Aditya Birla Group - Director - Marketplace

About the Role

We are looking for an experienced and commercially driven Marketplace Head to lead and scale our marketplace business of a D2C brand across key platforms. The role will be responsible for driving revenue, profitability, growth and overall P&L ownership for the marketplace channel.

The ideal candidate should have strong experience in managing marketplace businesses for a Direct-to-Consumer (D2C) / Direct Brand, with a deep understanding of marketplace growth levers, performance marketing, category management and commercial operations.

Experience in Fashion / Lifestyle / Consumer brands will be an added advantage, but is not mandatory.


Key Responsibilities

1. Marketplace Business & P&L Ownership

- Own the end-to-end P&L for the marketplace business, including revenue, margins, contribution and profitability.

- Develop and execute the marketplace business strategy aligned with overall company growth objectives.

- Drive GMV, net sales, profitability, market share and other key business metrics.

- Identify opportunities to improve margins, reduce costs and optimize marketplace investments.

- Own monthly, quarterly and annual business targets and ensure consistent delivery.

2. Marketplace Growth

- Lead the growth strategy across major marketplaces and other relevant platforms.

- Identify new growth opportunities through assortment expansion, pricing, promotions, visibility and platform-specific strategies.

- Develop marketplace-specific business plans based on consumer behaviour, competition and market trends.

- Drive new customer acquisition as well as repeat purchase and retention through marketplace channels.

- Build scalable processes to support rapid business growth.

3. Performance Marketing

- Own and drive the performance marketing strategy for marketplaces in partnership with internal marketing teams and platform partners.

- Optimize marketplace advertising spends across search, display, sponsored listings and other relevant formats.

- Drive improvement in ROAS, CAC, conversion rate and overall marketing efficiency.

- Ensure marketing investments are aligned with revenue and profitability objectives.

- Leverage marketplace data and analytics to continuously optimize campaigns and investments.

4. Category, Assortment & Commercial Management

- Work closely with category, merchandising, product and supply teams to build the right marketplace assortment.

- Identify high-performing categories, SKUs and products and develop plans to scale them.

- Drive pricing, promotions, offers and visibility strategies across platforms.

- Monitor competition, pricing, customer trends and marketplace dynamics.

- Ensure optimal inventory availability and minimize stock-outs and ageing inventory.

5. Marketplace Partnerships

- Build strong relationships with key marketplace partners and platform leadership teams.

- Lead commercial negotiations, annual planning, visibility investments and growth initiatives with marketplace partners.

- Identify opportunities for platform-exclusive launches, campaigns and strategic partnerships.

- Ensure effective execution of marketplace events and key commercial moments.

6. Analytics & Business Reviews

- Establish a strong data-driven approach to marketplace decision-making.

- Track and analyze key metrics including GMV, NSV, P&L, contribution margin, ROAS, CAC, conversion, AOV, traffic, returns and inventory health.

- Conduct regular business reviews and translate insights into actionable growth initiatives.

- Build forecasts and business plans based on historical performance and market opportunities.

7. Team Leadership

- Lead and mentor a team of approximately 5-6 members across marketplace, growth and/or related functions.

- Set clear goals, KPIs and accountability for the team.

- Build a high-performance culture focused on ownership, speed and measurable business outcomes.

- Collaborate closely with Marketing, Category, Supply Chain, Finance, Product and Technology teams.

What We Are Looking For

- 10-15 years of overall experience with significant experience in marketplace/e-commerce business management.

- Strong experience working with a Direct D2C brands.

- Proven experience in P&L ownership and business growth.

- Strong understanding of marketplace economics, performance marketing and digital commerce.

- Demonstrated track record of delivering revenue and profitability growth.

- Experience managing and developing a 5-6 members team.

- Strong analytical and commercial orientation with the ability to make decisions based on data.

- Excellent stakeholder management and negotiation skills.

- MBA / PGDM from a reputed institution preferred.

- Experience in Fashion / Lifestyle / Consumer brands will be an added advantage, but is not mandatory.