Mamaearth - General Manager - eCommerce

About the Role:

This is a P&L-owning mandate to build and scale the beauty marketplaces across our brand portfolio. The person will lead a cross-functional team of KAMs and performance marketers and carry direct accountability for close to a third of the company's total e-commerce business. We need someone who can sit inside genuine ambiguity, shifting algorithms, and unclear ownership lines to drive a sharp, numbers-backed plan forward. This is a high-stakes relationship seat, as the person will be the face of the business to some of the most demanding counterparts in Indian e-commerce.

Key Responsibilities:

1. P&L Ownership and Commercial Management:

- Own the full P&L for the beauty portfolio and other marketplaces across all brands.

- Drive topline growth without trading away contribution margin, pricing, trade terms, marketing spend efficiency, or returns.

- Run quarterly and annual business planning including revenue targets, margin targets, and investment allocation.

- Own the key commercial levers end-to-end including ASP, discounting, platform fees, marketing ROI, and inventory health.

2. Analytical Rigor and Reporting:

- Build a real-time view of performance platform-wise, brand-wise, and SKU-wise.

- Convert raw data into decisions rather than just decks.

- Diagnose performance dips from first principles.

3. Problem Solving in Ambiguity:

- Operate comfortably where the playbook does not exist yet.

- Identify and act on growth levers across platforms including new brand launches and category expansion.

- Get ahead of algorithm shifts and competitive moves rather than reacting to them.

- Cut through complexity fast and make calls with 80% information.

4. Relationship Management:

- Own senior relationships with category and business heads at key platforms.

- Negotiate trade terms, marketing budgets, and visibility placements firmly.

- Manage difficult counterparts with equal parts spine and tact.

5. Team Leadership:

- Lead and develop a team of Key Account Managers and Performance Marketing professionals.

- Set clear goals, review cadences, and coaching plans to raise the bar on analytical thinking.

- Build a culture of ownership where the team operates like founders.

Qualifications:

Designation: DGM or GM.

Experience: 8+ years with direct experience in Beauty and E-commerce, either from the brand side or the retailer side.

Education: MBA.

- Demonstrated ability to handle ambiguity and complexity.

- Peak performance in complex relationship management at senior levels.

Success Metrics (First 12 Months):

- Revenue growth and margin improvement across the beauty portfolio.

- Improved platform relationship health measured via visibility and trade term quality.

- A high-performing, well-coached team with clear ownership of platform-level metrics.

- A reliable analytical reporting cadence.