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Role Overview

We are hiring a Head of E-commerce Sales & Marketplace Growth to own and aggressively scale Amazon.com (USA) as the top priority, while driving profitable growth across global Amazon marketplaces, other international marketplaces, and D2C.

This is a P&L-heavy, execution-first leadership role with direct ownership of revenue, advertising efficiency, contribution margins, inventory health, and execution speed.

Success is measured by revenue scale, ad efficiency, contribution margin expansion, and market share gains not activity metrics.

Core Responsibilities

1. Amazon.com (USA) Primary Ownership

• Own end-to-end Amazon.com P&L, revenue growth, and profitability
• Deliver aggressive YoY revenue growth with contribution margin discipline
• Own Seller Central / Vendor Central operations
• Lead the Amazon Ads ecosystem: Sponsored Products, Sponsored Brands, Sponsored Display, DSP
• Drive Buy Box %, organic rank, conversion rate, and net contribution margin
• Lead pricing strategy, deal execution, Prime events, and new product launches
• Scale ad spend only when contribution margins are positive
• Control pricing, promotions, inventory planning, and ad budget allocation
• Optimize ACOS, TACoS, ROAS, GMV, net revenue, and market share

2. Conversion, Organic Growth & PDP Excellence

• Drive organic rank improvements through SEO, reviews, content, A+ content, and Brand Stores
• Improve conversion rate, session value, repeat purchase rate, and basket size
• Lead continuous A/B testing on creatives, pricing, offers, and PDP layouts
• Own PDP optimization to maximize algorithmic relevance and conversion efficiency

3. Amazon Global Marketplaces

• Own and scale P&L across all Amazon marketplaces:
• Amazon India, USA, Canada, UK
• Amazon EU (Germany, France, Italy, Spain)
• Amazon Middle East (UAE, KSA)
• Amazon Australia, Japan, Singapore
• Own ads, pricing, and profitability per marketplace
• Define market entry strategy, SKU prioritization, and launch timelines
• Localize pricing, promotions, content, and ad strategies
• Drive each marketplace to break-even or profitability within defined timelines
• Scale winning SKUs cross-border via FBA / Global Selling programs
• Decide where to scale aggressively vs operate profitably
• Build standardized global playbooks with local optimization

4. Other Global Marketplaces

• Scale sales across Walmart.com, Flipkart, Myntra, eBay, Noon, Lazada, and other regional platforms
• Own marketplace-specific ad platforms (Walmart Connect, Flipkart Ads, etc.)
• Identify and launch on new, high-potential global marketplaces
• Ensure pricing parity, inventory discipline, and margin control
• Eliminate channel conflict through pricing and inventory governance
• Decide where to invest, exit, or double down based on ROI and strategic fit

5. D2C Sales & Paid Growth

• Own D2C revenue and paid acquisition performance
• Manage Google Ads, Meta Ads, retargeting, and affiliates from a strict sales ROI lens
• Align D2C pricing, inventory, and promotions with marketplaces
• Drive CRO, AOV, repeat purchase rate, LTV, and profitability
• Ensure channel harmony between D2C and marketplaces

6. Performance Marketing as a Revenue Lever

• Treat advertising as cost of sales / cost of revenue, not brand spend
• Set channel-wise efficiency benchmarks (ACOS, ROAS, TACoS)
• Scale only revenue-positive, margin-accretive campaigns
• Eliminate non-performing spend decisively
• Conduct weekly ad performance reviews with corrective actions

7. Planning, Forecasting & P&L Control

• Own annual operating plans, quarterly targets, and weekly forecasts
• Drive contribution margin expansion alongside topline growth
• Control markdowns, liquidation, and aged inventory risk
• Ensure inventory health, cash efficiency, and risk mitigation

8. AI-Led Commerce, Advertising & Automation

• Stay ahead of AI innovations across Amazon and marketplaces (bidding, targeting, creative optimization, demand forecasting)
• Adapt strategies to AI-led auction dynamics and algorithmic decisioning
• Leverage AI for keyword discovery, search term mining, and intent mapping
• Use AI and automation for:
• Demand forecasting and inventory planning
• Pricing intelligence and competitive monitoring
• Creative testing and PDP content optimization
• Optimize listings for AI-driven discovery (Amazon Rufus, generative search, conversational commerce)
• Test and adopt emerging AI ad formats and marketplace features
• Build internal AI-first marketplace playbooks

9. Performance Management, Dashboards & Governance

• Build dashboards covering revenue, ads, margins, inventory, and cash impact
• Establish board-level reporting with clear accountability
• Eliminate vanity metrics; focus on outcomes and profitability

10. Team & Stakeholder Leadership

• Build lean, execution-heavy sales and ads teams
• Hire operators, not coordinators
• Build and mentor senior leaders across Amazon, marketplaces, and D2C
• Hold teams accountable to weekly targets and execution speed
• Create a high-ownership, high-urgency performance culture
• Partner aggressively with Amazon and marketplace account managers

11. Operating Rhythm & Execution Cadence

• Establish weekly performance reviews, monthly deep dives, and quarterly resets
• Drive speed, accountability, and continuous optimization across channels

Skills and Qualifications

• 815 years of progressive experience in Amazon & marketplace sales leadership, with strong exposure to Amazon.com (USA)
• Proven track record of owning and scaling full P&L across Amazon and/or global marketplaces
• Demonstrated ability to drive aggressive revenue growth with contribution margin discipline
• Deep, hands-on expertise in:
• Amazon Seller Central & Vendor Central
• Amazon Ads (Sponsored Products, Sponsored Brands, Sponsored Display, DSP)
• ACOS, TACoS, ROAS, pricing strategy, promotions, and inventory planning
• Experience leading pricing wars, Prime events, deal execution, and new product launches
• Strong analytical, financial, and forecasting skills
• Experience managing multiple Amazon global marketplaces (US, UK, EU, India, Middle East, APAC preferred)
• Exposure to cross-border FBA / Global Selling programs
• Experience with Walmart, Flipkart, Myntra, eBay, Noon, Lazada, or similar platforms
• Strong understanding of performance marketing as a revenue lever
• Working knowledge of AI-led advertising and marketplace automation tools
• Experience building and leading high-performance, execution-focused teams
• Strong stakeholder management skills