The Growth Foundation
Head of eCommerce
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About the Company
We are working with a fast-growing business that operates two direct-to-consumer websites. They are seeking an experienced Head of eCommerce to lead digital trading, optimisation, and merchandising across both sites whilst leading a small team.
What you'll be doing
- Own end-to-end eCommerce performance. Set the strategy and roadmap for both websites to maximise revenue, profitability, and customer lifetime value.
- Drive commercial KPIs. Be accountable for CM2, average order value, conversion, and new vs returning customer mix - using insight to prioritise activity that delivers profit per visit.
- Lead and develop the optimisation function. Line-manage the CRO Manager: set objectives, coach on experimentation discipline, conversion copy and UX improvements, and review test plans and outcomes.
- Coordinate technical and merchandising resources. Manage a fractional technical lead and fractional merchandising resource to ensure platform stability, rapid feature delivery, catalogue health, and effective site merchandising.
- Own the testing and personalisation agenda. Establish and run an evidence-led experimentation programme across both sites to increase conversion and average order value.
- Optimise the customer journey. Use customer insight, analytics, and user research to remove friction across discovery, selection, and checkout for both new and returning customers.
- Commercial planning and stakeholder management. Work closely with marketing, operations, and supply chain to align promotions, stock availability, and media investment with site capability and margin targets.
- Reporting and governance. Own regular performance reporting for the senior leadership team, set OKRs for the eCommerce function, and ensure robust post-campaign analysis.
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What we're looking for
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- Proven experience running eCommerce operations for multi-site DTC businesses or complex retail environments.
- Track record of improving CM2 (profit per visit) and balancing acquisition vs retention strategies.
- Strong commercial mindset with demonstrable experience using data and testing to drive decision-making.
- Experience line-managing senior digital specialists and working with fractional or external technical and merchandising partners.
- Good technical understanding of eCommerce platforms, analytics, tagging, and CRO tools (e.g., Google Analytics/GA4, experimentation platforms).
- Excellent stakeholder management and communication skills, able to translate insight into commercial plans.
- Comfortable with hybrid working and occasional travel between offices or sites.
- We welcome candidates at a range of experience levels; the right person will combine strategic vision with hands-on execution and a relentless focus on profit per visit.
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