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E-Commerce Manager

--Mumbai, India--

About the Role

We are looking for a commercially driven and results-oriented E-Commerce Manager to manage and grow our complete online commerce business across online courses, STEM/DIY and robotics kits, educational products, learning resources, subscriptions and other digital products and services.

The E-Commerce Manager will own the complete online customer journey — from product listing and traffic generation to discovery, conversion, payment, fulfilment, delivery, customer experience, repeat purchase and referral — with a strong focus on building a scalable and profitable online revenue channel.

Key Responsibilities

1. E-Commerce Strategy & Revenue Growth

Develop and execute the overall e-commerce strategy to grow the company's online revenue.
Develop category-wise growth strategies for STEM/DIY and robotics kits, science products, coding products, online courses, bundles, subscriptions and learning resources.
Identify new online revenue opportunities and develop growth plans for different product categories.
Set and monitor monthly, quarterly and annual online revenue targets.
Work closely with Marketing, Product, Technology, Warehouse, Finance, Customer Support and Operations teams to achieve revenue and profitability targets.

2. Website & Product Catalogue Management

Manage the e-commerce website/store and ensure product listings, categories, descriptions, images, videos, pricing, discounts and bundles are accurate and up to date.
Ensure product pages clearly communicate product features, educational value, specifications, age classification, learning outcomes, manuals, FAQs and warranty information.
Continuously improve website navigation, search, landing pages, checkout and payment experience.
Ensure accurate inventory visibility and product availability across the online storefront.

3. Online Courses & Marketplace Management

Manage the commercial journey of online courses, including pricing, bundles, discounts, coupons, subscriptions, trials, upselling and renewals.
Work with Academic and Product teams to improve course packaging and monetization.
Manage product listings and performance across relevant marketplaces such as Amazon, Flipkart and education/STEM marketplaces.
Optimize marketplace listings, pricing, promotions, advertising, reviews, ratings and seller performance.

4. Conversion Rate Optimization

Continuously improve website conversion, add-to-cart rate, checkout completion and average order value.
Conduct A/B testing across product pages, headlines, images, pricing, offers, CTAs, bundles, checkout and landing pages.
Work closely with the CMO and Digital Marketing team to convert marketing traffic into actual online transactions.
Optimize cart-abandonment and retargeting opportunities.

5. Promotions, CRM & Customer Retention

Develop and execute an annual promotional calendar covering product launches, seasonal campaigns, festivals, back-to-school campaigns, STEM campaigns, flash sales, bundles and subscription offers.
Implement cart and browse abandonment campaigns, reorder campaigns, cross-selling, upselling and product recommendations.
Develop customer journeys that encourage customers to move from introductory products to advanced kits, courses and subscriptions.
Use CRM and customer data to increase repeat purchases and customer lifetime value.

6. Analytics, Pricing & Commercial Optimization

Own the e-commerce dashboard and regularly report revenue, customer, conversion and marketing performance to senior management.
Analyze revenue by product, category, channel and geography.
Work with Marketing, Product and Finance teams on pricing, discounts, bundles and subscription strategies.
Ensure promotional activities generate profitable revenue while protecting margins.

7. Inventory, Fulfilment & Order Management

Coordinate with Warehouse, Supply Chain and Operations teams to monitor inventory and product availability.
Align marketing campaigns with stock availability to avoid overselling.
Monitor the complete order lifecycle from payment and confirmation through picking, packing, dispatch, delivery and returns.
Identify and reduce order delays, cancellations, failed deliveries, damaged products and refund delays.

8. Customer Experience & Online Reputation

Monitor online customer experience, complaints, returns, refunds, payment issues and delivery concerns.
Work with internal teams to identify and resolve recurring customer issues at their root cause.
Develop initiatives to increase product/course reviews, ratings, testimonials and user-generated content.
Monitor competitor pricing, offers, bundles, reviews and marketplace rankings to identify opportunities.

9. SEO, Affiliate & Influencer Commerce

Work with SEO and Content teams to improve product and category SEO, buying guides, comparison content and educational content.
Develop revenue-focused partnerships with STEM creators, education influencers, teachers, parent communities and affiliate partners.
Establish measurable affiliate and influencer programs with appropriate tracking and commission structures.
Coordinate with Technology to ensure accurate data flow across the Website → Payment → CRM → ERP → Inventory → Shipping → Customer ecosystem.

10. Team & Vendor Management

Build and manage the e-commerce team across catalogue management, marketplaces, CRM, content, performance marketing and analytics.
Manage relationships with e-commerce platforms, marketplaces, payment gateways, logistics partners and technology vendors.
Monitor vendor performance, commercial terms and service-level agreements.
Develop product ecosystems and cross-selling opportunities such as basic kit → advanced kit → robotics kit → course → certification.
Develop B2C strategies focused on students, parents and, where applicable, schools and teachers.

Key Success Metrics

The role will be measured through:

Online revenue and revenue growth
E-commerce conversion rate
Add-to-cart and checkout conversion
Average Order Value (AOV)
Customer Acquisition Cost (CAC)
Customer Lifetime Value (LTV)
Repeat purchase rate
ROAS
Gross margin
Return and cancellation rate
Order fulfilment time
Delivery success rate
Marketplace ratings and reviews

The role's defined KPI framework includes a target of ≥2.5% website conversion, ≥30% repeat purchase rate, ≥4x ROAS, ≤5% return/cancellation rate and ≥97% delivery success rate, subject to the organization's approved targets.

What We're Looking For

Proven experience in e-commerce, digital commerce or online retail management.
Strong understanding of e-commerce operations, website merchandising, product catalogue management and online sales.
Demonstrated experience in conversion rate optimization, online revenue growth and customer retention.
Strong understanding of digital marketing, CRM, SEO, marketplaces and online promotions.
Experience managing product pricing, discounts, bundles and promotional campaigns.
Strong analytical and commercial mindset with the ability to make decisions based on data.
Experience working with payment gateways, fulfilment/logistics partners and e-commerce technology platforms.
Ability to work cross-functionally with Marketing, Product, Technology, Finance, Warehouse and Operations.
Strong vendor and team-management skills.
Experience with educational products, STEM products, online courses or learning platforms would be an advantage.

Key Skills

Why Join Us?

This is an opportunity to take ownership of the online revenue engine of an innovative education and STEM organization, working across physical STEM products, robotics kits, online courses, learning resources and subscription-based offerings.

You will have the opportunity to build and scale the entire digital commerce ecosystem — from product discovery and conversion to fulfilment, customer experience and repeat purchase.

Reporting & Leadership Scope

The E-Commerce Manager will report to the Chief Marketing Officer / Business Head and may lead e-commerce executives, catalogue and marketplace managers, CRM and content specialists, performance marketing resources, analytics and e-commerce operations roles.