Director of Growth

Kalon Executive Search; San Antonio (TX); On-site; USD 150,000 - 200,000; Full time

Job summary

Kalon Executive Search is recruiting for a strategic, hands‑on Director of Growth for a growing consumer health and wellness company. The role centers on leading growth across e‑commerce, online marketplaces, and wholesale, driving revenue, profitability, and channel performance.

The successful candidate will own integrated growth strategy across brands, build high‑performing teams, and advance AI‑enabled sales workflows while aligning with marketing, product, finance, and operations.

Qualifications

• 10+ years of growth leadership, e‑commerce, revenue mgmt or multi‑channel leadership.
• Meaningful leadership within consumer‑packaged goods (CPG).
• Direct‑to‑consumer brand experience.
• Preference for health/wellness, personal care or related regulated consumer category.
• Proven success scaling a meaningful DTC business.
• Experience overseeing multiple revenue channels: DTC, marketplaces, wholesale.
• Full P&L ownership with focus on revenue, gross margin, profitability and LTV.
• Experience leading managers and cross‑functional teams.
• Translating commercial strategy into operating plans with measurable results.
• Strong analytical, financial forecasting, and decision‑making skills.
• Coordination of pricing, promotions, product launches, inventory, and channel priorities.
• Ability to operate in a business that develops/manufactures its own products.
• Excellent communication with CEO and senior leadership.
• Curiosity about emerging AI capabilities and adoption of new technologies.

Responsibilities

• Develop a three‑year growth strategy across e‑commerce, marketplaces, and wholesale.
• Own the consolidated revenue and profit plan for all channels.
• Accelerate DTC and wholesale growth while maintaining marketplace profitability.
• Define the strategic role of each sales channel and align with brand objectives.
• Identify new growth opportunities in acquisition, retention, distribution, and partnerships.
• Set commercial priorities, goals, and performance management processes.
• Evaluate AI capabilities and implement practical solutions with data privacy and brand standards.
• Lead and develop managers responsible for marketplace and wholesale performance.
• Provide interim day‑to‑day leadership for e‑commerce and recruit an E‑Commerce Manager.
• Establish accountability and operating expectations across channels.
• Strengthen cross‑channel coordination while preserving ownership.
• Build leadership depth and succession capacity within the commercial organization.
• Encourage AI tool adoption to boost productivity and decision making.

Skills

Growth leadership

E-commerce

Revenue management

General management

Multi-channel leadership

DTC experience

CPG experience

Data analytics

Forecasting

AI capabilities

Job description

Director of Growth

Kalon Executive Search is conducting a search on behalf of an established, growing consumer health and wellness company seeking a strategic, hands‑on Director of Growth to lead its next phase of commercial expansion.

This is an exciting opportunity for a commercially minded leader who understands how to scale a direct-to-consumer business while optimizing performance across e-commerce, online marketplaces, and wholesale channels.

The successful candidate will own the integrated growth strategy across multiple brands and sales channels, drive revenue and profitability, develop high‑performing teams, and identify new opportunities to strengthen customer acquisition, retention, distribution, and long‑term brand value.

The ideal candidate combines strategic vision with operational execution, strong financial and analytical capabilities, and a forward‑looking approach to emerging AI technologies.

The Opportunity

Reporting directly to the CEO, the Director of Growth will lead the organization’s revenue strategy across three primary channels: e-commerce, online marketplaces, and wholesale.

This senior leadership role will be responsible for developing a coordinated, multi‑channel growth strategy that accelerates direct‑to‑consumer and wholesale performance while maintaining healthy marketplace growth and overall profitability.

The Director of Growth will lead existing channel managers, initially oversee the e-commerce function, and partner with the CEO to recruit and onboard a dedicated E‑Commerce Manager. This individual will also work closely with cross‑functional leadership to align commercial priorities with marketing, product development, creative, finance, demand planning, and operations.

An important component of the role will be advancing the practical use of artificial intelligence across sales channels to improve productivity, forecasting, customer insights, decision‑making, and content development.

This is an opportunity to join an established, growing organization with substantial in‑house capabilities and play a meaningful role in shaping its long‑term commercial success.

Key Responsibilities

• Develop and execute a three‑year growth strategy that supports the organization’s expansion and long‑term business objectives.
• Own the consolidated revenue and profit plan across e‑commerce, marketplaces, and wholesale.
• Accelerate direct‑to‑consumer and wholesale growth while supporting sustainable marketplace performance.
• Define the strategic role of each sales channel and ensure alignment with broader business and brand objectives.
• Identify new growth opportunities across customer acquisition, retention, distribution, product innovation, and strategic collaborations.
• Establish clear commercial priorities, measurable goals, and performance‑management processes.
• Evaluate emerging AI capabilities and implement practical solutions that deliver measurable business value while maintaining accuracy, data privacy, and brand standards.
• Lead and develop the managers responsible for marketplace and wholesale performance.

• Provide interim day‑to‑day leadership for the e‑commerce team while partnering with the CEO to recruit and onboard a strong E‑Commerce Manager.
• Establish clear accountability, goals, and operating expectations across all channels.
• Strengthen coordination and collaboration while preserving individual channel ownership.
• Build leadership depth, team capability, and succession capacity throughout the commercial organization.
• Encourage the effective use of AI tools to improve team productivity, decision‑making, and execution.

• Strengthen the company’s direct‑to‑consumer websites as strategic drivers of revenue, customer relationships, and brand equity.
• Improve customer acquisition, conversion rates, retention, repeat purchasing, average order value, and customer lifetime value.
• Guide digital marketing initiatives, paid advertising, CRM, email, SMS, and customer‑retention strategies.
• Ensure marketing investments are evaluated against profitability and long‑term customer value.
• Protect first‑party customer data, the direct customer relationship, and the brand experience that differentiate the DTC channel.
• Identify opportunities to improve digital performance through data analysis, testing, automation, and emerging technologies.

• Partner with the Marketplace Manager to develop channel strategy and improve overall performance.
• Support the continued growth and profitability of Amazon, TikTok Shop, and other relevant online marketplaces.
• Ensure marketplace growth complements the company’s DTC and wholesale strategies.
• Establish clear guidelines for pricing, promotions, profitability, and channel conflict.
• Monitor channel performance and identify opportunities to improve revenue, margins, and operational efficiency.

• Partner with the Wholesale Manager to strengthen account planning, business development, forecasting, and team accountability.
• Develop strategies to expand relationships with practitioners, retailers, distributors, and strategic accounts.
• Improve sales pipeline visibility, account segmentation, and revenue forecasting.
• Identify opportunities to expand distribution while maintaining brand positioning and profitability.
• Establish clear growth targets and performance metrics for wholesale business development.

• Collaborate closely with demand planning, product development, creative, finance, and operations teams to align commercial strategy with business priorities.
• Partner with senior experience and marketing leadership to determine the most effective combination of advertising, media, commercial placements, and brand experiences to increase awareness and support growth.
• Coordinate product launches, promotional calendars, inventory requirements, and channel‑specific growth plans.
• Establish effective decision‑making processes for pricing, promotions, resource allocation, and cross‑channel priorities.
• Ensure growth strategies account for operational capacity, inventory availability, margins, and long‑term brand objectives.
• Provide the CEO and leadership team with clear reporting, performance insights, emerging risks, and actionable recommendations.

• Identify and implement high‑value AI‑enabled workflows across e‑commerce, marketplaces, and wholesale.
• Explore practical applications of AI to improve customer insights, forecasting, productivity, content development, and commercial decision‑making.
• Encourage adoption of emerging tools while maintaining sound judgment, accountability, data privacy, and brand standards.
• Help teams evaluate new technologies based on measurable impact and business value rather than novelty alone.

Required Qualifications

• 10+ years of progressive experience in growth leadership, e‑commerce, revenue management, general management, or multi‑channel commercial leadership.
• Meaningful leadership experience within consumer‑packaged goods (CPG).
• Experience working with a direct‑to‑consumer‑focused brand.
• Strong preference for experience in dietary supplements, health and wellness, personal care, food and beverage, or a related regulated consumer category.
• Demonstrated success scaling a meaningful DTC business.
• Experience overseeing multiple revenue channels, ideally including DTC, Amazon or other marketplaces, and wholesale.
• Full P&L ownership with a strong understanding of revenue, gross margin, profitability, customer acquisition costs, retention, and lifetime value.
• Experience leading managers and building high‑performing, cross‑functional teams.
• Proven ability to translate commercial strategy into actionable operating plans and measurable results.
• Strong analytical, financial, forecasting, and decision‑making capabilities.
• Experience coordinating pricing, promotions, product launches, inventory, and channel priorities.
• Ability to operate effectively within a business that develops and manufactures its own products.
• Excellent communication skills and the ability to partner effectively with a CEO and senior leadership team.
• Demonstrated curiosity about emerging AI capabilities and a willingness to adopt new technologies to improve business performance.

Compensation: $150,000- 200,000 base salary, plus bonus, 401K, medical, vision, and dental

Kalon Executive Search is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. www.KalonSearch.com

Compensation: $150,000-$200,000 per year