reconciliation
• D2C/Shopify depth: has built or scaled a Shopify store including CRM, email/WhatsApp tools, analytics
• Team leadership of 10+ across mixed functions
• Category fit: considered-purchase, high-ASP durable goods at ₹50-500 Cr scale (security, appliances, electronics, furniture, building materials, or sanitaryware)

Should haves

• Experience with SBV and DSP in addition to SP/SB/SD
• Experience managing high-ASP, high-weight fulfilment (₹5,000-₹50,000 items shipped to homes)
• Track record operating at a ₹50-500 Cr business scale
• Managed an in-house operational team of 10+ across mixed functions

Non-negotiables

• Hands-on Seller Central experience at a brand, not agency-only and not Vendor Central only
• Full channel P&L ownership with a strict bias for contribution margin profitability over raw GMV
• Candidate must demonstrate internal narration on past failures, not attributing underperformance solely to market, agency, or management

Additional comments

Fashion, apparel, and pure FMCG backgrounds are explicitly stated as not analogous to this role. Offline distribution is roughly 20× the online channel, making channel-conflict management a significant part of the role. The first 90 days are framed as an operational audit covering listing quality, reconciliation hygiene, conversion, and margin.