D2C Head

Confidential Jobs; New Delhi; On-site; INR 15,609,000 - 23,413,000; Full time

Job summary

Confidential Jobs in Dubai is seeking a Senior D2C Leader to own and drive the UAE B2C revenue through our owned website and app. You will lead the marketing charter—brand, performance, SEO, content, and CLM—while coordinating with category and commercial teams to unlock new revenue levers on the site.

You will plan assortments, optimize pricing, and oversee end-to-end customer experience to boost NPS and loyalty.

Qualifications

• 10+ years in D2C/E-commerce/B2C leadership with direct P&L ownership.
• Proven track record of delivering revenue and EBITDA in UAE markets.
• Strong understanding of UAE consumer landscape and e-commerce ecosystem.

Responsibilities

• Own and deliver the UAE B2C revenue target via owned D2C channels (website/app).
• Lead marketing—brand, performance, SEO, content, and CLM—align with categories and commercial teams.
• Plan category assortments and drive repeat purchases and new user acquisition.
• Monitor revenue performance and optimize pricing, promotions, and demand levers.
• Own the B2C EBITDA target and optimize gross margin and cost-to-serve.
• Manage full P&L including revenue, marketing spend, discounts, and operating costs.
• Build and lead an end-to-end D2C team across marketing and customer experience.

Skills

D2C Leadership

P&L Ownership

Performance Marketing

SEO & Brand Visibility

Stakeholder Management

Tools

Power BI

Google Analytics

ERP/OMS

Job description

************** This Role is based out of Dubai ***************

• Topline Growth — B2C Revenue
• Own and deliver the B2C revenue target for UAE, generated exclusively through owned D2C channels — the company website and mobile app — excluding marketplace/aggregator sales.
• Build and execute the annual and H1/H2 growth strategy for the UAE, aligned with seasonal and occasion-based demand
• Own the Marketing charter for the D2C business — brand, performance marketing, SEO, content, and CLM — and get the Category and Commercial teams to identify and unlock new revenue levers on the website and app (new categories, bundles, subscriptions).
• Plan and get the category/assortment plan executed as per the agreed occasion calendar. Work with category sales and design teams to come up with innovative product assortment that drives repeat purchases and new user acquisitions.
• Track daily/weekly/monthly revenue performance against target and course-correct through pricing, promotions, and demand-generation levers.
• Bottomline — B2C EBITDA
• Own the B2C EBITDA target, balancing growth investments with margin discipline.
• Drive gross margin improvement through pricing strategy, offer architecture, and cost-to-serve optimization.
• Manage the full P&L— revenue, marketing spend, discounting, and operating costs —to deliver profitable growth.
• Review unit economics by channel, city, and occasion, and reallocate investment toward the highest-return segments
• Customer Experience — NPS
• Own the end-to-end customer experience score (NPS) for the D2C business
• Identify and resolve the key detractors across the order journey— discovery, checkout, delivery, and post-purchase

— in partnership with Operations and Customer Care.

• Institutionalize a closed-loop feedback mechanism to convert customer insights into product, process, and service improvements
• Set and track NPS targets by market and review performance in monthly business reviews
• Brand Visibility —
• Own the 360 degree Brand strategy, strengthening company’s share of search and top-of-mind recall
• Lead the planning and execution of brand charter across OOH, Print, Digital and Social channels
• Track brand health metrics (search share, impressions, branded CTR) and drive initiatives to close gaps versus target
• Own the Customer Frequency target, driving repeat purchase behavior across the customer base
• Design and execute lifecycle, loyalty, and win-back programs by leading the CLM/CRM function
• Use segmentation and personalization to increase order frequency among high-value and at-risk customer cohorts
• Performance Marketing Efficiency — Performance Spends (UAE)
• Own Performance Spend as a % of revenue for UAE, ensuring the Performance Marketing team's investment stays within target while supporting growth
• Drive channel mix optimization (paid search, social, affiliates) for the best blended CAC and ROAS on the website and app — marketplace spend is out of scope
• Review campaig n performance regularly with the Performance Marketing team (direct report) and reallocate budget toward efficient channels
• Inventory Control
• Own the total inventory holding target, balancing product availability against working capital and wastage, especially for perishables
• Partner with Category, SCM, and Production teams on demand forecasting and inventory planning aligned to occasion-driven demand spikes
• Drive initiatives to reduce aged, slow-moving, and non-moving stock
• Own the CID (Catalog/Component ID) Rationalization charter— streamlining the product catalog to eliminate redundant, underperforming, and low-margin SKUs
• Work with Category and Merchandising teams to define a lean, high-performing catalog structure that improves discoverability and conversion
• Set up a periodic review cadence to keep the catalog aligned with demand, margin, and brand strategy
• Team Leadership & Stakeholder Management
• Build, lead, and mentor a high-performing D2C team spanning Marketing (category, brand, performance, SEO/content, CLM) and Customer Experience functions
• Act as the key stakeholder in leadership planning, partnering closely with SCM, Finance, and Technology on the website and app roadmap
• Represent the D2C business in the quarterly business reviews/ townhalls, presenting performance against all KRAs

Candidate Requirements

Experience:

• 10+ years of progressive experience in D2C / E-commerce / B2C business leadership roles, with direct ownership of the Marketing function (brand, performance marketing, SEO, CLM). Having atleast a 2-3 yrs of hands on experience in Ecommerce category management is preferred
• Proven track record of owning a full P&L, including revenue and EBITDA delivery
• Strong understanding of the UAE market, consumer landscape, and e-commerce ecosystem

Technical Expertise:

• Strong grounding in performance marketing, SEO/brand visibility, and digital growth levers
• Experience with customer lifecycle / CRM platforms and retention strategy
• Working knowledge of inventory planning and catalog/category management in an e-commerce environment
• Proficiency with analytics and BI tools (Power BI, Google Analytics, or similar) and ERP/OMS systems
• Strong commercial and analytical acumen with the ability to translate data into action
• Excellent stakeholder management and cross-functional leadership skills
• Customer-first mindset with a strong bias for execution in a fast-paced, occasion-driven business

Strategic thinking balanced with hands-on ownership