Director of Growth

Kalon Executive Search•San Antonio, TX

About The Position

Kalon Executive Search is conducting a search on behalf of an established, growing consumer health and wellness company seeking a strategic, hands-on Director of Growth to lead its next phase of commercial expansion. This is an exciting opportunity for a commercially minded leader who understands how to scale a direct-to-consumer business while optimizing performance across e-commerce, online marketplaces, and wholesale channels. The successful candidate will own the integrated growth strategy across multiple brands and sales channels, drive revenue and profitability, develop high-performing teams, and identify new opportunities to strengthen customer acquisition, retention, distribution, and long-term brand value. The ideal candidate combines strategic vision with operational execution, strong financial and analytical capabilities, and a forward-looking approach to emerging AI technologies.

Requirements

10+ years of progressive experience in growth leadership, e-commerce, revenue management, general management, or multi-channel commercial leadership.
Meaningful leadership experience within consumer-packaged goods (CPG).
Experience working with a direct-to-consumer-focused brand.
Demonstrated success scaling a meaningful DTC business.
Experience overseeing multiple revenue channels, ideally including DTC, Amazon or other marketplaces, and wholesale.
Full P&L ownership with a strong understanding of revenue, gross margin, profitability, customer acquisition costs, retention, and lifetime value.
Experience leading managers and building high-performing, cross-functional teams.
Proven ability to translate commercial strategy into actionable operating plans and measurable results.
Strong analytical, financial, forecasting, and decision-making capabilities.
Experience coordinating pricing, promotions, product launches, inventory, and channel priorities.
Ability to operate effectively within a business that develops and manufactures its own products.
Excellent communication skills and the ability to partner effectively with a CEO and senior leadership team.
Demonstrated curiosity about emerging AI capabilities and a willingness to adopt new technologies to improve business performance.

Nice To Haves

Strong preference for experience in dietary supplements, health and wellness, personal care, food and beverage, or a related regulated consumer category.

Responsibilities

Develop and execute a three-year growth strategy that supports the organization's expansion and long-term business objectives.
Own the consolidated revenue and profit plan across e-commerce, marketplaces, and wholesale.
Accelerate direct-to-consumer and wholesale growth while supporting sustainable marketplace performance.
Define the strategic role of each sales channel and ensure alignment with broader business and brand objectives.
Identify new growth opportunities across customer acquisition, retention, distribution, product innovation, and strategic collaborations.
Establish clear commercial priorities, measurable goals, and performance-management processes.
Evaluate emerging AI capabilities and implement practical solutions that deliver measurable business value while maintaining accuracy, data privacy, and brand standards.
Lead and develop the managers responsible for marketplace and wholesale performance.
Provide interim day-to-day leadership for the e-commerce team while partnering with the CEO to recruit and onboard a strong E-Commerce Manager.
Establish clear accountability, goals, and operating expectations across all channels.
Strengthen coordination and collaboration while preserving individual channel ownership.
Build leadership depth, team capability, and succession capacity throughout the commercial organization.
Encourage the effective use of AI tools to improve team productivity, decision-making, and execution.
Strengthen the company's direct-to-consumer websites as strategic drivers of revenue, customer relationships, and brand equity.
Improve customer acquisition, conversion rates, retention, repeat purchasing, average order value, and customer lifetime value.
Guide digital marketing initiatives, paid advertising, CRM, email, SMS, and customer-retention strategies.
Ensure marketing investments are evaluated against profitability and long-term customer value.
Protect first-party customer data, the direct customer relationship, and the brand experience that differentiate the DTC channel.
Identify opportunities to improve digital performance through data analysis, testing, automation, and emerging technologies.
Partner with the Marketplace Manager to develop channel strategy and improve overall performance.
Support the continued growth and profitability of Amazon, TikTok Shop, and other relevant online marketplaces.
Ensure marketplace growth complements the company's DTC and wholesale strategies.
Establish clear guidelines for pricing, promotions, profitability, and channel conflict.
Monitor channel performance and identify opportunities to improve revenue, margins, and operational efficiency.
Partner with the Wholesale Manager to strengthen account planning, business development, forecasting, and team accountability.
Develop strategies to expand relationships with practitioners, retailers, distributors, and strategic accounts.
Improve sales pipeline visibility, account segmentation, and revenue forecasting.
Identify opportunities to expand distribution while maintaining brand positioning and profitability.
Establish clear growth targets and performance metrics for wholesale business development.
Collaborate closely with demand planning, product development, creative, finance, and operations teams to align commercial strategy with business priorities.
Partner with senior experience and marketing leadership to determine the most effective combination of advertising, media, commercial placements, and brand experiences to increase awareness and support growth.
Coordinate product launches, promotional calendars, inventory requirements, and channel-specific growth plans.
Establish effective decision-making processes for pricing, promotions, resource allocation, and cross-channel priorities.
Ensure growth strategies account for operational capacity, inventory availability, margins, and long-term brand objectives.
Provide the CEO and leadership team with clear reporting, performance insights, emerging risks, and actionable recommendations.
Identify and implement high-value AI-enabled workflows across e-commerce, marketplaces, and wholesale.
Explore practical applications of AI to improve customer insights, forecasting, productivity, content development, and commercial decision-making.
Encourage adoption of emerging tools while maintaining sound judgment, accountability, data privacy, and brand standards.
Help teams evaluate new technologies based on measurable impact and business value rather than novelty alone.