D2C Lead

Key Responsibilities:

1. D2C Strategy & Business Growth

• Lead the overall D2C business strategy for the respective brand to drive sustainable revenue, profitability, and customer growth.
• Develop and execute annual and quarterly D2C growth plans aligned with business and brand objectives.
• Own key D2C business metrics including revenue, GMV, orders, conversion rate, AOV, CAC, ROAS, repeat rate, and contribution margins.
• Identify growth opportunities across customer acquisition, retention, conversion, product assortment, pricing, and promotions.
• Drive initiatives to improve website performance, customer experience, and overall D2C business profitability.
• Develop strategies to strengthen the D2C channel as a key consumer acquisition and engagement platform.

2. E-commerce & Website Management

• Lead end-to-end D2C operations across brand websites and digital commerce platforms.
• Drive website merchandising, product assortment, pricing, promotions, launches, and campaign execution.
• Monitor website traffic, conversion funnels, customer journeys, and sales performance to identify improvement opportunities.
• Collaborate with Product, Technology, UX/UI, Creative, and Content teams to enhance website experience and conversion.
• Ensure seamless execution of new product launches, promotional campaigns, festive events, and key business moments.
• Continuously identify opportunities to improve website discoverability, navigation, conversion, and customer experience.

3. Customer Acquisition, CRM & Performance

• Partner with Performance Marketing teams to drive efficient customer acquisition and optimize CAC, ROAS, and revenue contribution.
• Work closely with CRM teams to strengthen customer retention, repeat purchases, loyalty, and customer lifetime value.
• Leverage customer data and behavioural insights to develop targeted acquisition, engagement, and retention strategies.
• Analyze customer cohorts, funnel performance, product performance, and purchase behaviour to identify growth opportunities.
• Collaborate with Brand, Content, Social Media, Performance Marketing, and Affiliate teams to drive integrated D2C campaigns.
• Track market trends, competitor strategies, consumer behaviour, and emerging D2C opportunities.

4. Team Leadership, Analytics & Business Optimization

• Lead, mentor, and develop a high-performing D2C team with clear goals, ownership, and performance expectations.
• Build strong cross-functional collaboration across Marketing, Brand, Product, Technology, Supply Chain, Finance, CRM, Creative, and Analytics teams.
• Develop dashboards, business reviews, forecasts, and performance reports for senior leadership.
• Identify operational and commercial gaps and drive initiatives to improve D2C efficiency and profitability.
• Drive automation, technology adoption, personalization, and data-led decision-making across the D2C ecosystem.
• Manage D2C budgets, investments, and business plans with a strong focus on ROI and profitability.
• Establish scalable processes and best practices to support the growth of the D2C business.

Skills Required:

• 812 years of experience in D2C, E-commerce, Digital Commerce, Digital Marketing, Growth, or related roles.
• Proven experience in managing and scaling D2C businesses, preferably within FMCG, Beauty & Personal Care, Consumer, or E-commerce organizations.
• Strong understanding of D2C business models, website operations, customer acquisition, conversion optimization, CRM, and retention.
• Strong commercial understanding with experience managing revenue, profitability, CAC, ROAS, AOV, LTV, and other D2C metrics.
• Experience with e-commerce platforms, web analytics, CRM tools, performance marketing platforms, and BI dashboards.
• Strong understanding of digital marketing, customer journeys, website merchandising, product launches, promotions, and online consumer behaviour.
• Strong analytical and problem-solving skills with the ability to convert data into actionable business insights.
• Proven experience in leading and developing high-performing teams.
• Excellent stakeholder management, communication, negotiation, and presentation skills.
• Strong project management skills with the ability to manage multiple priorities in a fast-paced environment.
• Experience with analytics and technology tools such as Google Analytics, Shopify/Magento or similar platforms, CRM tools, Power BI/Tableau, and marketing analytics platforms will be an added advantage.
• Experience in AI, personalization, automation, and emerging D2C technologies will be an added advantage.
• Strong strategic, data-driven, customer-centric, and result-oriented approach with the ability to scale D2C growth and profitability.