Regional E-commerce Lead

Overview

• We are hiring for two clients, both in the consumer goods industry.
• Both have reached the same conclusion: eCommerce cannot sit as a side-channel under Trade Marketing, Retail, or “Other.” It needs operators who treat it as a business with its own economics, not a reporting line.
• **Role A**
• -You have built and owned an eCommerce P&L, not just run campaigns.
• You see digital as a business with its own operating model, not a support channel.
• You own the P&L across brand.com, D2C, and marketplaces.
• You read CAC, CLV, repeat rate, conversion, cohort performance, basket economics, and contribution margin, not just GMV.
• You know where supply chain, payments, UX, and last-mile are breaking growth and you fix them with data, not opinion.
• You separate acquisition and retention strategy and know when to stop buying low-quality traffic, even if it looks good on a dashboard.
• What you’ve done:
• Scaled an eCommerce business in FMCG or adjacent consumer categories from sub-scale to commercially credible.
• Built a scorecard where repeat, margin, and unit economics matter as much as topline.
• Operated in regional complexity – different markets, payment preferences, and logistics realities – and still kept a clean economic story.
• **Role B**
• This role is for an operator who understands that in FMCG, a lot of digital growth still flows
• through partners
• : distributors, online retailers, and aggregators.
• You own eCommerce performance across online retailers, marketplaces, and quick-commerce / aggregator platforms, working through distributors and trade partners.
• You build joint business plans for online: assortment, pricing, promo cadence, content, availability, and service levels per platform.
• You know the economics of Talabat / Instashop / Careem / Noon / Amazon and similar platforms: commissions, fees, funded promos, and what they mean for real contribution by country and city.
• You hold distributors and partners to clear KPIs: share of search, visibility, service levels, cancellations, substitutions, ratings, and profitability – not just “listed and live.”
• What you’ve done:
• Led eCommerce or digital performance via distributors and key accounts in the GCC.
• Turned aggregators and marketplaces into growth engines, not just listing windows.
• Challenged partners with data and reset how joint business is measured in online channels.