Head - D2C (Direct-to-Consumer)

Department: E-commerce / Growth
Location: Pune
Experience: 5 -10 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:
5-10 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.

Work arrangement
No