Head of D2C Business

Job Description

Head of Geography (D2C)

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.

• 8–15 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.