Head - Marketplace Management & Sales

Department: E-commerce / Marketplaces

Reports To: Director / CEO

Location: Bangalore

Experience: 8 - 15 Years

Channels: Multiple E-commerce Marketplaces

Role Summary:

Responsible for driving sales growth, profitability and end-to-end operations across all marketplace channels. The role involves achieving revenue targets, improving product rankings and visibility, maintaining marketplace account health, and controlling customer returns and RTO.

Key Responsibilities:

1. Sales & P&L Ownership:

- Own monthly, quarterly and annual revenue targets across all marketplaces.

- Drive key business KPIs, including GMV, orders, conversion rates, market share, Bestseller Rank (BSR), search rankings and profitability after marketplace commissions and advertising expenses.

- Develop and implement pricing strategies, including MRP, MOP, offers, coupons and bank offers, to improve competitiveness and win the Buy Box.

- Plan and execute monthly promotional calendars, including Big Billion Days, Great Indian Festival and End of Reason Sale.

2. Listing & Catalog Management:

- Manage end-to-end catalog creation, including product titles, bullet points, descriptions, backend keywords, images, A+ Content and Brand Stores.

- Ensure 100% listing accuracy across product attributes, including size, colour, MRP, HSN, GST and inventory synchronization.

- Manage new product launches across marketplaces, including FSN creation, keyword research and launch campaigns.

3. Marketplace Advertising & Visibility:

- Manage e-commerce advertising campaigns, including Sponsored Products, Sponsored Brands and Sponsored Display, ensuring effective budget allocation and achievement of ROAS/TACOS targets.

- Improve organic product rankings through SEO, keyword optimization, reviews and Q&A management.

- Manage Brand Registry, Brand Stores and Sponsored Brand Video campaigns.

4. Operations & Account Health:

- Oversee inventory planning, FBA/FBF/Smart Fulfilment stock allocation and warehouse coordination.

- Ensure timely order processing and fulfilment while maintaining SLA compliance and minimizing late shipments, cancellations and RTO.

- Monitor marketplace account health, including ODR, late dispatch rates, customer complaints and policy compliance.

5. Returns, Claims & Reconciliation:

- Control customer returns, RTO, courier damages and return-related losses through root cause analysis and corrective action plans.

- Manage marketplace claims related to lost or damaged shipments, fraudulent returns and reimbursement requests.

- Oversee payment reconciliation, including marketplace commissions, shipping charges, returns, GST, TDS and advertising expenses, to prevent revenue leakage.

- Coordinate with the Finance team to ensure accurate monthly financial closures.

6. Reviews & Competition Analysis:

- Drive product rating improvements, targeting an average rating of 4.3+, and manage negative reviews and customer Q&A.

- Monitor competitor pricing, promotional offers, product launches and marketplace rankings.

- Collaborate with the Design team to develop competitive product images and content.

7. Reporting & Team Management:

- Prepare and monitor daily sales dashboards covering platform-wise sales, product rankings, inventory, advertising spend and returns.

- Conduct weekly business reviews with management, highlighting performance, lost sales opportunities and corrective action plans.

- Lead and manage marketplace executives, catalog executives, advertising specialists and operations teams or agency partners.

Required Skills & Qualifications:

- 8 - 15 years of experience in E-commerce / Marketplace Sales and Management.

- Mandatory hands-on experience managing multiple e-commerce marketplaces.

- Working knowledge of e-commerce seller and partner portals.

- Strong understanding of marketplace sales, revenue growth, profitability and P&L management.

- Expertise in marketplace advertising, catalog management, SEO, pricing and promotional strategies.

- Experience in relevant product categories such as Fashion, Electronics, Home, Beauty or Grocery (category experience to be specified).

- Strong analytical skills and the ability to coordinate effectively with marketplace category managers.