Head - D2C Business - IIM/ISB/XLRI/MDI

Job Description

Head of D2C Business

Key Responsibilities

- Own the end-to-end P&L for the geography, delivering sustainable growth across Revenue, EBITDA,Gross Margin, CAC, LTV and Cash Flow while consistently exceeding business targets.

- Define and execute the long-term growth strategy across D2C, Marketplaces, Retail, Modern Trade, Strategic Partnerships and emerging commerce channels to maximize market share and profitability.

- Build a high-performing, AI-enabled business by embedding data, automation and intelligent decision making across Marketing, Sales, Operations, Supply Chain, Customer Experience and Commercial functions.

- Lead annual operating plans, financial forecasts and business reviews using predictive analytics and scenario planning to proactively identify growth opportunities and business risks.

- Drive profitable customer acquisition by orchestrating integrated growth initiatives across Performance Marketing, Influencer Commerce, CRM, Content, PR, Social Commerce and Brand Marketing while maximizing ROAS and contribution margins.

- Leverage AI-driven consumer insights, predictive analytics and experimentation frameworks to optimize acquisition, retention, pricing, merchandising and customer lifetime value.

- Own demand forecasting, inventory planning and supply chain optimization to ensure best-in-class product availability, healthy inventory turns and minimal stock-outs while improving working capital efficiency.

- Define product-market fit by identifying local consumer needs, prioritizing hero SKUs, launching new products and optimizing portfolio profitability through continuous data-backed evaluation.

- Partner with Product Development and R&D teams to localize formulations, packaging and product innovations based on regional consumer behaviour, regulatory requirements and emerging market trends.

- Build a culture of rapid experimentation by continuously testing marketing creatives, customer journeys, pricing strategies, product bundles, merchandising, promotions and conversion funnels.

- Develop AI-assisted operating models that improve productivity, automate repetitive workflows and accelerate decision-making across business functions.

- Establish real-time business intelligence dashboards that provide visibility into revenue, profitability, customer cohorts, marketplace performance, inventory health, operational KPIs and commercial effectiveness.

- Drive customer obsession by leveraging Voice of Customer (VOC), behavioral analytics, AI-powered insights and customer feedback loops to continuously improve customer experience and product offerings.

- Build strategic partnerships with marketplaces, retail chains, wellness ecosystems, healthcare professionals, distributors, payment partners, logistics providers and other ecosystem partners to accelerate business growth.

- Lead commercial negotiations with logistics providers, manufacturers, agencies and strategic vendors to improve service levels, reduce costs and enhance operational scalability.

- Ensure full compliance with local regulations, taxation, import/export requirements, product claims, advertising standards, data privacy and governance frameworks across all business operations.

- Champion responsible adoption of AI by ensuring ethical usage, governance, data privacy, human oversight and compliance with evolving global AI regulations.

- Benchmark competition across pricing, assortment, innovation, customer experience, digital maturity, AI adoption and market share to identify strategic opportunities and competitive advantages.

- Build, mentor and inspire high-performing cross-functional leadership teams while fostering a culture of ownership, innovation, agility, collaboration and continuous learning.

- Present strategic business reviews to Global Leadership with actionable recommendations, key risks, investment priorities and long-term growth opportunities.

- Build resilient business continuity strategies across supply chain, technology, advertising platforms, marketplace operations and critical business infrastructure.

- Act as the brand ambassador for the geography, ensuring consistent execution of the company's purpose, values and customer-centric culture while driving world-class business performance.

Qualifications

- MBA from Tier 1 Business Schools such as IIM Ahmedabad, IIM Bangalore, IIM Calcutta, ISB, XLRI, MDI or equivalent global institutions.

- 7-14 years of progressive leadership experience in FMCG, Consumer Goods, Retail, D2C, Beauty, Wellness or E-commerce businesses with significant P&L ownership.

- Demonstrated success in scaling businesses across multiple channels including D2C, Marketplaces and Omnichannel ecosystems.

- Strong commercial acumen with proven expertise in growth strategy, business development, financial planning, pricing, profitability and customer lifecycle management.

- Deep understanding of digital commerce, performance marketing, CRM, customer analytics, merchandising and modern consumer growth models.

- Proven ability to leverage AI, Generative AI and advanced analytics to improve business performance, customer experience, operational efficiency and decision-making.

- Experience leading digital transformation, business automation and technology-enabled operating models.

- Exceptional analytical and problem-solving skills with the ability to translate complex data into strategic business decisions.

- Excellent stakeholder management and executive communication skills with experience working with founders, CXOs and global leadership teams.

- Strong people leadership experience with the ability to attract, develop and retain high-performing teams.

- High ownership mindset with the ability to operate effectively in fast-paced, high-growth and entrepreneurial environments.

- Demonstrated learning agility, innovation mindset and curiosity to continuously adopt emerging technologies that create sustainable competitive advantage.