Head – P&L - Dark Store Network

Job Summary

Seeking a dynamic business leader to take full ownership of the profit and loss (P&L), profitability, growth, and commercial performance of its pan-India dark store and last-mile fulfilment business. This role demands end-to-end accountability for revenue enablement, cost structures, capital efficiency, and network expansion. The successful candidate will lead the scaling of a commercially sustainable network of hundreds of dark stores across India, driving profitable growth while ensuring exceptional customer experience and service delivery.

Responsibilities

1. Business P&L Ownership & Profitability

• Own the comprehensive P&L performance of the dark store and last-mile fulfilment business nationwide, ensuring profitability, contribution margins, and control of operating costs.
• Drive business outcomes through revenue growth, cost optimization, productivity enhancements, and disciplined capital allocation.
• Establish and refine store-level unit economics, including contribution margin, cost per order, fixed-cost absorption, and operating leverage.
• Lead annual business planning, budgeting, forecasting, and financial performance reviews across the network.
• Identify and implement opportunities to enhance profitability via network optimization, commercial negotiations, and operational efficiencies.
• Collaborate with the CEO, Finance, and Business teams to set profitability targets, growth priorities, and long-term strategic direction.

2. Business Growth & Network Expansion

• Lead the nationwide expansion strategy encompassing new city launches, dark store network growth, and increased market penetration.
• Assess new markets based on revenue potential, demand density, investment needs, profitability, and expected returns.
• Develop and own business cases for new store investments, including capital requirements, break-even timelines, payback periods, and return on invested capital.
• Drive growth in existing stores by enhancing throughput, capacity utilization, order density, and catchment productivity.
• Build a scalable business model capable of supporting hundreds of stores across metropolitan and emerging markets.
• Partner with Growth, Category, Supply Chain, and Finance teams to align network capacity with commercial opportunities.

3. Commercial Strategy & Cost Management

• Own commercial performance across dark stores, delivery infrastructure, fleet partnerships, and third-party service providers.
• Lead strategic vendor negotiations, contract structuring, and commercial partnerships to improve business margins.
• Optimize overall cost structure, including manpower, real estate, warehousing, transportation, and last-mile delivery.
• Develop commercially efficient fleet models combining owned and third-party resources.

Qualifications

• Proven expertise in P&L ownership with a strong track record of driving profitability and growth.
• Demonstrated commercial acumen and strategic planning capabilities.
• Experience in scaling multi-city, high-volume businesses, preferably in logistics, fulfilment, or retail sectors.
• Strong financial acumen including budgeting, forecasting, and financial analysis.
• Ability to lead cross-functional teams and collaborate with senior leadership.
• Excellent negotiation and vendor management skills.
• Strong analytical and problem-solving skills.
• Educational qualifications typically expected: Bachelor's degree in Business Administration, Commerce, Logistics, Supply Chain Management, or related fields; advanced degrees (MBA or equivalent) preferred.

Experience

• Extensive experience in managing large-scale operations with end-to-end business ownership.
• Proven experience in network expansion, commercial strategy, and cost management.
• Experience working in pan-India or multi-city operational environments.
• Prior leadership roles reporting to C-suite executives such as COO or CEO.