Role Overview:

The Digital Commerce Lead will lead e-commerce and quick commerce operations across platforms like Blinkit, Instamart, Zepto, Amazon, Flipkart, and BigBasket. The role focuses on driving sales, profitability, and brand visibility through strategic planning, joint business partnerships, and data driven execution. Collaborating with cross-functional teams, the incumbent will ensure seamless launches, promotions, and operational efficiency. The ideal candidate has strong FMCG experience, deep understanding of digital commerce platforms, and proven ability to deliver growth through analytics, commercial acumen, and effective stakeholder management.

Key Responsibilities:

1. Business Development & Account Management

• Own, drive and manage end to end Digital Commerce business operations
• Develop and manage strong business relationships with leading E-Com, Q-Com, Market places partners
• Drive revenue growth by negotiating/closing joint business plans, annual operating plans, and brand campaigns
• Collaborate with Marketing, Creative, and Digital teams to optimize performance
• Maximize SEO effectiveness
• Ensure listing and visibility of new launches across platforms
• Identify opportunities for exclusive partnerships, bundling, and strategic collaborations
• Drive sales growth on Digital Commerce channels / platforms
• Own relationships with platform category teams
• Plan visibility, promotions, and new product launches
• Analyse data and optimize performance
• Maintain high visual standards and operational efficiency across all digital channels to enhance user experience and brand consistency.

2. Sales Planning & Business Objective Achievement

• Own and deliver sales, revenue, and profitability targets for Digital Commerce channel
• Monitor category performance and design growth strategies tailored to digital commerce dynamics
• Manage product availability, pricing strategies, and assortment planning

3. Marketing & Visibility

• Plan and execute visibility campaigns, platform promotions, and seasonal activations
• Identify and explore new digital growth opportunities beyond current business models
• Manage digital marketing efforts including SEO, SEM, social media integration, and analytics to strengthen the company’s online presence
• Conduct market research to identify emerging trends and technologies that can enhance Digital Commerce performance
• Work with digital marketing teams for banner ads, sponsored listings, influencer tie-ups, and app visibility
• Analyse ROI of campaigns and optimize spends across platforms

4. Commercial & Financial Management

• Negotiate TOTs, margins, marketing budgets and spends with platforms / market places
• Monitor spends, discounts, offers vs sales and ensure profitability
• Ensure timely claims settlement, reconciliations, and payment collections

5. Data Analytics & Insights

• Track platform sales performance, customer behaviour, traffic, and conversions.
• Analyse platform dashboards to identify growth levers and improve share of category.
• Use data-driven insights for pricing, promotions, and inventory planning.
• Manage digital marketing efforts including SEO, SEM, social media integration, and analytics to strengthen the brand’s online presence.
• Own the P&L for the e-commerce business, ensuring financial targets are met or exceeded.
• Meeting the top line National sales objective for the Digital Commerce channel
• Look at the possibility of exclusive e-commerce & q-commerce SKU’s, in order to further leverage brand strength
• Anticipate trends in the ecommerce & q-commerce industry so that internal system and processes can be geared to meet the evolving environment

6. Cross-functional Collaboration

• Work closely with Marketing, Supply Chain, Finance, IT, and Operations teams for seamless execution
• Align with regional teams to ensure stock availability, packaging compliance, and timely replenishments
• Coordinate with content and design teams for product images, catalogue accuracy, and SEO optimization
• Oversee all aspects of the online customer journey, including site navigation, content
• Strategy, and promotional campaigns
• Challenge the existing route to market model and suggest ways of reducing cost in the same
• Lead the development and continuous improvement of website functionality, navigation, and user interface to support e-commerce goals
• Ensure seamless operation and performance of the website and all e-commerce platforms, including mobile apps and mobile web, with a focus on driving sales growth
• Maintain high visual standards and operational efficiency across all digital channels to enhance user experience and brand consistency.

Key Skills & Competencies:

• Strong analytical, negotiation, and relationship-building skills
• Prior exposure of managing Digital Commerce platforms & market places is a must
• Deep understanding of E-commerce / Quick Commerce / Marketplace ecosystem, algorithms, and platform dynamics
• Data-driven approach with strong analytical and problem-solving skills
• Excellent communication, presentation, and interpersonal skills
• Tech-savvy, with ability to work with dashboards, sales trackers, and analytics tools
• Commercial acumen with P&L management experience

Qualifications & Experience:

• MBA from tier 1 or 2 institutes
• 6–12 years of sales & key account management experience with at least 4–5 years in managing Digital Commerce / E-commerce / Q-Commerce / Marketplaces like Blinkit, Instamart, Zepto, Amazon, Flipkart, Big Basket, Dmart Ready etc.
• Experience in FMCG (Food / Beverages / Snacking / Confectionery) industry is a must
• Proven track record of scaling digital commerce business and delivering strong growth