D2C E-Commerce Head

Job Title: D2C E-Commerce Head

Department: E-Commerce / D2C

Location: Gurugram

Experience: 8–12 Years

Employment Type: Full-Time

Budget : 24- 30LPA

About the Role

We are looking for an experienced and result-oriented D2C E-Commerce Head to lead and

scale our direct-to-consumer (D2C) business. The ideal candidate will be responsible for driving

online revenue, improving customer acquisition and retention, optimizing the e-commerce

funnel, and building a profitable and scalable D2C business.

The candidate should have strong hands-on experience in Shopify, performance marketing,

marketplace/e-commerce operations, analytics, conversion optimization, and P&L

management, preferably within the footwear, fashion, lifestyle, or consumer brands industry.

Key Responsibilities

1. D2C Business Strategy

● Develop and execute the overall D2C e-commerce growth strategy aligned with business

objectives.

● Own D2C revenue, profitability, growth, and customer acquisition targets.

● Identify new growth opportunities across products, channels, campaigns, and customer

segments.

● Build and execute annual, quarterly, and monthly e-commerce business plans.

● Monitor market trends, customer behavior, competitor activity, and industry

developments.

2. E-Commerce Website Management

● Own the end-to-end performance of the company's D2C website, preferably Shopify.

● Improve website conversion rate, average order value (AOV), customer journey, and

overall user experience.

● Manage product listings, collections, merchandising, pricing, promotions, landing pages,

and website content.

● Work closely with technology and design teams to improve website functionality and

performance.

● Ensure website speed, mobile experience, payment processes, and checkout journey

are optimized.

3. Performance Marketing & Customer Acquisition

● Lead performance marketing initiatives across Meta, Google, YouTube, and other

relevant digital platforms.

● Develop strategies for customer acquisition, retargeting, remarketing, and customer

retention.

● Own and optimize key metrics such as ROAS, CAC, CTR, CPC, CVR, AOV, LTV, and

contribution margin.

● Work with internal teams and external agencies to improve campaign performance.

● Develop a data-driven approach to marketing budgets and channel allocation.

4. Revenue & Conversion Growth

● Drive online sales through effective merchandising, promotions, offers, bundles, and

campaigns.

● Analyze the complete e-commerce funnel and identify opportunities to improve

conversion.

● Conduct A/B testing and implement CRO initiatives.

● Develop strategies to increase repeat purchases and customer lifetime value.

● Plan and execute major campaigns around festive seasons, launches, sales events, and

new product drops.

5. Analytics & Business Intelligence

● Track and analyze daily, weekly, and monthly D2C performance.

● Build and monitor dashboards covering revenue, orders, traffic, conversion, CAC,

ROAS, AOV, retention, and profitability.

● Use data and customer insights to make business decisions.

● Identify gaps in performance and implement corrective action plans.

● Present business performance and growth plans to senior management.

6. Product & Merchandising

● Work closely with the product and merchandising teams to optimize the online product

assortment.

● Identify best-selling, slow-moving, and high-potential products.

● Develop product launch and online merchandising strategies.

● Ensure effective inventory planning in coordination with supply chain and warehouse

teams.

● Reduce stock-outs, cancellations, and inventory-related revenue leakage.

7. Customer Experience & Retention

● Improve the overall customer experience across the D2C journey.

● Work with customer service and operations teams to reduce returns, cancellations,

complaints, and delivery issues.

● Develop CRM strategies for customer retention, repeat purchases, and reactivation.

● Drive email, WhatsApp, SMS, and other CRM initiatives where applicable.

● Track customer retention, repeat purchase rate, and customer lifetime value.

8. Operations & Cross-Functional Coordination

● Coordinate with marketing, creative, product, finance, warehouse, logistics, technology,

and customer service teams.

● Ensure smooth order processing, fulfillment, delivery, returns, and refunds.

● Work with logistics partners and payment gateways to improve operational efficiency.

● Ensure D2C processes are scalable as the business grows.

9. Team & Agency Management

● Build, manage, and mentor the D2C/e-commerce team.

● Set clear KRAs and performance targets for team members.

● Manage external agencies, technology partners, freelancers, and other vendors.

● Ensure timely execution of campaigns and business initiatives.

Key Performance Indicators (KPIs)

● D2C Revenue Growth

● Gross Margin / 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

● Overall D2C Profitability

Required Skills & Qualifications

● Bachelor's degree in Marketing, Business Administration, E-Commerce, or a related

field; MBA preferred.

● 8–12 years of relevant experience in D2C / E-commerce.

● Strong experience managing a Shopify or similar D2C platform.

● Strong understanding of Meta Ads, Google Ads, Google Analytics/GA4, CRM, SEO,

CRO, and digital marketing.

● Strong commercial and analytical understanding of D2C business models.

● Experience managing revenue targets and marketing budgets.

● Strong understanding of e-commerce metrics and customer acquisition economics.

● Excellent communication, leadership, negotiation, and stakeholder-management skills.

● Strong Excel/Google Sheets and data-analysis skills.

Pay: ₹2,400,000.00 - ₹3,000,000.00 per year

Benefits:

• Cell phone reimbursement
• Commuter assistance
• Flexible schedule
• Food provided
• Paid sick time
• Paid time off
• Provident Fund

Work Location: In person