Job_Description":"

Retention Marketing Lead

Lifecycle and CRM

Reports to: VP Marketing

Location: Delhi NCR (in office)

Team: you will shape and lead the retention function

Experience: 5+ years

Compensation: Competitive, commensurate with experience

About Dentalkart

Dentalkart is Indias leading online dental marketplace. We supply the dentists, clinics, and labs that run the countrys oral healthcare, from single-chair practices to multi-clinic groups, alongside a quick-growing base of everyday consumers. Waldent, our own brand, sits inside the catalog. Because dental practices reorder on a predictable cycle, the right merchandising, retention, and category decisions compound month after month. We are building a new, owner-led marketing structure, and this is one of five leadership seats in it.

Why this role exists

Dental practices reorder on a cycle, which makes retention the economic engine of this business, not acquisition. You own the second purchase, the tenth purchase, and everything that keeps a customer buying. This seat exists because lifetime value is where the margin lives, and it has been under-owned until now.

What you own

- Customer lifetime value and the LTV-to-CAC ratio

- Repeat purchase rate and retention across cohorts

- The full customer journey and the lifecycle communication behind it: onboarding, replenishment, reactivation, win-back

- Nudges that recover customers dropping at any funnel stage, in-app and across channels

What you will do

- Build lifecycle journeys in MoEngage across email (Kasplo), WhatsApp and RCS (Onextel), SMS (Gupshup), and push, mapped to where each customer sits in their buying cycle

- Segment customers (RFM, category, practice type, B2B versus consumer) and run targeted retention and replenishment programmes





- Locate the funnel drop-off points and deploy nudges that recover them, measured by recovered revenue

- Build and own a reactivation and win-back engine for lapsed buyers

- Stand up the retention metric stack (cohort retention, repeat rate, lifetime value, LTV-to-CAC) so the whole org reads the same numbers

- Partner with Merchandising on in-session nudges and with Category on replenishment and offer logic

How you will be measured

- Repeat purchase rate and cohort retention curves

- Lifetime value and LTV-to-CAC

- Recovered revenue from funnel-drop nudges and win-back

- Lifecycle channel performance measured to revenue, not opens alone

What good looks like in your first 6 to 12 months

- By month 6, a measurable and defensible lift in repeat purchase rate, or in revenue recovered from funnel drop-offs and win-back, against the baseline you set early

- The core lifecycle journeys (onboarding, replenishment, win-back) live, attributed, and contributing revenue the business can see and plan against

- Lifetime value and LTV-to-CAC visible at cohort level and moving in the right direction, with a retention metric stack the rest of the org trusts enough to plan against

Must-haves

- MBA or PGDM from a Tier-1 institute (IIM, ISB, XLRI, FMS, MDI, SPJIMR, IIFT or equivalent)

- 7+ years in retention, CRM, or lifecycle marketing for an e-commerce, subscription, or platform business





- Hands-on experience with a CRM or engagement platform (MoEngage, CleverTap, WebEngage, Braze or similar) and multi-channel orchestration

- Strong command of cohort analysis, segmentation, lifetime value, and retention economics

- Evidence of moving repeat rate, retention, or lifetime value, shown with numbers

Preferred

- Experience in a reorder or replenishment-driven category

- B2B and consumer lifecycle experience in the same role

- Comfort designing loyalty programmes

This role is for you if

You believe the second order matters more than the first, and you can turn a CRM platform into a revenue engine rather than a newsletter scheduler. It is not for you if you treat retention as campaign-blasting rather than journey design tied to lifetime value.

Requirements

Requirement
- MBA or PGDM from a Tier-1 institute (IIM, ISB, XLRI, FMS, MDI, SPJIMR, IIFT or equivalent)

- 7+ years in retention, CRM, or lifecycle marketing for an e-commerce, subscription, or platform business

- Hands-on experience with a CRM or engagement platform (MoEngage, CleverTap, WebEngage, Braze or similar) and multi-channel orchestration

- Strong command of cohort analysis, segmentation, lifetime value, and retention economics

- Evidence of moving repeat rate, retention, or lifetime value, shown with numbers

Preferred

- Experience in a reorder or replenishment-driven category

- B2B and consumer lifecycle experience in the same role

- Comfort designing loyalty programs

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Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.

📌 Retention Marketing Lead (New Delhi)
🏢 Dentalkart
📍 New Delhi