Head Of D2C

1. Job Brief

The Head of D2C plays a pivotal role in shaping and executing the company’s direct-to-consumer strategy. This position is responsible for building a sustainable D2C ecosystem that integrates technology, brand experience, operations, and data analytics to drive long-term growth. The role demands a visionary leader who can reimagine the business model, enhance customer ownership, and deliver superior consumer experiences across all direct channels.

2. Roles and Responsibilities

D2C Strategy Development

• Define and lead the end-to-end D2C strategy aligned with the company’s growth objectives.

• Develop a roadmap for digital transformation in sales and customer engagement.

Ecosystem Development

• Design and manage the D2C ecosystem including website, mobile app, social commerce, loyalty programs, and other direct customer touchpoints.

• Ensure brand consistency and seamless customer experience across all channels.

• Oversee D2C operations including order management, fulfillment, payment, customer service, and returns.

Customer & Data Strategy

• Build a robust strategy for customer data acquisition, analysis, and activation to personalize the customer journey and maximize lifetime value (CLV).

• Collaborate with Data/BI teams to develop predictive models and customer segmentation frameworks.

Revenue Growth & Financial Efficiency

• Establish and monitor strategic KPIs such as CAC, LTV, retention rate, conversion rate, and operational cost efficiency.

• Propose and implement new business models (e.g., subscriptions, bundling, memberships) to expand revenue and improve margins.

Leadership & Change Management

• Build and lead a cross-functional D2C team covering eCommerce, digital marketing, operations, technology, and customer service.

• Champion a customer-centric and data-driven culture across the organization.

Education/ Experience

• Bachelor’s degree or higher in Business Administration, Marketing, Technology, or related fields.

• Minimum 8 years of experience in D2C, eCommerce, or customer strategy, with at least 5 years in a senior leadership role.

• Proven strategic thinking and ability to lead large-scale transformation initiatives.

• Deep understanding of consumer behavior, digital technologies, and global D2C trends.

• Strong leadership, data-driven decision-making, and change management capabilities

• Preferred candidates have hands-on experience with TikTok Shop, livestream selling, affiliate marketing, or collaborations with nutrition/health KOLs