Director, Direct-to-Consumer (DTC)

TOWN & COUNTRY LIVING; New York (NY); On-site; USD 150,000 - 180,000; Full time

Job summary

As hands-on leader, you will manage channel strategy, performance marketing across Meta/Google/TikTok, pricing, assortment, and collaboration with design, sourcing, supply chain, and customer service to grow revenue and improve customer lifetime value.

Qualifications

• Proven track record leading a profitable DTC business or channel with P&L responsibility.
• Hands-on performance marketing expertise across Meta and Google with ROAS targets.
• Strong command of e-commerce platforms and site merchandising.
• Experience with lifecycle marketing tools and retention programs.
• Analytical mindset with understanding of LTV, cohort analysis and margins.
• Experience balancing a DTC channel with wholesale and marketplace channels.

Responsibilities

• Execute DTC channel strategy aligned with leadership, delivering revenue, marketing spend, and contribution margin targets.
• Launch, operate, and scale Town & Country Living's DTC e-commerce site across the brand portfolio.
• Manage Site Marketing and Promo calendar in coordination with Digital Merchandising.
• Lead paid customer acquisition on Meta, Google, TikTok, and other channels while respecting budget and margins.
• Drive CRO, site experience optimization, and A/B testing programs.
• Build retention and lifecycle programs (email, SMS, loyalty) to grow repeat purchases and LTV.
• Coordinate with wholesale/marketplace on pricing and assortment to minimize channel conflict.
• Establish KPI analytics and report performance to executives monthly.

Skills

DTC leadership

Performance marketing

E-commerce platforms

Lifecycle marketing

Analytics

Strategic partnerships

Education

Bachelor's degree in Marketing/Business

MBA preferred

Tools

Klaviyo

Shopify

Job description

Description

Town & Country Living is a global leader in home décor, textiles, and design. Our expanded family includes Home Dynamix and Amalgamated Textiles, providing more than 60 years of combined experience in the home décor industry. The combination of all three companies together brings unmatched expertise and excellence in sales, design, development, sourcing, supply chain efficiencies, customer service, and e-commerce fulfillment. With our company’s diverse multi-product assortment across all home categories, we can provide excellent offerings and service to our retail partners while responding quickly to the ever-changing needs of the marketplace.

Summary

The Director, Direct-to-Consumer (DTC) will execute the company's strategy for launching and running Town & Country Living's direct-to-consumer e-commerce website, and will oversee delivery of the channel's P&L goals and targets as set by company leadership. This leader will build and run the DTC business from the ground up day-to-day, with accountability for hitting revenue growth and contribution margin targets within the strategy, guidelines, and budget the company sets — providing informed input and recommendations along the way, but operating within that framework rather than setting it independently. The role requires a hands‑on operator who can execute channel strategy, run disciplined performance marketing, and partner closely with design, sourcing, supply chain, and customer service teams, while managing pricing and assortment, within company guidelines, to complement the company's wholesale and marketplace channels.

Description

Town & Country Living is a global leader in home décor, textiles, and design. Our expanded family includes Home Dynamix and Amalgamated Textiles, providing more than 60 years of combined experience in the home décor industry. The combination of all three companies together brings unmatched expertise and excellence in sales, design, development, sourcing, supply chain efficiencies, customer service, and e-commerce fulfillment. With our company’s diverse multi-product assortment across all home categories, we can provide excellent offerings and service to our retail partners while responding quickly to the ever-changing needs of the marketplace.

Summary

The Director, Direct-to-Consumer (DTC) will execute the company's strategy for launching and running Town & Country Living's direct-to-consumer e-commerce website, and will oversee delivery of the channel's P&L goals and targets as set by company leadership. This leader will build and run the DTC business from the ground up day-to-day, with accountability for hitting revenue growth and contribution margin targets within the strategy, guidelines, and budget the company sets — providing informed input and recommendations along the way, but operating within that framework rather than setting it independently. The role requires a hands‑on operator who can execute channel strategy, run disciplined performance marketing, and partner closely with design, sourcing, supply chain, and customer service teams, while managing pricing and assortment, within company guidelines, to complement the company's wholesale and marketplace channels.

Requirements

RESPONSIBILITIES

• Execute the DTC channel strategy set by company leadership — providing input and recommendations, but operating within the agreed strategy, guidelines, and budget — and oversee delivery of the P&L, including revenue, marketing spend, and contribution margin targets
• Escalate any material changes to strategy, budget, pricing, or promotional cadence — and any discounting or spend above company-approved thresholds — to leadership for sign-off before execution
• Launch, operate, and scale the company's e-commerce website across the brand portfolio
• Manage Site Marketing and Promo calendar in partnership with Director, Digital Merchandising
• Lead paid customer acquisition across Meta, Google, TikTok, and other channels with disciplined ROAS/MER and CAC management, whether in-house or through agencies, holding spend within approved budget and contribution margin targets rather than optimizing for growth alone
• Drive conversion rate optimization across site experience, merchandising, product detail pages, and A/B testing programs
• Build retention and lifecycle marketing programs (email, SMS, loyalty) to grow repeat purchase rates and customer lifetime value
• Execute DTC pricing and assortment plans, in coordination with wholesale and marketplace channels and within company-set guidelines, to manage channel conflict with retail partners
• Establish KPI reporting and analytics infrastructure covering CAC, LTV, AOV, conversion, and contribution margin; present channel performance and recommendations to executive leadership on a monthly cadence
• Partner with supply chain and operations on demand planning, DTC fulfillment SLAs, shipping economics, and returns management
• Partner with Merchandising and Supply Chain on strategies to manage and liquidate aged and excess inventory through the DTC channel, in line with company targets
• Collaborate with design and product development on DTC-exclusive assortments and digital content requirements
• Build out B2B wholesale business on DTC site in partnership with B&M sales and Customer Service
• Recruit, develop, and lead the DTC team and manage external agency and vendor relationships

Qualifications

• Proven track record leading / scaling a profitable DTC business or channel
• Deep, hands‑on performance marketing expertise, including direct management of Meta and Google ad platforms and budget allocation against ROAS/MER targets
• Strong command of e-commerce platforms (Shopify or comparable), site merchandising, and conversion optimization
• Experience with lifecycle marketing tools (e.g., Klaviyo) and building retention programs
• Highly analytical, with fluency in contribution margin economics, cohort analysis, and customer LTV modeling
• Experience balancing a DTC channel alongside established wholesale and marketplace businesses; home décor, textiles, or consumer products background preferred
• Entrepreneurial, hands‑on operator comfortable building in a lean, resource‑constrained environment

Education And Experience

• Bachelor's degree in Marketing, Business, or a related field; MBA a plus
• 10+ years of e-commerce and digital marketing experience, including 5+ years leading a DTC business or channel with P&L accountability
• Experience in a founder‑led or private equity‑backed consumer products company preferred

Salary Description

150,000 - 180,000