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 current 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.
- Robust understanding of Meta Ads, Google Ads, GA4, CRM, SEO, CRO, and digital marketing.
- Experience managing revenue targets, P&L;, and marketing budgets.
- Robust 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
- Prospect 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

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