Pharmaceuticals — Mumbai, Maharashtra, India
Designation: Deputy General Manager (DGM)
Location: Mumbai, Maharashtra
Function: Domestic Sales
Department: Consumer Products
Experience: 10+ Years
Reporting To: Head of Sales
Direct Reportees: 4–6
Indirect Reportees: 5–6
We are looking for an experienced Head of E-Commerce to lead e-commerce sales strategy, drive revenue and market share growth, manage channel profitability, and strengthen key account relationships. The role involves strategic planning, business development, team leadership, and end-to-end management of e-commerce and D2C operations.
1. Business Development & Strategy
Develop and execute e-commerce sales strategies, including D2C operations where required.
Lead annual budgeting, revenue forecasting, target setting and cost management.
Analyse market trends, consumer behaviour and competitor activities to identify growth opportunities.
Develop go-to-market and distribution strategies to improve market penetration and profitability.
Collaborate with marketing teams on brand visibility, promotional campaigns and category growth initiatives.
Build strategic relationships with e-commerce partners, vendors and channel stakeholders.
2. Sales & Channel Management
Manage overall e-commerce channel operations and ensure achievement of sales targets.
Lead key account management and Joint Business Plans (JBPs) with e-commerce partners.
Drive product launches, assortment planning, pricing strategies and promotional execution.
Monitor sales performance, market share, customer trends and channel effectiveness.
Develop sales incentive plans and implement performance improvement initiatives.
Identify new business models and technologies to strengthen channel growth.
3. P&L and Financial Management
Manage the overall e-commerce channel P&L, including revenue, margins and profitability.
Optimise promotional spending, trade investments and marketing budgets.
Monitor financial performance against business plans and budgets.
Identify opportunities for cost optimisation and sustainable revenue growth.
Coordinate with finance and other stakeholders to improve commercial performance.
4. Stakeholder Management
Collaborate with sales, marketing, finance, supply chain, HR and legal teams.
Build strong relationships with key accounts, purchase teams, distributors and channel partners.
Present business performance, sales forecasts and market insights to senior management.
Ensure timely resolution of customer complaints and escalations.
Maintain effective coordination across internal teams and external business partners.
5. Team Leadership
Lead, mentor and develop direct and indirect reportees.
Establish performance objectives and conduct regular performance reviews.
Identify training requirements and strengthen team capabilities.
Develop high-potential employees and support succession planning.
Promote collaboration, accountability, ethical practices and process compliance.
Minimum 10 years of overall professional experience, including at least 6–7 years in FMCG sales.
Strong experience in e-commerce sales, channel management, key account management and business development.
Proven ability to develop sales strategies and deliver revenue and market share growth.
Experience in P&L management, budgeting, forecasting, margin optimisation and promotional spending.
Strong understanding of distribution strategy, customer relationship management and commercial negotiations.
Experience in managing teams and collaborating with cross-functional stakeholders.
Knowledge of category management and consumer/personal care products is preferred.
Strong analytical, strategic thinking, decision-making and problem-solving skills.
Excellent communication, negotiation and leadership abilities.
Bachelor's degree in Business, Marketing or a related field.
MBA in Sales and Marketing from a reputed business school is preferred.
Strategic Orientation
Achievement Orientation
Sales Planning & Execution
Financial Acumen and P&L Management
Customer Orientation
Team Management and Leadership
Effective Communication
Stakeholder Collaboration
Problem-Solving and Decision-Making
Integrity and Process Compliance
The ideal candidate will be a strategic and commercially driven sales leader with strong FMCG experience, proven e-commerce business management capabilities and a track record of delivering profitable growth. The candidate should be capable of managing key accounts, leading teams and driving cross-functional execution.
Interested candidates may share their updated CV along with current CTC, expected CTC and notice period.