D2C E-Commerce Head

D2C E-Commerce Head

Location: Gurugram, Haryana
Employment Type: Full-Time
Experience: 8–12 Years
Salary: ₹20,00,000 – ₹22,00,000 per annum
Department: D2C / E-Commerce

About the Role

We are looking for an experienced and commercially driven D2C E-Commerce Head to lead and scale our direct-to-consumer business.

The role will own the D2C business strategy, online revenue, profitability, customer acquisition, performance marketing, Shopify operations, conversion optimization, CRM, merchandising, and overall e-commerce growth.

The ideal candidate should have strong hands-on experience in building and scaling D2C businesses, managing revenue and P&L, optimizing marketing investments, and working across digital marketing, e-commerce operations, product merchandising, technology, supply chain, and customer experience.

Experience in fashion, footwear, lifestyle, beauty, consumer products, or other high-growth D2C brands will be highly relevant.

Key ResponsibilitiesD2C Business Strategy & P&L

• Develop and execute the overall D2C growth strategy aligned with business objectives.
• Own D2C revenue, profitability, growth, and customer acquisition targets.
• Manage D2C P&L and identify opportunities to improve contribution margins.
• Build annual, quarterly, and monthly e-commerce business plans.
• Identify new growth opportunities across products, channels, campaigns, and customer segments.
• Monitor market trends, customer behavior, competitors, and industry developments.

Shopify & E-Commerce Management

• Own the end-to-end performance of the D2C website, preferably Shopify.
• Manage product listings, collections, pricing, promotions, landing pages, and online merchandising.
• Improve website conversion rate, AOV, customer journey, and overall UX.
• Work with technology and design teams to improve website functionality and performance.
• Optimize mobile experience, website speed, payment processes, and checkout journey.

Performance Marketing

• Lead customer acquisition through Meta Ads, Google Ads, YouTube, and other relevant digital channels.
• Develop and optimize acquisition, retargeting, remarketing, and retention campaigns.
• Own and optimize ROAS, CAC, CTR, CPC, CVR, AOV, LTV, and contribution margin.
• Manage performance marketing agencies and external partners where applicable.
• Develop data-driven marketing budget allocation and channel strategies.
• Continuously evaluate campaign performance and implement corrective actions.

Revenue Growth & CRO

• Drive online revenue through merchandising, promotions, offers, bundles, campaigns, and product launches.
• Analyze the complete e-commerce funnel and identify conversion opportunities.
• Lead Conversion Rate Optimization (CRO) initiatives.
• Conduct A/B testing and optimize landing pages, product pages, cart, and checkout.
• Develop strategies to increase repeat purchases and customer lifetime value.
• Plan and execute festive campaigns, sales events, seasonal campaigns, and new product drops.

Analytics & Business Intelligence

• Monitor daily, weekly, and monthly D2C performance.
• Build and monitor dashboards covering:
• Revenue
• Orders
• Website traffic
• Conversion rate
• CAC
• ROAS
• AOV
• Retention
• LTV
• Profitability
• Use Google Analytics / GA4 and other analytics tools to identify business opportunities.
• Translate customer and business data into actionable growth initiatives.
• Present performance reports, forecasts, and growth plans to senior management.

Product Merchandising & Inventory

• Work with product and merchandising teams to optimize online assortment.
• Identify best-selling, slow-moving, and high-potential products.
• Develop online merchandising strategies for new product launches.
• Coordinate inventory planning with supply chain and warehouse teams.
• Monitor stock availability and reduce stock-outs, cancellations, and inventory-related revenue leakage.
• Ensure effective product visibility and placement across the online storefront.

CRM, Retention & Customer Experience

• Develop CRM strategies for customer retention, repeat purchases, and reactivation.
• Drive email, WhatsApp, SMS, and other customer engagement initiatives.
• Improve repeat purchase rate and customer lifetime value.
• Work with customer service and operations teams to reduce returns, cancellations, complaints, and delivery issues.
• Analyze customer cohorts and buying behavior to improve retention.

SEO & Organic Growth

• Develop and execute SEO strategies to increase organic traffic and revenue.
• Optimize product pages, collections, content, metadata, and website structure.
• Work with content and marketing teams to improve organic visibility.
• Track organic traffic, rankings, and revenue contribution.

Operations & Stakeholder Management

• Coordinate with Marketing, Creative, Product, Finance, Supply Chain, Warehouse, Logistics, Technology, and Customer Service teams.
• Ensure smooth order processing, fulfillment, delivery, returns, and refunds.
• Work with logistics partners and payment gateway providers to improve operational efficiency.
• Ensure D2C processes remain scalable as the business grows.

Team & Agency Management

• Build, manage, and mentor the D2C / E-Commerce team.
• Define KRAs, targets, and performance metrics.
• Manage external agencies, technology partners, freelancers, and vendors.
• Ensure timely execution of campaigns and growth initiatives.

Must-Have Skills

• D2C Business Strategy
• Shopify
• Performance Marketing
• Google Analytics / GA4
• Revenue & P&L Management
• Marketing Budget Management
• SEO
• CRM
• ROAS
• Product Merchandising
• Inventory & Order Management
• Cross-Functional Stakeholder Management
• Conversion Rate Optimization (CRO)

Nice to Have

• Product Launches
• Retargeting & Remarketing
• Website UX Optimization
• Experience with fashion, footwear, lifestyle, beauty, or consumer brands

Required Qualifications & Experience

• Bachelor's degree in Marketing, Business Administration, E-Commerce, or a related field; MBA is a plus.
• 8–12 years of relevant experience in D2C / E-Commerce.
• Proven experience managing and scaling a D2C business.
• Strong hands-on experience with Shopify or a similar e-commerce platform.
• Strong understanding of Meta Ads, Google Ads, GA4, CRM, SEO, CRO, and digital marketing.
• Experience managing revenue targets, P&L, and marketing budgets.
• Strong understanding of e-commerce metrics and customer acquisition economics.
• Strong analytical and commercial orientation.
• Excellent communication, leadership, and stakeholder-management skills.
• Strong Excel / Google Sheets and data-analysis skills.

Key Performance Indicators

The role will be measured against:

• D2C Revenue Growth
• D2C Profitability / Contribution Margin
• Website Conversion Rate
• Customer Acquisition Cost (CAC)
• Return on Ad Spend (ROAS)
• Average Order Value (AOV)
• Customer Lifetime Value (LTV)
• Repeat Purchase Rate
• New Customer Acquisition
• Website Traffic & Engagement
• Cart Abandonment Rate
• Return & Cancellation Rate
• Inventory Availability

Interview Process

Candidates can expect the following selection stages:

• Recruiter Screening
• Video Interview
• Face-to-Face Interview – Gurugram
• Hiring Manager Interview
• Panel Interview

Benefits

• Provident Fund (EPF)
• Full-time employment
• Opportunity to lead and scale a growing D2C business
• Cross-functional leadership exposure

Pay: ₹2,000,000.00 - ₹2,200,000.00 per year

Benefits:

• Health insurance
• Paid sick time
• Provident Fund

Work Location: In person