Head of Growth - DE & FR

This position sits as the Squad Leader and the key point person responsible for delivering consistent & compelling revenue growth alongside the scaling of marketing spends in DTC markets. Being an aspiring senior leader, you’ll have no problem juggling the dual focuses of tactical, immediate, and near-term execution within your Squad against the long-term strategic focuses and missions of the business.

The Growth team drives key commercial building blocks, stacking them together and building the road to growth. Our Head of Growth has end-to-end responsibility in how we hit our revenue targets and therefore responsibility for delivering sustainable revenue growth. They optimally juggle the following:

• The building blocks of Revenue; Order Volume, unit sales and ASP.
• The key building blocks of Gross Margin; Product Mix, ASP vs CoGs and Vat Blends.
• The key building blocks of Great Acquisition; LTV:CAC, NNPOFO and New Customer Volume.
• The key building blocks of Media Spend Scale; A:R efficiency, CAC, ROI, and Channel Mix Maturity.
• The key building blocks of CVR; Proposition, Promotion, Price, Click Path, and Speed.

This individual will lead the Squad and works in tandem with Squad members, our Commercial Director, our Digital Marketing Director, and our Brand Director. They also have direct lines into our C-Suite and CEO for extended mentorship and direction. Over time they must develop a 360 degree Sales and Marketing knowledge set - meaning a high level of proficiency to mastery over all performance marketing channels and all commercial components of what makes a successful business.

This role requires high collaboration across your Squad, other Sales & Marketing Squads and the wider business - specifically Supply Chain, Data & Finance. You will be known for your growth mindset and your ability to visibly impact in-day performance and long-term strategic execution of commercial, digital marketing and brand strategies.

Core Responsibilities

• Deliver consistent, sustainable and compelling revenue growth.
• Deliver Gross Margin to target through promotional management and product mix.
• Deliver Media Mix to strategy, scaling spend in core and new channels/formats.
• Deliver Marketing Spend to A:R targets focusing always on growth.
• Drive discussions and innovation around incremental A:R strategies always wired for growth.
• Drive the Category and Product portfolio long-term strategies, distilling them into short-term tactics.
• Oversee a compelling, robust and detailed promotional calendar & ensure end-to-end integration.
• Oversee all onsite trading & commercial levers to drive CVR, AOV and GP (WWW/YPO/Search).
• Ensure the dynamic of product mix, unit sales and ASP delivers sustained growth in AOV.
• Deliver new customer numbers to target month in month out.
• Deliver improving LTV through managing and challenging the quality of acquisition and promotions.
• Deliver NNPOFO through strategic thinking, thoroughly understanding and influencing CAC, GP, LTV.
• Understand the LTV:CAC metric for your markets, work with Directors to influence performance.
• Oversee CVR performance by product, understanding and surfacing insights aimed to deliver growth.
• Challenge your Squad members against targets, responsibilities and core behaviours.
• Drive the Paid Media channels, by positively challenging performance & highlighting opportunities.
• Challenge other Squad channels to understand performance and growth opportunities.
• Drive the agenda with Marketing Service Teams, ensuring they’re clear on what your Squad needs.
• Surface learnings and insights and work with your peers to turn them into actions.
• Deliver customer-focused thinking and ‘right-first-time’ executions that enhance brand reputation.
• Adhere to and elevate Brand guidelines and values ensuring Brand standards are exceptional.
• Be fully aware of sales run rates challenging sales to stock holding, driving a growth agenda only.
• Consistently identify growth opportunities, raise these and drive green-lit ones home.
• Drive knowledge share across Squads, mentor and lead where you see the opportunity.

Core Competencies

• Growth mindset. You chase it, live it and breathe it.
• Mastery of Gross Margin management and the spend & trading levers that drive optimal performance.
• Mastery of revenue management and the spend & trading levers that drive optimal performance.
• Mastery of growth geared Paid Media strategies and execution.
• Master the art of creating an end-to-end commercial and marketing execution across your squad.
• Master the relationship between CAC and LTV to ensure acquisition drives long-term commercial value.
• Master the art of scaling a marketing budget, in line with business strategies and efficiency targets.
• Master our brand guidelines and values ensuring on-point execution and custodianship.
• Master the use of data-led decision-making, utilising your BI Services team to deliver actionable insights.

Core Behaviours

• Pace: Know that speed is your greatest ally. It builds momentum and is key for growth.
• Communication: Know that team is your greatest asset. Talk to them face to face.
• Trust: When you say you’ll do it, do it.
• Transparency: Nothing is off limits, to anyone at any time.
• Challenge: Get comfortable with feeling uncomfortable.
• Learn: Drive a culture of experimentation and continuous improvement.
• 360 Management: Manage up, down and across. Regardless of title, everyone is a leader.

Language Competencies

• Ideally German Native, living in the UK or with a relocation plan.
• Or French Native, living in the UK or with a relocation plan.
• Or English but has to have experience of growing an EU e-commerce market and prove it.