Head of D2C Business

Transformative Ventures; Gurugram District; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Transformative Ventures in Gurgaon seeks an executive to own the end-to-end P&L and drive sustainable growth across Revenue, EBITDA, GM, CAC, LTV and cash flow. You will define long-term multi-channel strategies spanning D2C, marketplaces, retail and partnerships, building an AI-enabled, data-driven organization.

Lead forecasts, risk reviews and cross-functional execution with executive stakeholders. You will champion AI-driven insights, optimize pricing, merchandising and product mix while

Qualifications

• MBA from a top-tier business school with 8–15 years in FMCG/retail/D2C/e-commerce.
• Proven success scaling business across channels including D2C and marketplaces.
• Strong commercial acumen in growth strategy, pricing and profitability.
• Deep digital commerce expertise, CRM, analytics and modern consumer growth models.
• Experience leveraging AI and advanced analytics to drive performance.

Responsibilities

• Own end-to-end P&L for the geography with sustainable growth targets.
• Define long-term growth strategy across D2C, marketplaces, and retail.
• Lead AI-enabled transformation across Marketing, Sales, Supply Chain and Ops.
• Present business reviews, risks and opportunities to leadership.
• Build partnerships with marketplaces, retailers and ecosystem players.
• Champion governance, data privacy and regulatory compliance.
• Mentor cross-functional teams and drive ownership and agility.

Skills

P&L ownership

Growth strategy

Digital commerce

AI analytics

Stakeholder mgmt

Leadership

Education

MBA from Tier 1 B-schools

Job description

• Own the end-to-end P&L for the geography, delivering sustainable growth across Revenue, EBITDA, Gross Margin, CAC, LTV and Cash Flow while consistently exceeding business targets.
• Define and execute the long-term growth strategy across D2C, Marketplaces, Retail, Modern Trade, Strategic Partnerships and emerging commerce channels to maximize market share and profitability.
• Build a high-performing, AI-enabled business by embedding data, automation and intelligent decision making across Marketing, Sales, Operations, Supply Chain, Customer Experience and Commercial functions.
• Lead annual operating plans, financial forecasts and business reviews using predictive analytics and scenario planning to proactively identify growth opportunities and business risks.
• Drive profitable customer acquisition by orchestrating integrated growth initiatives across Performance Marketing, Influencer Commerce, CRM, Content, PR, Social Commerce and Brand Marketing while maximizing ROAS and contribution margins.
• Leverage AI-driven consumer insights, predictive analytics and experimentation frameworks to optimize acquisition, retention, pricing, merchandising and customer lifetime value.
• Own demand forecasting, inventory planning and supply chain optimization to ensure best-in-class product availability, healthy inventory turns and minimal stock-outs while improving working capital efficiency.
• Define product-market fit by identifying local consumer needs, prioritizing hero SKUs, launching new products and optimizing portfolio profitability through continuous data-backed evaluation.
• Partner with Product Development and R&D teams to localize formulations, packaging and product innovations based on regional consumer behaviour, regulatory requirements and emerging market trends.
• Build a culture of rapid experimentation by continuously testing marketing creatives, customer journeys, pricing strategies, product bundles, merchandising, promotions and conversion funnels.
• Develop AI-assisted operating models that improve productivity, automate repetitive workflows and accelerate decision-making across business functions.
• Establish real-time business intelligence dashboards that provide visibility into revenue, profitability, customer cohorts, marketplace performance, inventory health, operational KPIs and commercial effectiveness.
• Drive customer obsession by leveraging Voice of Customer (VOC), behavioral analytics, AI-powered insights and customer feedback loops to continuously improve customer experience and product offerings.
• Build strategic partnerships with marketplaces, retail chains, wellness ecosystems, healthcare professionals, distributors, payment partners, logistics providers and other ecosystem partners to accelerate business growth.
• Lead commercial negotiations with logistics providers, manufacturers, agencies and strategic vendors to improve service levels, reduce costs and enhance operational scalability.
• Ensure full compliance with local regulations, taxation, import/export requirements, product claims, advertising standards, data privacy and governance frameworks across all business operations.
• Champion responsible adoption of AI by ensuring ethical usage, governance, data privacy, human oversight and compliance with evolving global AI regulations.
• Benchmark competition across pricing, assortment, innovation, customer experience, digital maturity, AI adoption and market share to identify strategic opportunities and competitive advantages.
• Build, mentor and inspire high-performing cross-functional leadership teams while fostering a culture of ownership, innovation, agility, collaboration and continuous learning.
• Present strategic business reviews to Global Leadership with actionable recommendations, key risks, investment priorities and long-term growth opportunities.
• Build resilient business continuity strategies across supply chain, technology, advertising platforms, marketplace operations and critical business infrastructure.
• Act as the brand ambassador for the geography, ensuring consistent execution of the company's purpose, values and customer-centric culture while driving world-class business performance.

Qualifications

• MBA from Tier 1 Business Schools such as IIM Ahmedabad, IIM Bangalore, IIM Calcutta, ISB, XLRI, MDI or equivalent global institutions.
• 8–15 years of progressive leadership experience in FMCG, Consumer Goods, Retail, D2C, Beauty, Wellness or E-commerce businesses with significant P&L ownership.
• Demonstrated success in scaling businesses across multiple channels including D2C, Marketplaces and Omnichannel ecosystems.
• Strong commercial acumen with proven expertise in growth strategy, business development, financial planning, pricing, profitability and customer lifecycle management.
• Deep understanding of digital commerce, performance marketing, CRM, customer analytics, merchandising and modern consumer growth models.
• Proven ability to leverage AI, Generative AI and advanced analytics to improve business performance, customer experience, operational efficiency and decision-making.
• Experience leading digital transformation, business automation and technology-enabled operating models.
• Exceptional analytical and problem-solving skills with the ability to translate complex data into strategic business decisions.
• Excellent stakeholder management and executive communication skills with experience working with founders, CXOs and global leadership teams.
• Strong people leadership experience with the ability to attract, develop and retain high-performing teams.
• High ownership mindset with the ability to operate effectively in fast-paced, high-growth and
• Demonstrated learning agility, innovation mindset and curiosity to continuously adopt emerging technologies that create sustainable competitive advantage.