Head - D2C (Direct-to-Consumer)

Department: E-commerce / Growth

Location: Pune (Narhe)

Experience: 812 Years (D2C/FMCG/Beauty & Personal Care preferred)

About the Role:

We are looking for a dynamic and growth-oriented Head D2C to lead and scale our Direct-to-Consumer business. This role will own the end-to-end D2C P&L, drive revenue growth, optimize customer acquisition and retention, enhance website performance, and deliver a best-in-class customer experience. The ideal candidate has proven expertise in scaling D2C brands, driving digital growth, and building high-performing teams.

Key Responsibilities :

D2C Business Strategy

• Develop and execute the overall D2C growth strategy aligned with business objectives.
• Own the complete D2C P&L, including revenue, profitability, and operational efficiency.
• Build long-term growth plans to scale the brand across owned digital channels.
• Identify new growth opportunities, customer segments, and product categories.

Website & Conversion Optimization

• Own the performance of the D2C website (Shopify or equivalent platform).
• Improve website conversion rate (CVR), Average Order Value (AOV), and customer lifetime value (LTV).
• Optimize the customer journey, checkout process, and user experience.
• Work with Product, UI/UX, and Technology teams to implement website improvements.

Customer Acquisition & Growth

• Collaborate with the Performance Marketing team to drive profitable customer acquisition. •
• Monitor CAC, ROAS, MER, LTV, and customer retention metrics.
• Develop strategies to increase repeat purchases and subscription programs.
• Scale revenue through campaigns, offers, and new customer acquisition initiatives.

CRM & Customer Retention

• Lead CRM strategy across Email, SMS, WhatsApp, and Loyalty Programs.
• Improve customer retention, repeat purchase rate, and customer engagement.
• Develop life cycle marketing campaigns and personalized communication strategies.

Merchandising & Product Strategy

• Plan product launches, bundles, offers, and promotional calendars.
• Work closely with Brand and NPD teams on product assortment and pricing strategies.
• Optimize product merchandising based on customer behavior and sales trends.

Analytics & Business Intelligence

• Monitor business performance using dashboards and analytics tools.
• Analyze traffic, conversions, revenue, customer cohorts, and retention metrics.
• Present weekly and monthly business reviews with actionable recommendations.

Cross-functional Leadership

• Collaborate with Brand, Performance Marketing, Supply Chain, Customer Support, Finance, Technology, and Product teams.
• Lead and mentor the D2C team to achieve business goals.
• Drive a culture of data-driven decision-making and continuous improvement.

Key Skills :

• Strong expertise in D2C business management.
• Deep understanding of Shopify and D2C technology ecosystems.
• Experience with Performance Marketing, CRM, and Growth strategies.
• Strong analytical and commercial acumen.
• Expertise in P&L management and business planning.
• Advanced Excel, GA4, Looker Studio, and analytics tools.
• Excellent leadership and stakeholder management skills.

Qualifications:

• Bachelor's degree in Business, Marketing, Commerce, Engineering, or a related field.
• MBA is preferred.

Preferred Experience:

• 812 years of experience in D2C, E-commerce, Growth, or Digital Business.
• Prior experience in FMCG, Beauty & Personal Care, Consumer Goods, or Retail.
• Proven success in scaling D2C brands with significant revenue growth.
• Hands-on experience with Shopify, CRM platforms, and analytics tools.