Growth Head: D2C & Omnichannel
Location: Mumbai
Experience: 6-10 years
About the Role
We are looking for a Growth Head to own end-to-end growth for a D2C brand that sells through its website, marketplace and its own retail stores. You will own revenue, customer acquisition and retention across online and offline channels, and build a growth engine that connects the two. This is a hands-on leadership role for someone who is equally comfortable reading a CAC dashboard and walking a store floor.
Key Responsibilities:
1. Growth Strategy and P&L
- Own the annual growth plan, revenue targets, marketing budget and channel mix
- Own the growth P&L, including CAC, ROAS, contribution margin and LTV: CAC
- Decide where the next rupee goes across paid, CRM, organic, influencer and store-led channels
2. Performance Marketing and Acquisition
- Lead paid acquisition across Meta, Google and emerging channels
- Build and manage the agency ecosystem; hold partners accountable to efficiency and scale
- Drive creative testing, funnel optimization and conversion improvements
3. Omnichannel and Store Growth
- Build the online-to-offline playbook: store locator, appointment booking, click-and-collect, local ads and hyperlocal campaigns
- Support new store launches with catchment-led marketing and track walk-ins, conversion and store-level CAC
- Work with Retail Ops to align offers, inventory visibility and customer experience across channels
- Create a unified view of the customer across web, app, store and marketplaces
4. CRM, Retention and Loyalty
- Own lifecycle marketing across WhatsApp, email, SMS and app
- Build loyalty, referral and repeat-purchase programmes
- Improve repeat rate, LTV and cohort retention through segmentation and personalization
5. Brand-Led and Organic Growth
- Oversee influencer, content, SEO and community-led growth
- Partner with the Brand team so performance and brand-building reinforce each other
6. Analytics and Experimentation
- Set up dashboards, attribution models and a weekly growth review rhythm
- Run structured experiments across the funnel and scale what works
- Work with Tech and Data on tracking, CDP and martech stack decisions
7. Team Leadership
- Hire, coach and develop a high-performing growth team
- Set clear OKRs and build a culture of ownership, speed and data-driven decisions
- Partner with Product, Tech, Retail, Merchandising, Finance and Brand leadership
Must-Have Requirements
- 6-10 years of experience in growth, performance or digital marketing, with at least 3-4 years leading a team
- Proven experience in a D2C brand with an omnichannel model (website plus owned retail stores)
- Has owned end-to-end growth (acquisition, conversion, retention and revenue), not just a single channel
- Strong command of CAC, ROAS, LTV, cohort analysis and funnel metrics
- Hands-on experience with Meta Ads, Google Ads, CRM tools and analytics platforms
- Experience managing agencies and a P&L or marketing budget of meaningful scale
- Strong leadership, stakeholder management and communication skills
Good to Have
- Experience with store launches, hyperlocal marketing or offline-to-online attribution
- Background in a premium, lifestyle, home, fashion or beauty category
- Exposure to marketplaces, quick commerce or international growth
- Experience scaling a brand from early stage to multi-city presence
- MBA or a degree in marketing or business (preferred, not mandatory)
Key Success Metrics
- Revenue growth across online and offline channels
- CAC, blended ROAS and contribution margin
- Repeat purchase rate, retention and LTV
- Store walk-in and conversion improvement
- Team strength and speed of execution
