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
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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
- Adaptable schedule
- Food provided
- Paid sick time
- Paid time off
- Provident Fund
Work Location: In person
📌 C E-Commerce Head (Gurugram)
🏢 YMHR
📍 Gurugram