Manager – Revenue (Kolkata)

We are building a high-performance Revenue & Marketing pod — a geography-focused business unit that owns end-to-end top-line and bottom-line delivery for an assigned state or cluster. The pod operates like an autonomous business unit: defining local strategy, executing marketing and growth plans, running platform operations, and generating the consumer insights that drive every commercial decision.

This is not a support function. Every person in this pod owns outcomes — revenue, margin, platform health, or market intelligence. If you are commercially driven, data-fluent, and thrive in a fast-moving execution environment, this team is built for you.

What You Will Do

• Revenue & P&L
• Own and deliver revenue and gross margin targets for an assigned geography or function within the pod
• Track P&L on a weekly and monthly basis — identify gaps early and course-correct with data
• Drive revenue growth through a mix of new user acquisition, base reactivation, and improved margin per transaction
• Identify and unlock new revenue opportunities — brand partnerships, channel monetisation, and promotional levers
• Marketing, Growth & Campaigns
• Plan and execute user acquisition campaigns to drive installs and first-order conversions at efficient CAC
• Own reactivation marketing for lapsed and install-not-transacted user cohorts
• Design and run CRM, push notification, and in-app messaging campaigns to improve repeat purchase frequency
• Execute on-app promotions, deal constructs, offer panels, and sale events — end-to-end, accurately and on time
• Build and manage hyperlocal BTL activation plans tied to regional events, festivals, and seasonal demand peaks
• Promote high-margin SKUs and categories to improve the overall GM profile of the geography
• Market Intelligence & Consumer Insights
• Build and maintain a revenue intelligence framework covering consumer spending patterns, competitive pricing, and category growth
• Lead quantitative research: cohort analysis, pricing elasticity studies, and transactional data mining
• Conduct qualitative research: consumer focus groups, in-depth interviews, and retailer feedback sessions
• Produce competitive intelligence reports — share of wallet, competitor activity, and whitespace opportunities
• Generate data-backed demand signals for new SKUs and assortment decisions
• Platform Health & Fulfilment
• Own platform revenue health KPIs: availability rate, catalogue fill, listing quality, order completion, and RTO
• Identify and plug revenue leakage — stock-outs during campaign periods, broken listings, and fulfilment failures
• Coordinate with Supply Chain and Inventory teams to ensure stock availability ahead of activations
• Escalate platform issues — broken listings, payment failures, checkout drop-offs — with revenue-impact quantification
• Own fulfilment SLAs; work with logistics partners to reduce TAT, RTO, and delivery failures
• Analytics & Reporting
• Maintain a real-time revenue dashboard and weekly health scorecard accessible to the entire pod
• Run weekly sales trend and insights analysis to identify performance gaps and activation opportunities
• Report on key metrics: installs, CAC, reactivation rate, traffic, GM impact, and channel revenue contribution
• Translate complex data into clear, commercially actionable narratives for business decisions

Must Have

• Engineering degree from a Tier 1/2 institution [IIT (Bombay/ Delhi/ Madras/ Kanpur/ Kharagpur/ Roorkee/ Guwahati/ Hyderabad/ Indore/ Gandhinagar/ Bhubaneswar/ Ropar), BITS Pilani (Pilani/ Goa/ Hyderabad), NIT (Trichy/ Warangal/ Surathkal/ Calicut/ Rourkela), DTU, VIT, NSIT, IIIT (Hyderabad/ Bangalore)]
• 2–6 years of experience in one or more of: revenue management, performance marketing, trade sales, consumer insights, e-commerce operations, or P&L-owning commercial roles
• Strong commercial acumen — ability to connect marketing and operational actions directly to revenue and margin outcomes
• Data fluency: comfortable with Excel, SQL, BI tools (Tableau, Looker, or equivalent), and building dashboards or revenue models
• Experience working cross-functionally across Brand, Supply Chain, Product, and Marketing teams
• Proven track record of execution in a fast-paced, high-accountability environment

• Prior experience in a geography or zonal business role in e-commerce, Q-commerce, FMCG, or consumer tech
• Exposure to CRM platforms, push notification tools, or on-app promotion management dashboards
• Experience with qualitative research methodologies: FGDs, in-depth interviews, ethnographic observation
• Knowledge of trade economics: margins, sell-through rates, distributor ROI, and channel profitability
• Basic knowledge of Python or R for data processing and analysis
• Proficiency in regional language(s) of the assigned state — advantage for primary research and on-ground activation

• Competitive compensation — reviewed based on role level, experience, and fitment
• Direct ownership of business outcomes from Day 1 — revenue, margin, or market intelligence
• Mentorship from senior P&L leaders and a clear pathway to leadership roles
• High-velocity, commercially focused culture built on ownership, experimentation, and speed
• Work at the intersection of marketing, technology, and commerce — in a category with significant growth headroom