Lead/Manager – Growth & Retention

Scrubsy; Gurugram District; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Scrubsy is seeking a data-driven Lead/Manager - Growth & Retention to own on-site growth and the retention engine, driving new and existing customers toward repeat purchases. You will blend funnel analytics, CRO, and lifecycle marketing with hands-on CRM work across WhatsApp, SMS, Email, and push messages, collaborating with cross-functional teams to own the funnel end-to-end.

You will work with cross-functional teams to design and execute multi‑channel campaigns, analyze funnel drop‑offs in

Job description

Scrubsy is looking for a data-driven Lead/Manager - Growth & Retention to own two equally critical halves of the customer journey: driving on-site growth and conversion for new and existing customers, and building the retention engine that turns them into repeat buyers. You'll blend product-growth thinking (funnel analytics, A/B testing, merchandising and CRO) with hands‑on CRM execution (segmentation, lifecycle journeys, winback campaigns) — owning the number on both sides of the funnel, not just one. This is a high‑ownership role for someone who’s equally comfortable reading a funnel drop‑off in GA4 and building a cohort‑based WhatsApp campaign, working closely with cross‑functional teams.

Key Responsibilities

Growth & Conversion

• Drive on-site growth: conversion rate optimization (CRO), offer sequencing, bundling, and pricing experiments to lift conversion rate and Average Order Value (AOV).
• Design and run a structured A/B testing and experimentation roadmap across the funnel — landing pages, PDP, checkout
• Partner with Performance Marketing to optimize acquisition funnels through PDP deep-links, offer hooks, and conversion‑focused landing pages
• Own funnel and product analytics — track conversion, drop‑off, and engagement using GA4 or similar and translate findings into actionable growth levers.

Retention & CRM

• Own retention and CRM strategy — RFM/cohort‑based segmentation, lifecycle journeys, winback, and reactivation campaigns across WhatsApp, SMS, RCS, Email, and Push/On‑site messaging, etc.
• Plan and execute the retention marketing calendar.
• Drive repeat purchase rate and reduce churn through replenishment journeys, cross‑sell/up‑sell flows, and dormant‑user reactivation via coupons and cashback.
• Track and report on CRM‑attributed revenue, CM2/CM3 contribution, and campaign CTR/CR using CleverTap/MoEngage and PowerBI/Excel.

What We Are Looking For

Mandatory Requirement

• 2-7 years of experience spanning both growth/conversion and retention/CRM for a D2C/e-commerce/FMCG brand
• Hands‑on experience with CRM/marketing automation platforms such as CleverTap, MoEngage, WebEngage, or equivalent.
• Working knowledge of web/product analytics tools such as GA4 or similar, along with Excel/PowerBI (basic SQL a plus) for funnel and cohort analysis.
• Proven track record of improving metrics on both sides of the funnel — e.g. conversion rate/AOV on the growth side, and repeat purchase rate/CRM revenue on the retention side.
• Experience running multi‑channel campaigns (WhatsApp, SMS, Email, Push) end‑to‑end, from segmentation to execution to reporting

Additional Requirement

• Exposure to discount/pricing strategy, cohort‑based offer design, or contribution-margin (CM2/CM3) optimization.
• Experience with funnel analytics tools (Hotjar/Clarity) alongside CRM platforms.

Who You Are

• Proactive - you don’t wait to be told the conversion or repeat rate has slipped; you monitor the dashboards, catch the dip and fix it
• Ownership Driven - you take responsibility for the number end‑to‑end
• Data Conscious - you validate every campaign, offer, or test across segments and channels with data before calling it done
• Organized - you manage a busy always‑on experimentation and campaign calendar without things slipping through the cracks