Head of B2C

Role Overview

The Head of B2C is the most senior executive of FutureSkill's B2C Business Unit, reporting directly to the CEO. This role owns the growth of the BU in terms of revenue, profitability, and team culture, overseeing 3 functional teams: Sale & Marketing, Customer Experience, Course & Class

Reports to: CEO

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Key Responsibilities

1. Business Performance & Growth

• Drive the FutureSkill B2C BU to hit revenue, profit, and market share targets on a quarterly and annual basis
• Define both short-term (quarterly) and long-term (1–3 year) growth strategy for B2C
• Make resource allocation decisions across sub-teams (marketing budget, sales capacity, product investment) to maximize ROI
• Identify and execute new growth levers — new channels, new product lines, new customer segments

2. Financial Management

• Own the full BU P&L, including cashflow management and margin optimization
• Read and act on BU financial statements (Revenue, COGS, Gross Margin, OPEX, Contribution Margin, EBITDA)
• Set monthly forecasts, track variance, and drive corrective action when off-target
• Partner with central Finance to ensure financial discipline and healthy unit economics

3. Team Leadership & People Management

• Manage 3-5 direct-report Directors/Managers — coach, set goals, review performance, develop talent
• Build a high-performance culture — set clear KPIs/OKRs, run performance reviews, manage underperformance professionally
• Own hiring plans and onboarding for Manager-level and above
• Build career paths and succession plans across the BU

4. Cross-Functional Collaboration

• Partner with CEO of B2B, Partnership, and CTO to align on company-wide strategy
• Work with the B2C Product Manager to translate customer feedback into product roadmap
• Collaborate with Tech to improve the platform and internal tools used by B2C teams

5. Customer & Market Insight

• Own the Voice of Customer for B2C — develop deep understanding of customer personas and journeys that informs business decisions
• Track competitive landscape and trends in EdTech / online learning
• Drive B2C product, pricing, and positioning strategy

6. Operational Excellence

• Establish operating rhythms for the BU — Weekly Reviews, Monthly Business Reviews, Quarterly Planning
• Build dashboards and metrics that give the team and CEO real-time visibility into BU health
• Optimize cross-team workflows (Marketing → Sales → CX) to be smooth and scalable

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Qualifications

Experience (Must-have)

• 5+ years in Marketing, Growth, or General Management of B2C products (EdTech, subscription, D2C, e-commerce, or consumer tech experience strongly preferred)
• 5+ years in management roles managing other managers (teams of 15+ people, or multiple team leads)
• Prior ownership of a BU or product line P&L with annual revenue in the 8–9 figure range
• Track record of scaling a business 2x–5x during tenure

Business & Financial Skills (Must-have)

• Strong command of financial statements (P&L, Balance Sheet, Cashflow) at a decision-making level
• Proven ability to manage BU-level budgets and forecasts
• Understanding of B2C unit economics — CAC, LTV, payback period, contribution margin, churn
• Comfortable with scenario planning and financial modeling

Marketing & Sales Skills (Must-have)

• Full-funnel marketing fluency — Awareness → Acquisition → Conversion → Retention
• Experience running both performance marketing (paid ads, performance channels) and brand marketing
• Understanding of sales operations — funnel mechanics, conversion rates, sales productivity, commission structures
• Familiar with customer experience and retention metrics

Leadership Skills (Must-have)

• Demonstrated track record of building high-performance teams, with clear frameworks for coaching, reviewing, and developing people
• Skilled at managing conflict, difficult conversations, and performance issues professionally
• Strong communicator with both executive peers and frontline teams
• Able to make decisions under ambiguity and tight deadlines

Nice-to-have

• Experience in EdTech, online learning, or course-based businesses
• Experience scaling an organization from startup to growth stage
• Digital product, tech, or data analytics fluency sufficient to collaborate effectively with engineering
• Network in the influencer / creator / education ecosystem
• Business-level English proficiency