Head of D2C & eCommerce DACH (m/w/d) - #2634531

Head of D2C & eCommerce DACH (m/w/d)

Frankfurt am Main, Germany

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The Head of DTC & eCommerce DACH is responsible for defining and executing the regional Direct-to-Consumer and eCommerce strategy across Germany, Austria and partly Switzerland. The role drives profitable growth, operational excellence and customer experience across all owned and marketplace-based digital sales channels. The objective of the Head of DTC & eCommerce DACH is to build and scale a best-in-class regional DTC and eCommerce business that delivers profitable growth, outstanding customer experience and strong brand impact, while ensuring operational excellence and strategic alignment with the overall company objectives.

• Define and own the DTC & eCommerce (inlc Amazon) strategy for the DACH region in alignment with global and European eCommerce objectives
• Full P&L responsibility for DTC, Amazon Germany and regional eCommerce channels, including revenue, contribution margin and cost management
• Lead and further develop all regional DTC and eCommerce sales channels (e.g. branded webshops, marketplaces, B2B eCommerce where applicable)
• Drive commercial performance through assortment strategy, pricing, promotions, campaigns and conversion optimization
• Own customer acquisition, retention and lifetime value strategy in close alignment with Marketing
• Continuously optimize the end-to-end customer journey (traffic → conversion → fulfillment → after-sales)
• Ensure strong collaboration with Retail, Key Account Management and Commercial teams to enable an integrated omnichannel approach
• Manage internal and external stakeholders including agencies, platform providers and logistics partners
• Lead, coach and develop the regional eCommerce team, ensuring clear targets, accountability and performance management
• Provide transparent performance reporting, forecasting and actionable insights to senior management
• Definition of Amazon’s role within the DTC & E‑Commerce ecosystem (vs. DTC shop & B2B)
• Leadership of Amazon Key Account Management team with clear objectives and governance
• Establishment of performance steering, forecasting and management reporting for Amazon
• Senior stakeholder alignment with Marketing, Finance, Supply Chain and Global Amazon and DTC
• Overall ownership of the B2B Ecom strategy in DACH, including growth ambition, channel role and scalability
• Definition of the B2B operating model (lead‑based direct sales, order‑to‑cash, system landscape)
• Leadership and enablement of B2B sales and key account team (targets, priorities, governance)
• Ownership of B2B commercial frameworks (pricing logic, conditions, contract principles)
• Alignment of B2B with DTC, Amazon and Retail to ensure clear channel roles and avoid conflicts
• Steering of B2B performance KPIs (revenue, margin, pipeline quality) via reporting and reviews
• Accountability for scalable foundations, not operational sales execution

• University degree in Business Administration, Economics, Marketing, eCommerce, Digital Business or a comparable field
• Proven professional experience in eCommerce, DTC or digital sales leadership roles
• Strong commercial and financial acumen with hands-on P&L responsibility
• Very good knowledge of the online market and its trends
• Several years of experience in senior eCommerce or DTC leadership roles, ideally in FMCG or consumer goods
• Experience managing multi-country or regional business scopes (DACH preferred)
• Proven track record in scaling DTC businesses and driving sustainable growth
• Strong commercial and entrepreneurial mindset
• Strategic thinking combined with operational execution capability
• Excellent leadership, people management and stakeholder management skills
• Data-driven decision making and analytical strength
• High ownership mentality and ability to work in a fast-paced environment
• Fluency in English (business level); German preferred
• Deep understanding of eCommerce business models, DTC operating models and omnichannel structures
• Solid knowledge of digital marketing fundamentals, CRM and data-driven optimization
• Experience working with fulfillment, payment and customer service processes
• Strong proficiency with eCommerce platforms, analytics tools (e.g. GA, BI tools), and ERP interfaces
• Confident handling of MS Office / Google Workspace