Head of eCommerce

About the Business

Our client is a fast-growing consumer health business operating in one of the most dynamic categories in the market.

They've built a high-trust, high-standards business where the product is the system that shapes customer confidence and long-term value. They're scaling quickly and doing it responsibly.

The Role

This is a senior commercial leadership position focused on driving revenue and improving conversion across the end-to-end digital buying experience, from first visit through to assessment flow, tailored product selection and checkout within a considered subscription model. The Head of eCommerce is responsible for maximising commercial performance across the funnel, with ownership of revenue per visitor, conversion rates, journey effectiveness and overall sales impact. This role blends hands-on trading accountability with strategic oversight of funnel optimisation, testing and learning, and cross-functional delivery.

Core Responsibilities

Commercial & Trading Ownership

• Own commercial performance metrics across the digital purchase journey: revenue per visitor, conversion, average order value and funnel efficiency.

• Define and own daily/weekly/monthly trading rhythms, targets and levers, and drive performance to plan.

• Translate commercial goals into prioritised product and optimisation roadmaps.

Funnel Strategy

• Design the end-to-end decision journey for high-consideration subscription purchases from acquisition landing experiences, through questionnaire and personalised recommendation, to checkout and post-purchase handoff.

• Ensure each step builds confidence and clarity: why this proposition, what to expect next, clinical and fulfilment transparency, and trust signals.

• Reduce unnecessary friction while preserving the information customers need to make an informed decision.

Experimentation & Measurement

• Lead a high-velocity test-and-learn programme across the funnel, prioritising experiments that move revenue per visitor and conversion.

• Design and run A/B, multivariate and cohort experiments; define success metrics, analyse impact and scale winning treatments.

• Own funnel analytics, cohort analysis and attribution to ensure clear insight into what’s driving commercial performance.

Cross-functional Delivery

• Partner closely with Growth Marketing, Product, Design, Engineering, Data, Clinical and Customer Operations to turn hypotheses into shipped improvements.

• Translate strategy into clear requirements, measurement plans and delivery milestones.

• Communicate results, decisions and roadmap trade-offs with pace and clarity to senior stakeholders.

Customer-first Retention & Ethics

• Design post-purchase journeys and save flows that are ethical, clinically aligned and focused on long-term outcomes.

• Build proactive retention interventions rooted in customer signals and product behaviour rather than reactive discounts alone.

• Balance commercial optimisation with regulatory, clinical and trust considerations.

What We're Looking For

Essential

• Significant experience owning eCommerce, conversion or digital trading in consumer-facing subscription or repeat-purchase businesses.

• Proven track record improving revenue per visitor, conversion rates and funnel efficiency through experimentation and product change.

• Strong strategic thinker with hands-on execution ability - comfortable both setting direction and shipping improvements.

• Experienced in building and prioritising experimentation roadmaps, and skilled in interpreting A/B and multivariate test results.

• Comfortable with funnel analytics, cohort analysis, survival curves and KPI-driven decision making; SQL or analytics tool literacy preferred.

• Excellent communicator able to translate commercial and technical complexity into clear actions for cross-functional teams and leadership.

Highly Valuable

• Experience in health, regulated products or other high-trust consumer categories.

• Background working with clinical teams, customer operations and fulfilment to align product experience with clinical safety and operational realities.

• Familiarity with tools such as Amplitude, GA4, Looker/LookML and experimentation platforms; SQL literacy desirable.

• Commercially minded with the ability to link product decisions to unit economics, contribution margin and LTV outcomes.

• Comfortable operating close to senior leadership with high trust, ownership and accountability.

We are an equal opportunities recruiter and welcome applications from all backgrounds, regardless of age, gender, ethnicity, disability, sexual orientation, or any other characteristic. Due to the volume of applications we receive, we are unable to respond to every candidate individually. If you have not heard from us within two weeks of applying, please assume that your application has not been successful on this occasion.