Senior Manager Channel Partners

Senior Manager- Channel Partners (Marketplaces & Quick Commerce)

Location: Noida (Delhi NCR) | Function: E-commerce | Level: Senior Manager | Reports to: Associate Director- Ecommerce | Channel Partners: Nykaa, Amazon, Mynta, Reliance, TataCliq, Blinkit, Zepto, & Swiggy Instamart.

About the role

We are looking for a Senior Manager, Channel Partners to lead our marketplace and quick commerce business in India. You will own the P&L for this channel, lead a team of KAMs, marketing, performance and catalogue specialists, and negotiate and close annual contracts and joint business plans with our partners. This is a leadership role for someone who wants to grow a prestige brand across the platforms where India shops online.

Key responsibilities

Business ownership and P&L

• Own the revenue, margin and marketing-spend P&L for marketplaces and quick commerce, and deliver the annual plan.
• Build the annual and quarterly business plan by partner, with category, assortment, pricing and promotion plans behind it.
• Track performance weekly, spot trends early, and change the strategy accordingly.

Partner negotiation and relationships

• Negotiate & close annual contracts, trade terms, margins and joint business plans with partners.
• Build and maintain senior relationships with partner leadership, category and marketing teams.
• Handle internal and external escalations, and resolve commercial disputes and claims.

Growth and new customers

• Plan initiatives with partners to unlock new-to-brand customers, especially during marquee sale events.
• Run sampling and retargeting programmes that bring new customers back to repeat.
• Identify new categories, sub-categories and launches that can grow our market share on each platform.

Stock health and assortment

• Keep the active assortment well stocked, with weekly checks by partner, and getting timely purchase orders from the partner.
• Close assortment gaps by platform and city, and propose new launches to fill them.
• Share a monthly rolling sales forecast with the supply chain team and maintain accuracy.

Marketing, visibility and events

• Close monthly marketing and event calendars within partner deadlines, with offers, spends and stock planned together.
• Guide the visibility and performance marketing plans, and keep spends within the agreed budget.
• Make sure we are ready for every marquee partner event, from stock to visibility to content.

Pricing, catalogue and compliance

• Keep prices consistent across platforms.
• Oversee catalogue quality, content and search visibility on partner platforms.
• Make sure partner bills, claims and settlements are raised and cleared on time with the finance team.

Team leadership and cross-functional work

• Lead, coach and develop the channel partner team, set clear goals and carry out regular reviews.
• Work closely with supply chain, finance, brand marketing, technology, & analytics team.
• Report to the senior leadership team, and work with group teams as the brand scales globally.

Strategic partnerships

• Explore and onboard new marketplaces and channel partners that suit the brand's positioning and long-term goals.

What we are looking for

Experience and qualifications

1. 8-10 years in e-commerce, key account management or category management, with at least 4 years leading marketplace and quick commerce business for a beauty, personal care, FMCG, fashion or lifestyle brand.
2. Proven ownership of revenue and margin P&L, including trade terms and marketing spends.
3. Track record of negotiating and closing annual contracts and joint business plans with leading marketplaces and quick commerce platforms.
4. Experience leading a team of key account managers and marketing or performance specialists.
5. MBA or PGDM preferred.

Skills

• Strong negotiation and commercial judgement, with a clear view of margins and trade-offs.
• Comfort with data: sales forecasting, dashboards, advertising metrics and new-customer analysis.
• Good understanding of how quick commerce works, including availability, days of stock, and store and city-level assortment.
• Clear communication, and the presence to engage partner leadership.
• Planning discipline across stock, offers, marketing, and events.