Pinky Bhattacharya
Summary
Marketplace and e-commerce business leader with 8+ years at Amazon driving
large-scale category growth, seller ecosystem development, and operational
transformation. Currently responsible for marketplace businesses generating
₹6,000+ Crores in annual revenue across an ecosystem of 5,000+ sellers. Proven
record of building scalable mechanisms, leading large organizations, and driving
cross-functional strategy across category management, seller programs, and
marketplace operations. Known for combining strategic thinking with strong
operational execution to scale complex marketplace businesses.
Overview
9
9
years of professional experience
2
2
Certifications
Work History
Marketplace Lead, Kitchen Category
Amazon
07.2025 - Current
- Owned end-to-end P&L for Amazon’s largest Home & Kitchen marketplace (Kitchen GL) (~₹60600 Cr business), defining 1–3 year category strategy across selection, pricing, supply chain, and customer experience to drive sustainable topline and margin expansion.
- Delivered accelerated topline growth (+34% YoY) by scaling core and emerging segments, with a sharp focus on premiumization and ASP uplift (+24.5%) through incubation of strategic whitespace categories (e.g., coffee machines, premium small appliances), improving category mix and long-term value.
- Built and scaled a differentiated selection moat (+35% YoY expansion) by onboarding and incubating high-potential brands, driving exclusive launches, and ensuring competitive parity/superiority vs. offline and key online competitors.
- Led pricing and monetization strategy, implementing data-driven pricing frameworks, optimizing promotions and elasticity-based interventions to enhance price competitiveness while expanding contribution margins.
- Drove bottomline transformation through operational excellence, increasing high-margin fulfillment channel penetration, optimizing inventory placement and turns, and achieving cost efficiencies.
- Built and led high-performing teams, institutionalizing mechanisms across selection, NPS, and supply chain, while influencing cross-functional organizations to deliver category-wide impact.
Business Leader – CORE, Paid AM & Amazon Launchpad
Amazon
08.2023 - 06.2025
- Led incubation of premium D2C brands through Amazon Launchpad, partnering with founders on product-market fit, portfolio architecture, and premium assortment creation, enabling ASP expansion and building a pipeline of brands with private label–like economics.
- Drove brand scaling playbooks across CORE and paid cohorts, influencing product development, sourcing decisions, and cost engineering for improved gross margins, while accelerating speed-to-market and expanding catalog.
- Built and operationalized margin stack levers (pricing architecture, promo efficiency, supply chain design, fulfillment mix) to enable sustainable contribution margin expansion while maintaining price competitiveness.
- Created structured brand segmentation and investment model, identifying high-potential brands early and deploying differentiated support (marketing, content, supply chain) to scale them into category-leading, high-ROIC businesses.
- Built Amazon SAS (Strategic Account Services) in India from ground up, mirroring the US model secured VP/Finance approvals to invest in premium brand-building capabilities (selection, marketing, inbound), creating a scalable platform to incubate and grow high-margin brands (+678 bps profitability).
Senior Category Manager, Grocery
Amazon
12.2020 - 06.2023
- Owned end-to-end category P&L for Grocery marketplace, driving growth through structured selection expansion, pricing interventions, and supply-side strengthening across core and emerging segments.
- Incubated and scaled new high-impact segments, including launch of Staples via regionalization , partnering with global (US DEX, Speed) teams to localize sourcing and supply chains unlocking deeper assortment and improving price competitiveness in essential categories.
- Developed premium and import-led assortment, launching Amazon’s first Import Store through strategic partnerships with global trade bodies, strengthening cross-border sourcing and enabling higher-margin selection.
- Identified whitespace opportunities through customer insights, launching Coffee Pods category in India with Nielsen, creating a new premium consumption segment and driving ASP expansion.
Business Development Manager, Global Sales
Amazon
09.2017 - 11.2020
- Pioneered cross-border category expansion, becoming the first BDM to launch and scale Ethnic Apparel on US/EU marketplaces, including partnering with US product teams to introduce size chart localization in US UI for the first time, significantly improving customer experience and conversion—recognized with Top Achiever awards across multiple events.
- Identified and built Bangladesh → US sourcing corridor for Western Apparel, authoring comprehensive business case (BRD) that secured Amazon leadership approvals for category expansion.
- Collaborated with Bangladesh PMO and regulatory bodies to drive policy changes facilitating e-commerce exports, establishing scalable supply pipeline for global marketplaces.
Skills
- Category development
- Customer-driven innovation
- Brand lifecycle management
- Margin-focused P&L
- Ecosystem development
- Influence at scale
- Team leadership
Flagship Leadership Impact
- Scaled a ₹60000 Cr business with full P&L ownership, delivering >30% topline growth and +425 bps margin expansion through structured interventions across selection, pricing, and supply chain.
- Built and scaled 0→1 businesses/programs (e.g., SAS, Launchpad, new categories), securing leadership approvals and creating high-margin growth engines contributing >670 bps profitability.
- Unlocked premiumization and ASP expansion (>20%) by incubating whitespace categories (e.g., coffee machines, pods) and building differentiated, high-value assortment.
- Engineered margin stack improvements via pricing architecture, promo optimization, and supply chain redesign (FC/Seller Flex mix to 17%), reducing cost-to-serve by −321bps.
- Established global sourcing and ecosystem partnerships, enabling new supply corridors (e.g., imports, cross-border).
- Influenced VP/Director-level stakeholders across geographies, aligning product, finance, and operations to deliver complex, cross-functional initiatives with category-wide impact at scale.
STL - IN Marketplace business
- Deals (Marketplace-wide ownership):Spearheaded marketplace-wide Deals charter by architecting a data-science-led pricing and promotion strategy integrating elasticity models, competitive benchmarks, and demand signals; delivered +550bps uplift in conversion while improving deal efficiency and traffic quality at scale.
- NEP (Net Effective Price charter):Conceptualized and scaled the Net Effective Price (NEP) framework in partnership with Product, leveraging AI-driven pricing intelligence ( Quicksuite, Claude)and a chat-based agent to enable large-scale adoption; drove +12% reduction in customer drop-offs, +185bps improvement in conversion, and improvement by 1080bps in NEP score QoQ, while institutionalizing proactive price correction mechanisms across the marketplace.
Accomplishments
3 times - Amazon Day 1 Award
Certification
Amazon Pinnacle - Women leadership development program
Timeline
Marketplace Lead, Kitchen Category
Amazon
07.2025 - Current
Business Leader – CORE, Paid AM & Amazon Launchpad
Amazon
08.2023 - 06.2025
Senior Category Manager, Grocery
Amazon
12.2020 - 06.2023
Business Development Manager, Global Sales
Amazon
09.2017 - 11.2020