Chief Revenue Officer (CRO)

Role: Chief Revenue Officer (CRO) Location: Gurugram, India Experience: 10-15+ years in Revenue, Sales & Business Leadership About Fairdeal.Market Fairdeal.Market is India’s largest B2B quick commerce platform, redefining how retailers,andbrands , manufacturers connect and trade. In just one year, we’ve built the backbone of India’s next-generation supply chain fast, data-driven, and deeply local. We are looking for a Chief Revenue Officer (CRO) to build and lead the end-to-end revenue engine acquisition, activation, retention, category performance, and revenue operations while protecting margins and service excellence. Role Overview The CRO will be the architect of predictable growth. You will design the GTM engine, create scalable field execution systems, drive revenue discipline, and ensure Fairdeal.Market becomes the default supply partner for retailers across markets. You will work closely with the Founder and leadership team to align revenue growth with operational capability and unit economics. Key Responsibilities 1. Revenue Strategy & Predictable Growth • Define and execute a 12-24 month revenue roadmap aligned with business expansion goals. • Deliver consistent month-on-month GMV and revenue growth with strong forecasting accuracy. • Establish clear revenue guardrails balancing growth, margins, and service levels. • Own revenue targets across acquisition, repeat, category growth, monetization streams, and collections (if applicable). • Lead structured Revenue Growth Management (RGM) including pricing architecture, discount optimization, trade spends, and contribution margin expansion. • Drive multi-revenue stream ownership including core commerce revenue and ads/monetization (online + offline). 2. Drive Activation, Retention & Revenue Expansion • Improve activation metrics time-to-first-order, first-order conversion, early repeat rate. • Strengthen retention loops reorder triggers, loyalty levers, and assortment reliability. • Increase order frequency, AOV, and items per order through structured interventions. • Reduce churn through cohort tracking and targeted engagement strategies. • Work closely with category teams to deeply understand retailer profiles and buying behavior, and design tailored funnels to improve category penetration and lifetime value. 3. Own Category Revenue Performance & Margin Expansion • Partner with category teams to define top SKUs, pricing strategy, and margin optimization. • Build and scale new categories (including building supplies or adjacent high-frequency trade categories) with structured assortment expansion plans. • Monitor SKU velocity, mix, and contribution margin growth. • Drive supplier negotiations on terms, margins, schemes, exclusivity, and monetization partnerships. • Lead margin expansion initiatives at category level to strengthen overall company margin profile. • Align category strategy with retailer demand, working capital discipline, and revenue mix optimization. 4. Align Supply Chain for Scalable Growth • Partner with operations and supply chain teams to maintain strong fill rate and in-stock levels on revenue-driving SKUs. • Provide structured demand planning inputs from field insights and cohort data. • Define “growth guardrails” to avoid SLA breakdowns during expansion. • Balance growth velocity with service reliability, cost efficiency, and margin protection. 5. Revenue Operations & Performance Cadence • Own forecasting, target setting, and performance dashboards across all revenue streams. • Institutionalize Weekly Business Reviews (WBR) with leading indicators and action tracking. • Design incentive structures aligned with acquisition quality, repeat behavior, margin expansion, monetization, and collections. • Build disciplined reporting culture with strong pipeline hygiene and data-driven decision making. Metrics You Will Own • Net Revenue Growth • Order Frequency, AOV, and Items per Order • Contribution Margin / Gross Margin • Fill Rate on Revenue-Driving SKUs (shared with Ops/Category) • Build margin and new revenue streams • Own revenue funnels • Ensure Negative working capital • Ability to drive seller engagement Ideal Profile • 10-15+ years of experience across sales leadership, category performance, and revenue operations. • Strong background in B2B distribution, FMCG sales leadership, Quick Commerce, or marketplace ecosystems. • Proven track record scaling revenue teams from early stage to multi-city operations. • Deep understanding of field sales productivity and beat-level economics. • Strong analytical mindset with cohort-based revenue thinking. • Experience balancing growth with margin and service levels. • Strong negotiation skills across suppliers, schemes, and pricing trade-offs. • Entrepreneurial, high-ownership leader comfortable operating in hypergrowth environments. • Build, lead, and scale a high-performance category team with clear ownership across assortment, pricing, supplier partnerships, and margin delivery. Why Join Us • Lead revenue transformation in one of India’s fastest-scaling B2B quick commerce platforms. • Work directly with the Founder and leadership team to shape the company’s growth trajectory. • Create a high-impact organization that serves thousands of retailers daily. • Build systems from scratch not inherit legacy complexity. Department: Category Experience: 10+ years