About the Role
The Manager – Marketplace & Quick Commerce will be responsible for managing and growing VIVA's business across third-party e-commerce and quick-commerce platforms such as Talabat, Deliveroo, Instashop, Careem, and other relevant marketplaces. The role will own the commercial performance of these channels, including sales, profitability, assortment, pricing, promotions, availability, account management and operational execution. The incumbent will work closely with marketplace partners as well as internal Category, Supply Chain, Store Operations, Pricing, Marketing, Finance and Analytics teams to drive sustainable growth while protecting margins and delivering a strong customer experience. The role requires a strong understanding of quick-commerce economics, marketplace P&L, online grocery retail, partner negotiations and data-driven commercial decision-making.
Responsibilities
Marketplace & Quick-Commerce Strategy
- Develop and execute VIVA's growth strategy across third-party marketplaces and quick-commerce platforms.
- Build annual and quarterly business plans for each platform covering:
- Revenue
- Growth
- Gross Margin
- Net Margin
- Assortment
- Availability
- Marketing Investment
- Promotional Participation
- Identify opportunities to expand VIVA's presence across new platforms, geographies and business models.
- Define clear platform-wise roles, assortment strategies and customer propositions.
- Develop channel strategies that drive incremental business without unnecessary margin dilution.
Platform P&L Ownership
- Own and manage the P&L for assigned marketplace and quick-commerce channels.
- Track and optimize:
- Gross Sales
- Net Sales
- Gross Margin
- Commission
- Promotional Funding
- Marketing Spend
- Logistics / Fulfilment Charges
- Cancellation Costs
- Penalties
- Net Contribution
- Identify margin leakage and implement corrective actions.
- Evaluate the profitability of promotions, campaigns and commercial agreements.
- Ensure growth initiatives deliver sustainable contribution rather than topline growth alone.
Account Management & Partner Relationships
- Act as the primary commercial contact for key platforms such as Talabat, Deliveroo, Instashop and Careem.
- Build strong relationships with senior commercial, category and account-management teams within partner organizations.
- Conduct regular weekly, monthly and quarterly business reviews.
- Develop Joint Business Plans with strategic partners.
- Negotiate:
- Commercial commissions
- Visibility packages
- Marketing support
- Promotional funding
- Campaign participation
- Delivery propositions
- Exclusivity opportunities
- Ensure all commercial agreements are aligned with VIVA's business objectives and profitability thresholds.
Revenue & Growth Management
- Deliver platform-wise sales and growth targets.
- Build weekly and monthly revenue forecasts and identify gaps versus target.
- Develop corrective action plans where performance is below expectation.
- Identify growth opportunities through:
- Assortment expansion
- Increased availability
- Platform visibility
- Better pricing
- Search optimization
- Promotional participation
- Customer acquisition
- Repeat purchase
- Build platform-specific plans based on customer behaviour and demand patterns.
Assortment Management
- Define the optimal assortment for each marketplace based on customer demand, platform characteristics, profitability and operational capability.
- Regularly analyse SKU performance and identify:
- Best sellers
- High-margin products
- Low-performing SKUs
- Assortment gaps
- New listing opportunities
- Develop differentiated assortments for quick-commerce versus scheduled delivery platforms.
- Identify opportunities for bulk packs, bundles and high-basket-value propositions.
- Ensure new SKUs and strategic categories are onboarded quickly across platforms.
Pricing & Competitiveness
- Monitor marketplace pricing and ensure VIVA remains competitive while protecting margins.
- Develop channel-specific pricing guardrails in collaboration with Category and Pricing teams.
- Conduct regular price benchmarking against key grocery and quick-commerce competitors.
- Identify price gaps impacting traffic, conversion or customer perception.
- Ensure accurate and timely implementation of price changes across platforms.
- Prevent unnecessary discounting and margin erosion.
Promotions & Commercial Calendar
- Develop platform-specific promotional calendars aligned with VIVA's overall trading calendar.
- Negotiate co-funded promotions and marketing support from marketplace partners.
- Participate selectively in platform mega-events, payday campaigns and seasonal events based on ROI.
- Evaluate promotional effectiveness using:
- Incremental Revenue
- Incremental Margin
- Customer Acquisition
- Conversion
Experience
- Bachelor's degree in Business Administration, Marketing, Retail, E-commerce or a related discipline.
- 5–8 years of experience in E-commerce, Marketplace Management, Quick Commerce, Key Account Management or Commercial roles.
- Minimum 2–3 years of direct experience managing online marketplaces or quick-commerce Platforms preferred.
- Experience within Grocery, FMCG, Retail or Food Delivery will be highly advantageous.
- Strong understanding of marketplace commercial models including commission, marketing investments, promotions and fulfilment economics.
- Proven experience managing commercial relationships with external partners.
- Strong proficiency in Excel and PowerPoint.
- Experience with Power BI, Tableau or other analytics platforms is advantageous.
