D2C & Growth Head

About the Company

This role at Back Good is not functional. It is full-stack ownership: You will own AOP planning, revenue, margins, and profitability. You will drive GTM, growth, and brand strategy. You will work cross-functionally with growth, supply, and finance teams to deliver outcomes. You are expected to operate like a CEO for the brand.

About the Role

This role at Back Good is not functional. It is full-stack ownership: You will own AOP planning, revenue, margins, and profitability You will drive GTM, growth, and brand strategy You will work cross-functionally with growth, supply, and finance teams to deliver outcomes You are expected to operate like a CEO for the brand.

Responsibilities

P&L Ownership & AOP Planning:

• Own the annual operating plan (AOP) for the brand
• Drive revenue, gross margins, and contribution margins (CM1, CM2)
• Build and manage monthly phasing (seasonality, spikes, events)
• Ensure clear path to P&L breakeven and profitability

Growth & Revenue Strategy:

• Define and execute GTM strategy across D2C (website)
• Marketplaces (Amazon, Flipkart, etc.)
• Quick-commerce (Blink it, Zepto, etc.) and offline clinics and experience centers
• Align with growth teams on: CAC, AOV, retention, and conversion levers
• Identify and execute spike opportunities (festive, sale events, launches)

Cross-functional Leadership Work:

• Work closely with Growth (performance marketing, CRM)
• Marketplace teams (events, scaling)
• Supply chain (inventory, availability)
• Finance (costs, margins, forecasting)
• Drive alignment and ensure execution against targets

Brand & Category Building:

• Own brand positioning and category strategy
• Identify consumer insights and translate into:
• Product direction
• Campaigns
• Pricing and assortment decisions

Execution & Operating Cadence:

• Set weekly and monthly targets
• Track performance vs plan and course-correct quickly
• Build operating rigor across Revenue tracking
• Cost management
• Inventory planning

What Success Looks Like

• Clear, executable AOP with realistic phasing
• Strong revenue growth with improving margins
• Achieving or exceeding P&L breakeven targets
• Tight cross-functional alignment and execution
• Scalable GTM playbook for the brand

Qualifications

• 5–10 years experience in D2C, e-commerce, or consumer brands

Required Skills

• Strong P&L ownership experience
• Deep understanding of:
• Growth metrics (CAC, LTV, AOV, retention)
• Marketplace + D2C dynamics
• Proven ability to scale revenue while improving unit economics
• Highly analytical, but equally strong in execution
• Comfortable operating in high-ownership, fast-moving environments