Growth Manager

Position:  Growth Manager

Function: Growth / D2C / Marketing (Retention+ CRM+ P&L)

Industry Preference: D2C, FMCG, Nutrition, Wellness, Beauty, Personal Care, Lifestyle

Location: Mumbai

Experience: 7–10 years

Reporting To: Director

Role Overview

We are looking for a commercially driven Growth & Retention leader who can own the complete D2C growth charter with a strong focus on revenue, profitability, customer acquisition, retention, repeat purchases and P&L management.

The role will be responsible for building and scaling the D2C business by combining performance marketing, CRM, lifecycle marketing, customer segmentation, loyalty, CRO, analytics and commercial decision-making.

The ideal candidate should have experience working with a consumer-facing brand, preferably within D2C, FMCG, nutrition, wellness, beauty, personal care or lifestyle, and should be comfortable operating at the intersection of growth, marketing, technology, analytics and business P&L.

1. D2C Growth & P&L Ownership

·       Own the overall D2C revenue and P&L, including revenue growth, gross margins, contribution margins, CAC, LTV and profitability.

·       Develop and execute annual and quarterly D2C growth strategy aligned with business objectives.

·       Identify opportunities to improve revenue, profitability, customer value and channel efficiency.

·       Own monthly growth targets and develop actionable plans to achieve them.

·       Monitor Revenue, AOV, CAC, LTV, ROAS, repeat rate, retention and contribution margin.

·       Drive data-led decisions on marketing investments, product mix, promotions and customer segments.

2. Customer Acquisition & Performance Marketing

·       Lead performance marketing across Meta, Google and other relevant acquisition channels.

·       Scale acquisition while maintaining a healthy CAC-to-LTV ratio.

·       Work with performance marketing teams/agencies to optimise campaign performance.

·       Develop strategies for customer acquisition and efficient media spends.

·       Diversify acquisition through organic, partnerships, SEO/AEO/GEO, referral and other growth channels.

·       Establish clear attribution and measurement frameworks.

3. Retention & CRM

·       Own the complete customer retention and lifecycle marketing charter.

·       Increase repeat purchases, customer frequency, retention and LTV.

·       Develop lifecycle journeys for new, repeat, dormant, high-value and churn-risk customers.

·       Drive CRM through Email, WhatsApp, SMS, push and other relevant channels.

·       Build journeys covering onboarding, first-to-second purchase, replenishment, cross-sell/upsell, win-back, loyalty and VIP customers.

·       Use RFM, cohort and behavioural segmentation to personalise communication.

·       Track cohort-level retention and identify opportunities to improve LTV.

4. Loyalty & Monetisation

·       Build and scale loyalty, rewards, referral and membership programs.

·       Increase customer frequency and basket size.

·       Develop monetisation strategies that improve customer value without negatively impacting contribution margins.

·       Analyse loyalty adoption, repeat behaviour and profitability.

5. Growth Analytics & Optimisation

·       Establish a growth dashboard covering the customer funnel.

·       Analyse cohorts, acquisition sources, retention curves and LTV.

·       Conduct A/B testing and CRO across website, landing pages, product pages, checkout and customer journeys.

·       Identify funnel drop-offs and work with Product/Tech to improve conversion.

·       Build forecasting models for revenue, acquisition, retention and marketing spends.

·       Translate data into business recommendations for leadership.

6. Cross-Functional Leadership

·       Work closely with Brand, Product, Creative, Technology, Analytics, Supply Chain, Finance and Operations.

·       Align growth initiatives with inventory, launches, pricing and promotional calendars.

·       Partner with Finance to track P&L, contribution margins and marketing ROI.

·       Work with Product and Tech to improve D2C customer experience and conversion.

·       Lead internal teams and external agencies/vendors across growth, CRM, performance and partnerships.

7. Organic & Emerging Growth Channels

·       Explore emerging acquisition channels beyond traditional paid media.

·       Develop SEO, AEO and GEO strategies to increase organic discovery and reduce dependence on paid acquisition.

·       Track traffic, conversion and revenue from organic and emerging search surfaces.

·       Identify new digital platforms, partnerships and consumer touchpoints contributing to D2C growth.

Key KPIs

·       D2C Revenue Growth

·       P&L / Contribution Margin

·       Customer Acquisition Cost (CAC)

·       Customer Lifetime Value (LTV)

·       LTV:CAC

·       Repeat Purchase Rate

·       Customer Retention

·       Revenue from Existing Customers

·       New Customer Acquisition

·       AOV

·       Purchase Frequency

·       ROAS / Marketing Efficiency

·       CRM Revenue Contribution

·       Conversion Rate

·       Cohort Retention

·       Loyalty Program Adoption & Revenue

·       Organic Revenue Contribution

Candidate Profile

·       7–10 years of experience in Growth, D2C, CRM, Retention, Performance Marketing or related consumer businesses.

·       Owned or significantly contributed to a D2C P&L.

·       Hands-on experience in customer retention and lifecycle marketing.

·       Experience managing performance marketing budgets and understanding CAC and ROAS optimisation.

·       Strong understanding of LTV, cohorts, RFM, retention and customer segmentation.

·       Experience building CRM automation and lifecycle journeys.

·       Strong commercial mindset and understanding of growth, revenue and profitability.

·       Comfortable working with data and making decisions based on analytics.

·       Experience managing cross-functional teams and external agencies.

·       Able to operate in a fast-paced, entrepreneurial environment with high ownership.

Preferred Industry Background

D2C | FMCG | Nutrition | Health & Wellness | Beauty | Personal Care | Food & Beverage | Lifestyle | Consumer Internet | E-commerce

Experience with a high-frequency or repeat-purchase consumer category would be an added advantage.

Preferred Tools / Platforms

Shopify | CleverTap | MoEngage | WhatsApp Business API | Meta Ads | Google Ads | GA4 | Unicommerce | Marketing Automation & CRM Platforms

What Success Looks Like

The person in this role will be expected to build a profitable and scalable D2C growth engine, where acquisition and retention work together—driving new customer growth while continuously increasing repeat revenue, LTV and contribution margins.

This role is not a pure Performance Marketing or CRM role; it requires someone who can connect Growth + Retention + Analytics + Commercial/P&L ownership into one business charter.

Interested candidate can share their CV at [HIDDEN TEXT]