Head - Online Sales - Beauty & Personal Care

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.