Digital Revenue Lead/ Sr Manager– D2C, E-Commerce & Performance

Location: Mumbai

Team: Performance Marketing, D2C, E-commerce, CRM/Retention, Key Account Management (KAMs)

Reports to: CEO & CMO

Role Purpose

We are seeking a high-ownership Digital Revenue Lead / Senior Manager to drive end-to-end digital revenue across our D2C platform, e-commerce marketplaces, and performance marketing channels. This role is critical to scaling our skincare brand and building a predictable, high-performing growth engine.

You will work closely with the CMO to create a powerful brand × growth loop—while taking full ownership of daily revenue-driving execution. The ideal candidate brings strong analytical rigor, forecasting excellence, structured thinking, and leadership maturity.

Key Responsibilities

• D2C Revenue Ownership
• Own the complete D2C revenue P&L and monthly sales targets.
• Manage the full funnel: traffic → conversion → retention.
• Improve CRO, AOV, repeat rate, subscription adoption and overall funnel efficiency.
• Build monthly D2C revenue plans aligned with marketing and category teams.
• Collaborate closely with brand/content teams for high-converting campaign execution.
• Performance Marketing Leadership
• Lead paid acquisition across Meta, Google, Affiliates, Programmatic, Influencer amplification.
• Scale efficiently with strong CAC, ROAS, MER discipline.
• Build a multi-channel acquisition engine tailored for skincare consumer journeys.
• Guide, mentor, and upskill the internal performance team.
• Plan & run growth experiments (creative tests, landing pages, audience strategies).
• Marketplace (E-commerce) Ownership

Platforms: Amazon, Nykaa, Myntra, Flipkart, Tira, Blinkit

• Full visibility and ownership of marketplace GMV, contribution margin, visibility and spend efficiency.
• Lead marketplace category planning: pricing, promotions, visibility, event strategy.
• Maintain flawless marketplace hygiene (catalogue health, ratings, reviews, search ranking).
• Manage and guide KAMs to unlock monthly growth opportunities.
• Build structured plans for new product launches on marketplaces.
• Growth Strategy & Forecasting
• Build monthly and quarterly revenue forecasts.
• Define optimal channel mix strategy across D2C and E-commerce.
• Own data → insights → action discipline across performance, content, CRM & marketplaces.
• Create and execute growth experiments across funnels, creatives, and product positioning.
• Partnership with CMO
• Translate brand campaigns and storytelling into measurable revenue outcomes.
• Build a strong content × performance feedback loop.
• Ensure tight cross-functional collaboration between brand, CRM, content, design and operations.
• Reduce daily operational load on the CMO by driving structured and predictable execution.
• Team, Process & System Building
• Build and mentor a multi-disciplinary team (D2C managers, performance marketers, KAMs).
• Set up clear SOPs, dashboards, weekly reviews and forecasting routines.
• Establish systems for predictable monthly digital revenue.
• Reduce dependency on junior resources through improved planning, data, and processes.
• Bring stability, clarity and accountability to all growth functions.

KPIs (Success Metrics)

• MoM D2C + E-commerce revenue growth
• CAC, ROAS, MER
• Website conversion rate, repeat purchase rate, AOV
• Marketplace GMV, margins and visibility share
• Forecasting accuracy
• Spend efficiency & CAC discipline
• Funnel health and retention metrics
• Team output, processes, and operational excellence

What We’re Looking For

Experience

• 5–8+ years in Growth, Performance Marketing, D2C or E-commerce revenue roles.
• Managed at least ₹5–15 Cr monthly digital revenue (D2C + marketplaces).
• Experience in high-growth consumer brands, preferably beauty/skincare, personal care or wellness.
• Strong cross-functional ownership mindset with ability to lead end-to-end execution.

Skillset & Mindset

• Highly analytical, structured, data-first problem solver.
• Excellent communication and stakeholder management.
• Strong understanding of forecasting, P&L and revenue modelling.
• Calm, collaborative, low-ego, and effective at building alignment.
• Comfortable building systems, dashboards, and teams from scratch.
• Ability to partner well with creative and brand teams without friction.

Skills: e-commerce,d2c,performance marketing,revenue