Head - Online Sales - Beauty & Personal Care D2C

Key Responsibilities:

Online Sales & Business Growth:

• Develop and execute the online sales strategy across the D2C website, marketplaces and quick commerce platforms.
• Own revenue targets, annual business plans, budgets and online channel profitability.
• Plan channel-wise growth, product launches, promotional campaigns and sales events.
• Work closely with the CEO to identify growth opportunities and translate business priorities into measurable results.

Performance Marketing & Customer Acquisition:

• Lead performance marketing across Meta, Google and other relevant digital channels.
• Own media planning, budget allocation, campaign optimisation and agency performance.
• Improve customer acquisition cost, return on ad spend and overall marketing efficiency.
• Partner with creative and content teams to develop and test campaigns, landing pages and product communication that improve conversion.

D2C Marketing & Website Conversion:

• Lead the D2C marketing calendar, including launches, offers, bundles and seasonal campaigns.
• Improve website conversion, average order value and the customer purchase journey.
• Oversee merchandising, product listings, pricing and promotional execution.
• Coordinate with technology teams to improve website performance, analytics and checkout experience.

Customer Retention & Lifecycle Marketing:

• Build retention programmes through CRM, email, WhatsApp and loyalty initiatives.
• Increase repeat purchases, purchase frequency and customer lifetime value.
• Use customer behaviour, purchase data and feedback to improve segmentation and communication.

Marketplace and Quick Commerce Growth:

• Lead marketplace and quick commerce strategy, including assortment, advertising, visibility and platform relationships.
• Build and grow the company's presence on quick commerce platforms, including listings, availability across dark stores and platform-specific promotions.
• Monitor channel profitability, platform charges, discounting and advertising efficiency across marketplaces and quick commerce.
• Coordinate with supply chain and operations teams to ensure stock availability and fast, timely fulfilment for both channels.

Team Leadership & Business Reporting:

• Build and lead the online sales, performance marketing, marketplace, quick commerce and CRM teams.
• Define clear targets and accountability for internal teams and agency partners.
• Present business performance, forecasts and corrective action plans to the CEO.
• Collaborate with Finance, Brand, Product, Supply Chain and Customer Service teams to deliver sustainable growth.

Candidate Requirements:

• 10 - 12 years of relevant experience in online sales, e-commerce, D2C growth or digital marketing, with leadership experience.
• Proven experience scaling a D2C brand, preferably in beauty, skincare, haircare or personal care.
• Candidates from Mamaearth, Plum or comparable D2C brands will be preferred.
• Hands-on experience with marketplaces and quick commerce platforms, such as Amazon, Flipkart, Blinkit, Zepto or Swiggy Instamart.
• Strong expertise in performance marketing, D2C marketing, website conversion, CRM and marketplace growth.
• Demonstrated ownership of revenue targets, significant marketing budgets and channel profitability.
• Strong understanding of CAC, ROAS, conversion rate, AOV, repeat purchase rate, LTV and contribution margin.
• Experience managing teams, agencies and cross-functional stakeholders.
• Strong analytical, commercial and decision-making skills.
• Bachelor's degree in Business, Marketing or a related discipline; an MBA is preferred.

Key Success Measures:

• Achievement of online revenue and profitability targets.
• Growth in D2C website, marketplace and quick commerce sales.
• Improvement in customer acquisition efficiency and marketing returns.
• Improvement in website conversion rate and average order value.
• Growth in repeat purchases and customer lifetime value.
• Growth in marketplace and quick commerce visibility, listings and share.
• Effective budget utilisation, inventory coordination and team performance.