Role Overview
The Growth Head – D2C will be responsible for driving customer acquisition, retention, and revenue growth across all digital channels. This role owns the end-to-end growth strategy, combining performance marketing, CRM, product-led growth, conversion rate optimization, and analytics to scale the brand profitably.
The ideal candidate has deep experience in scaling high-growth D2C brands and a strong understanding of consumer behavior, digital marketing, and data-driven decision-making.
Key Responsibilities
Growth Strategy & Revenue Ownership
- Develop and execute the overall growth strategy to achieve aggressive revenue and customer acquisition targets.
- Own key business metrics including GMV, revenue, CAC, ROAS, LTV, retention, and contribution margin.
- Identify and prioritize growth opportunities across acquisition, activation, retention, and referral.
- Build annual and quarterly growth roadmaps aligned with business objectives.
Customer Acquisition
- Lead performance marketing across platforms such as Google Ads, Meta Ads, YouTube, and affiliate networks.
- Optimize media mix to maximize ROI and scale efficiently.
- Launch experiments to improve conversion rates and reduce acquisition costs.
- Manage partnerships with agencies and external vendors.
Retention & CRM
- Drive lifecycle marketing through email, SMS, push notifications, and loyalty programs.
- Build segmentation and automation journeys using tools like Klaviyo, MoEngage, or WebEngage.
- Increase repeat purchase rates and customer lifetime value.
- Design referral and rewards programs.
Conversion Rate Optimization (CRO)
- Optimize landing pages, checkout flows, and product pages to improve conversion.
- Conduct A/B testing on creatives, offers, and user journeys.
- Collaborate with design and product teams to enhance customer experience.
Analytics & Insights
- Monitor dashboards and KPIs using Google Analytics, Looker, and Microsoft Excel.
- Perform cohort analysis, attribution analysis, and funnel diagnostics.
- Present actionable insights and growth recommendations to leadership.
Team Leadership
- Build and lead teams across performance marketing, CRM, and analytics.
- Set clear goals, review performance, and mentor team members.
- Foster a culture of experimentation and accountability.
Cross-Functional Collaboration
- Partner with Product, Technology, Supply Chain, and Customer Experience teams.
- Align inventory, pricing, promotions, and merchandising with growth initiatives.
- Support market launches and new category expansions.
Qualifications
- Bachelor's degree in Marketing, Business, Engineering, or related field; MBA preferred.
- 8–15 years of experience in growth, performance marketing, or digital marketing.
- At least 3–5 years in leadership roles within D2C or e-commerce businesses.
- Proven track record of scaling online revenue from 50 Cr+ to 200 Cr+ (or equivalent).
- Strong analytical and financial acumen.
- Experience with marketing automation and attribution tools.
