D2C brands realign leadership hiring strategies to match growth and omnichannel expansion: Report
More than half (55%) of leadership hires in 2024 were in business and operations functions, reflecting the direct to customer sector’s growing focus on retail expansion, revenue growth, and strategic leadership, a new study found.
Notably, 60% of these hires were centred around growth, revenue, and strategy, while 25% focused on retail operations, 15% on general operations, and 10% on other business roles.
The report by executive search and talent advisory firm Longhouse, titled ‘D2C Talent Trends: The Leadership Shift’ analyses leadership hiring trends in India’s direct-to-consumer (D2C) sector from 2021 to 2024. It highlights a fundamental shift in business strategies, reinforcing the sector’s evolving approach—from a technology and investor-led playbook to a structured, revenue-focused growth model, where leadership hiring aligns with business fundamentals, omnichannel scalability, and long-term profitability.
Based on an analysis of 300+ leadership movements across 48 D2C organisations, the report reveals a move away from tech-heavy hiring toward strong leadership in business, operations, and omnichannel retail, ensuring sustainable growth and scalability.
“India’s D2C brands are evolving beyond their digital roots, embracing a hybrid growth model that integrates both online and offline channels. As brands expand their physical retail presence, they are prioritising leadership with expertise across traditional and digital-first businesses to drive sustainable and strategic growth. With many D2C players eyeing IPOs, the focus is shifting from rapid expansion to long-term profitability and operational efficiency,” said Rohit Srivastava, senior partner, Longhouse.
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