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- Tasks: Lead and scale the D2C eCommerce strategy for a premium pet nutrition group.
- Company: High-growth pet nutrition company with a focus on digital innovation.
- Benefits: Competitive salary, performance bonus, hybrid work, and generous product discounts.
- Why this job: Own the D2C strategy and make a real impact in a fast-paced environment.
- Qualifications: Proven experience in eCommerce and strong analytical skills required.
- Other info: Great career progression opportunities as the business expands.
The predicted salary is between 60000 - 84000 ÂŁ per year.
This is a full-time, permanent position on a hybrid model, with a minimum of 3 days per week onsite in Surrey (Camberley). Salary from ÂŁ60,000+ depending on experience, plus performance bonus and benefits.
Overview
Are you ready to own and scale the D2C strategy for a high-growth, acquisition‑led pet nutrition group?
The Role
We’re recruiting a commercially strong Head of D2C eCommerce to take end‑to‑end ownership of digital trading across a multi‑brand portfolio. This role blends strategy, P&L accountability and hands‑on trading – driving revenue, profitability and customer lifetime value across multiple websites and marketplaces. You’ll be responsible for a D2C channel within a business targeting at least 10% year‑on‑year growth.
Responsibilities
- Strategy and Commercial Ownership
- Define and deliver the UK D2C strategy across all brand sites, marketplaces, subscription and loyalty.
- Own the eCommerce trading P&L: revenue, margin, media spend, and marketplace performance.
- Build and deliver a 12–18-month digital roadmap, including new integrations, platform consolidation and commercial initiatives.
- Use data to drive decisions on where to invest and where to pull back.
- Trading, Performance and Growth
- Lead weekly and monthly trading reviews across brands, channels and campaigns.
- Drive continual optimisation of customer journeys, UX/UI and conversion rates.
- Oversee performance marketing activity, working closely with an in‑house media buyer and any retained agencies.
- Improve CAC, AOV, retention and CLTV across the portfolio.
- Subscriptions, Loyalty and Retention
- Take ownership of under‑developed subscription and loyalty models, turning them into key growth levers.
- Design and implement subscription flows, retention and win‑back programmes, and segment‑led CRM journeys (Klaviyo).
- Evaluate and roll out loyalty mechanics where they make commercial and brand sense.
- Team Leadership and Cross‑Functional Influence
- Lead, mentor and develop eCommerce and trading talent, raising the bar on commercial thinking and digital capability.
- Work closely with Brand, Marketing, Sales and Operations to ensure D2C and marketplace plans are aligned with wider business priorities.
- Act as the senior digital voice in planning meetings, challenging and influencing where needed.
What We’re Looking For
- Proven experience in senior eCommerce, D2C or digital trading roles, ideally within FMCG, food, supplements, lifestyle or pet.
- Clear track record of owning or heavily influencing P&L for a significant online revenue line.
- Highly analytical, confident working with trading data, attribution and KPIs (revenue, CAC, CVR, AOV, retention, CLTV).
- Hands‑on experience with Shopify and the broader eCommerce stack (e.g., Klaviyo, Google Ads, Meta Ads, Recharge, analytics/attribution tools).
- Experience working with marketplaces (Amazon essential; TikTok Shop or similar a plus).
- Strong people leader: able to mentor, challenge and upskill teams through change and growth.
- Strategic mindset with the ability to move quickly into execution and deliver measurable results.
- Comfortable operating in a fast‑paced, acquisitive environment with multiple brands and moving parts.
What’s On Offer
- £60K+ base salary, dependent on experience, plus performance‑based bonus.
- Hybrid working with a minimum of 3 days per week onsite in Surrey (Camberley), with flexible start/finish times and potential accommodation support for candidates further afield.
- Generous product discount on premium pet nutrition ranges.
- Significant scope to shape the D2C roadmap, build subscription and loyalty from a low base, and influence future team structure as the group continues to acquire brands.
- Clear progression opportunities as the business scales its digital and D2C operations.
This role offers genuine commercial ownership in a business that is investing heavily in digital. If you’re ready to set the strategy, lead the team and be accountable for the numbers, we’d like to hear from you.
Head of D2C Ecommerce employer: The Animal People Recruitment Company
Contact Detail:
The Animal People Recruitment Company Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Head of D2C Ecommerce
✨Tip Number 1
Network like a pro! Reach out to people in the industry, attend events, and connect on LinkedIn. You never know who might have the inside scoop on job openings or can put in a good word for you.
✨Tip Number 2
Prepare for interviews by researching the company and its competitors. Understand their D2C strategy and think about how you can contribute to their growth. Show them you’re not just another candidate; you’re the one they need!
✨Tip Number 3
Practice your pitch! Be ready to explain how your experience aligns with their needs, especially around P&L ownership and digital trading. Confidence is key, so rehearse until it feels natural.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen. Plus, we love seeing candidates who are proactive about their job search.
We think you need these skills to ace Head of D2C Ecommerce
Some tips for your application 🫡
Tailor Your CV: Make sure your CV speaks directly to the role of Head of D2C eCommerce. Highlight your experience in eCommerce, especially any P&L ownership and digital trading successes. We want to see how you can drive revenue and customer lifetime value!
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to explain why you're the perfect fit for this role. Share specific examples of your strategic mindset and hands-on experience with platforms like Shopify and Klaviyo. Let us know how you can shape our D2C roadmap!
Showcase Your Analytical Skills: Since this role is all about data-driven decisions, make sure to highlight your analytical skills. Talk about how you've used data to optimise customer journeys or improve key metrics like CAC and CLTV. We love numbers, so show us what you've got!
Apply Through Our Website: We encourage you to apply through our website for a smoother application process. It helps us keep track of your application and ensures you don’t miss out on any important updates. Plus, we can't wait to see your application come through!
How to prepare for a job interview at The Animal People Recruitment Company
✨Know Your Numbers
As a Head of D2C eCommerce, you'll need to be comfortable with P&L accountability. Brush up on key metrics like revenue, CAC, and CLTV before the interview. Be ready to discuss how you've used data to drive decisions in your previous roles.
✨Showcase Your Strategy Skills
Prepare to talk about your experience in defining and delivering D2C strategies. Think of specific examples where you’ve successfully built digital roadmaps or improved customer journeys. This will demonstrate your strategic mindset and hands-on approach.
✨Familiarise Yourself with Tools
Make sure you're well-versed in the eCommerce stack mentioned in the job description, especially Shopify and Klaviyo. If you have experience with Google Ads or Meta Ads, be ready to share how you've leveraged these tools for performance marketing.
✨Leadership and Team Development
This role requires strong people leadership skills. Prepare to discuss how you've mentored teams and influenced cross-functional collaboration. Share examples of how you've raised the bar on commercial thinking and digital capability within your team.