Head of Growth

About the Company

GrowSari is a tech-enabled B2B platform dedicated to transforming the over one million sari-sari stores across the Philippines into comprehensive service hubs for grassroots communities. Since its inception in 2016, GrowSari has expanded to serve over 50,000 stores in 100 cities, powering them with tools for growth, data analytics, and efficient management. The platform provides affordable inventory, working capital loans, and supports a variety of micro-services, such as telco load and e-commerce, enabling store owners to optimize their operations. GrowSari also delivers vital insights for manufacturers and distributors to enhance their strategies, building a sustainable ecosystem that drives local economic growth.

Job Summary:

The Head of Growth is a senior commercial and marketing leadership role responsible for architecting and driving the company's revenue growth engine across all consumer touchpoints, trade channels, and digital platforms. At the core of this mandate is an unrelenting focus on driving Gross Merchandise Value (GMV) growth and top-line sales — ensuring every strategy, campaign, activation, and investment ultimately translates into measurable commercial output.

1. GMV Growth & Sales Leadership

• Own and drive the company's total GMV and net sales targets across all channels — online, offline, modern trade, general trade, D2C, and emerging channels
• Develop and execute a GMV growth framework that systematically identifies and activates the highest-impact levers: new buyer acquisition, basket size expansion, purchase frequency uplift, and channel mix optimization
• Set channel-level GMV targets and hold channel owners accountable to weekly, monthly, and quarterly sales performance
• Lead the development of sales acceleration programs — including volume-driving promotions, bundle mechanics, upsell and cross-sell strategies, and limited-time offers designed to compress purchase cycles
• Build and manage a GMV forecast model — tracking actuals vs. plan in real time, identifying gaps early, and deploying corrective actions with speed and precision
• Lead sell-through acceleration initiatives at key retail and e-commerce accounts — working with trade and digital teams to reduce slow-moving inventory, improve stock velocity, and maximize shelf productivity
• Develop tiered account growth strategies — identifying the top accounts driving disproportionate GMV contribution and building bespoke growth plans for each
• Drive average order value (AOV) and basket size growth through intelligent product bundling, promotional mechanics, loyalty incentives, and cross-category sell strategies
• Ensure all marketing, trade, and digital investments are directly connected to GMV outcomes — every peso/dollar spent must have a clear line of sight to sales impact
• Prepare and present regular GMV performance reviews to the CEO and Executive Leadership Team — with full decomposition of growth drivers, channel trends, and forward-looking projections

2. Growth Strategy & Revenue Planning

• Develop and own the company's comprehensive growth strategy — defining where to play, how to win, and what to prioritize across categories, channels, geographies, and consumer segments
• Lead the annual commercial planning process, setting revenue targets, volume objectives, market share goals, and channel contribution plans across all business units
• Build and manage the integrated growth roadmap — sequencing initiatives across brand building, trade investment, digital acceleration, new market entry, and GMV-driving activations
• Conduct regular portfolio growth reviews — identifying which brands, SKUs, and channels are over/under-performing against GMV targets and recommending corrective actions or accelerated investment
• Develop scenario models and growth simulations to stress-test strategic options and support CEO/Board-level decision making
• Benchmark growth performance against industry peers, category growth rates, and best-in-class FMCG operators locally and globally

3. Brand & Consumer Marketing

• Partner with the Marketing team to ensure brand strategies are commercially grounded and directly connected to GMV and sales outcomes — penetration, frequency, basket size, and loyalty
• Oversee the development of integrated campaign strategies that balance brand equity building with short-term sales activation and GMV acceleration
• Champion consumer insight-led growth — ensuring all growth initiatives are anchored in a deep understanding of target consumer behavior, purchase triggers, and category consumption habits
• Lead new product launch go-to-market strategies — from consumer targeting and channel prioritization to trade sell-in, launch GMV targets, and post-launch performance tracking
• Drive portfolio architecture decisions — pack sizes, price tiers, brand extensions, and product rationalization — to maximize category coverage, sales volume, and margin contribution
• Ensure consistent and compelling brand communication across retail, digital, OOH, and experiential touchpoints that reinforces purchase intent and drives conversion

4. Trade & Channel Sales Growth

• Develop and execute channel sales growth strategies across modern trade, general trade, foodservice, institutional, e-commerce, D2C, and emerging channels — with explicit GMV targets per channel
• Lead joint business planning (JBP) processes with key retail and distribution partners — setting mutually agreed GMV growth targets, promotional calendars, and sell-through milestones
• Drive distribution expansion — increasing numeric and weighted distribution across prioritized geographies and channel formats to widen the GMV addressable base
• Own the trade investment strategy — ensuring promotional spend, listing fees, and activation budgets are allocated to the highest GMV-generating accounts and programs
• Build sell-out acceleration programs with key accounts — including in-store activations, display programs, endcap placements, and shopper marketing campaigns designed to drive purchase conversion
• Champion perfect store execution — defining and monitoring category, shelf, and visibility standards that directly improve sales velocity and GMV contribution at the point of purchase
• Identify and develop new channel opportunities — including quick commerce (q-commerce), on-demand retail, pharmacy/health channels, and B2B platforms — sizing their GMV potential before committing resources

5. Digital Growth, E-Commerce GMV & D2C Sales

• Own the company's total digital GMV target — spanning e-commerce marketplaces, D2C platforms, social commerce, and quick commerce channels
• Develop and execute marketplace GMV growth strategies — including platform-specific promotional mechanics (flash sales, campaign day participation, vouchers, free shipping thresholds), search ranking optimization, and sponsored product investment
• Drive participation and performance in major platform sales events — 11.11, 12.12, Ramadan, Year-End Sales, and other high-GMV-potential campaign moments — with structured pre-event, during-event, and post-event execution plans
• Build and scale the company's direct-to-consumer (D2C) sales capability — including owned website/app optimization, subscription revenue models, loyalty programs, and digital CRM to grow recurring GMV
• Develop performance marketing strategies across paid search, paid social, programmatic, influencer, and affiliate channels with a clear ROAS target and GMV contribution per channel
• Drive digital shelf excellence — ensuring product listings, imagery, A+ content, ratings, reviews, and search rankings are optimized to maximize conversion and online sales velocity
• Oversee social commerce GMV growth — including TikTok Shop, Instagram Shopping, Facebook Commerce, and live selling programs, with dedicated GMV targets per platform
• Monitor digital GMV trends in real time — identifying conversion rate drops, traffic shortfalls, or competitor pricing moves and responding with tactical interventions to protect GMV targets

6. Consumer Acquisition, Retention & Repeat Sales

• Build and manage the company's consumer acquisition strategy — identifying the most efficient and scalable channels to reach, convert, and retain new buyers, with CAC-to-LTV ratios as core efficiency metrics
• Develop retention and repeat purchase frameworks — including loyalty programs, subscription mechanics, personalization strategies, and re-engagement campaigns designed to grow purchase frequency and lifetime GMV per consumer
• Drive improvement in core consumer sales metrics: household penetration rate, purchase frequency, repeat purchase rate, consumer lifetime value (CLV), and churn rate
• Lead CRM strategy and execution — building segmented consumer databases, automating lifecycle communications, and deploying personalized offers that drive repeat transactions and basket size growth
• Champion consumer community building — turning brand users into advocates and repeat buyers through ambassador programs, UGC campaigns, referral mechanics, and community-led growth tactics

7. Team Leadership & Capability Building

• Build, lead, and develop a high-performing, commercially focused Growth team spanning brand marketing, trade, digital, CRM, and analytics — with a shared accountability for GMV and sales outcomes
• Set clear GMV-linked goals, KPIs, and performance standards for each team member and function within the Growth organization
• Foster a growth mindset and sales-first culture — characterized by curiosity, experimentation, urgency, and an unrelenting focus on converting strategy into GMV
• Identify and address capability gaps within the team through hiring, training, mentoring, and external partnership
• Manage and optimize the overall growth budget — ensuring efficient allocation across brand, trade, digital, and innovation investments relative to GMV return
• Represent the Growth function at Executive Leadership Team and Board level — communicating GMV performance, growth strategy, and investment requirements with clarity and confidence