Senior E Commerce Manager

OLIVIA BEAUTY
Recruitment Brief & Job Description
HEAD OF E-COMMERCE / SENIOR E-COMMERCE MANAGER
Company / Brand: Olivia Beauty Experience: 7-12+ years in e-commerce; ideally 2 to 4 years in a leadership/ownership role Location: Andheri West

Compensation / Notice Period: To be discussed based on candidate calibre; please share current and expected CTC and notice period

1. Purpose of the Hire
Olivia Beauty is looking for a commercially strong, hands-on e-commerce leader to take end-to-end ownership of the online business. This person must lead marketplace operations, D2C, advertising performance, catalogue and content, inventory and fulfilment, profitability, analytics, and team execution. We need a business owner who can build systems and deliver sustainable, profitable growth, not a specialist limited to listing uploads or advertising alone.
2. Candidate Profile Non-Negotiables

• 7+ years of relevant, hands-on e-commerce experience; candidates with 712+ years are preferred.
• Meaningful experience owning multiple online channels and managing business outcomes, not just executing one narrow function.
• Strong understanding of marketplace operations, advertising, catalogue, inventory, order fulfilment, financial reconciliation, and profitability.
• Has led a team, managed cross-functional stakeholders, or independently owned a significant e-commerce workstream.
• Can explain revenue, margin, net realisation, contribution after advertising, and channel-level profitability using actual examples.
• Beauty, cosmetics, personal care, FMCG, or another consumer brand background is strongly preferred.
• Comfortable with advanced Excel / Google Sheets, business reporting, root-cause analysis, and management presentations.

3. Core Responsibilities
A. Business Strategy & Revenue Ownership

• Own online revenue, channel-wise growth plans, profitability, budgets, forecasts, and business reviews.
• Develop monthly, quarterly, and annual plans; identify growth opportunities by product, channel, campaign, and customer segment.
• Plan launches, festive sales, promotions, bundles, pricing actions, and recovery plans for underperforming products.

B. Marketplace Operations

• Manage end-to-end operations across Amazon India, Flipkart, Nykaa, Myntra, and relevant quick-commerce platforms such as Blinkit, Zepto, and Swiggy Instamart.
• Oversee seller/brand portals, onboarding, catalogue health, listing suppression, account health, platform escalations, promotions, orders, and operational SLAs.
• Coordinate with marketplace account managers and ensure accurate product, pricing, inventory, and compliance information.

C. Catalogue, Content & Marketplace SEO

• Own SKU setup, product attributes, GTIN/EAN, HSN and tax fields, variants/shade mapping, titles, bullets, descriptions, backend keywords, and listing quality.
• Plan keyword research, competitor analysis, organic ranking, product images, videos, comparison charts, A+ content, Brand Stores, and other enhanced-content formats where available.
• Improve discoverability, click-through rate, conversion rate, and catalogue consistency across channels.

D. Marketplace Advertising & Performance

• Plan and optimise Amazon Ads, Flipkart Ads, and other marketplace advertising formats; coordinate Meta / Google campaigns where relevant.
• Manage campaign structure, keywords, bids, budgets, targeting, search-term reports, negative keywords, and creative testing.
• Track CTR, CPC, conversion rate, ACOS, ROAS, TACOS, advertising sales, and contribution after advertising; reduce waste and scale profitable campaigns.

E. D2C Website & Retention

• Own the commercial performance of the brand website, preferably Shopify or a comparable platform.
• Improve product pages, landing pages, navigation, mobile experience, checkout, payment success, conversion, AOV, and repeat purchases.
• Use GA4, Search Console, tracking pixels, SEO, abandoned-cart flows, email / WhatsApp / SMS retention, and customer analytics where applicable.

F. Supply Chain, Inventory & Fulfilment

• Own demand forecasting, replenishment, safety stock, channel allocation, stock availability, inventory ageing, and stock-out prevention.
• Coordinate with factory, procurement, warehouse, 3PLs, courier partners, and marketplace fulfilment centres.
• Monitor order processing, dispatch SLAs, delivery, cancellations, returns, RTO, reverse logistics, cycle counts, and inventory reconciliation.
• Create and enforce SOPs for inwarding, storage, pick-pack-dispatch, stock transfers, and discrepancy resolution.

G. Costing, Pricing & Financial Reconciliation

• Build SKU-wise and platform-wise costing sheets covering product / landed cost, packaging, freight, discounts, marketplace fees, shipping/fulfilment, advertising, returns, and other deductions.
• Calculate net realisation, gross margin, contribution margin, minimum viable selling price, and profitability by SKU and channel.
• Reconcile marketplace settlements, commissions, fees, refunds, valid reimbursements, GST-related records, and finance reports with the relevant finance team.
• Set pricing and promotional guardrails so growth does not come at the expense of uncontrolled losses.

H. Analytics, MIS & Forecasting

• Build daily, weekly, and monthly dashboards for sales, orders, traffic, conversion, advertising, stock, returns, margins, and settlements.
• Use advanced Excel / Google Sheets, including PivotTables, XLOOKUP / VLOOKUP, SUMIFS, data validation, and reporting automation.
• Power BI, Tableau, SQL, or similar tools are an advantage. Convert data into clear actions and management recommendations.

I. Product Launches, Beauty Category & Compliance

• Lead e-commerce readiness for new launches: product data, content, keywords, pricing, stock, channel setup, launch ads, and post-launch reviews.
• Understand beauty-specific needs such as foundation shade mapping, swatches, texture/application content, reviews, customer feedback, and product-claim consistency.
• Coordinate with quality / regulatory teams to ensure applicable product documentation, labels, claims, and platform requirements are met.

J. Team & Stakeholder Management

• Lead marketplace, catalogue, operations, and other relevant team members; define ownership, KPIs, review cadence, and escalation paths.
• Work with marketing, finance, factory, warehouse, customer service, product, creative, agencies, and senior management.
• Create SOPs, improve execution discipline, coach team members, and report progress, risks, and corrective actions to management.

4. Platforms & Tools
Relevant hands-on experience should include several of the following, based on the candidates channel mix: Amazon Seller Central and Amazon Ads; Flipkart Seller Hub and Flipkart Ads; Nykaa and Myntra portals; Blinkit, Zepto and Swiggy Instamart; Shopify or equivalent D2C platform; Helium 10 / Amazon Brand Analytics or similar research tools; GA4, Google Search Console, Google Ads, Meta Ads Manager; advanced Excel / Google Sheets; ERP, OMS, WMS, inventory tools (Unicommerce), shipping aggregators, and CRM / retention platforms.
5. Success Measures / KPIs

• Revenue growth and achievement of agreed sales targets by channel.
• Contribution margin, net realisation, and profitability by SKU and platform.
• Advertising efficiency: ACOS, ROAS, TACOS, and profitable incremental sales.
• Organic visibility, listing quality, CTR, conversion rate, and product launch performance.
• Inventory availability, stock-out rate, ageing stock, inventory turnover, and forecast accuracy.
• Order / dispatch SLA adherence, cancellation rate, return / RTO rate, and customer experience.
• Settlement reconciliation accuracy, timely issue resolution, and recovery of valid reimbursements.
• D2C conversion, average order value, repeat purchase, and acquisition efficiency.
• Team productivity, SOP adoption, reporting accuracy, and process improvements.

6. Screening Questions for the Recruitment Agency

1. How many years of hands-on e-commerce experience do you have, and how many years have you led a team or owned a business function?
2. Which marketplaces have you personally managed end-to-end? Please distinguish hands-on experience from exposure through another team.
3. What approximate monthly/annual online revenue and number of SKUs did you manage? What was your personal responsibility? (Above 50 Lacs)
4. Give one example of revenue growth and one example of margin/profitability improvement you delivered. Include the timeframe and baseline where possible.
5. Have you built SKU-level costing and net-realisation sheets including marketplace fees, fulfilment, ads, discounts, returns, and other deductions?
6. What marketplace advertising metrics do you regularly use, and how do you assess profitability beyond ROAS?
7. What experience do you have with inventory forecasting, warehouse operations, returns, settlement reconciliation, and D2C?
8. Have you worked in beauty, cosmetics, personal care, FMCG, or a comparable consumer brand? Which products and channels?
9. What is your current CTC, expected CTC, notice period, current location, and availability for interviews?