Manager, DTC Retention & Growth

It’s more than just water. FIJI Water is known for its iconic square bottle and unique mineral profile.  Since 1996, FIJI Water has embodied what it means to be Earth's Finest Water® and is sold worldwide. FIJI Water is committed to doing business responsibly and seeking opportunities to make a difference. This means investing in sustainability, the environment, and local communities to enable positive change. 

The FIJI Water Home Delivery Team is a critical part of the FIJI Water business and a key channel for building direct relationships with our consumers. Our Direct-to-Consumer (DTC) team is looking for a strategic, entrepreneurial, and highly collaborative individual who understands how to grow consumer lifetime value through best-in-class retention strategies. The Manager, DTC Retention & Growth will play a critical role in shaping the subscriber experience and strengthening the foundation of our Home Delivery business. 

Reporting to the Director of DTC, you will be responsible for driving long-term customer value by improving retention, reducing churn, and creating best-in-class subscriber experiences. You’ll partner closely with brand marketing, internal agency partners (email/SMS, paid media, analytics) and customer experience teams – using data to shape strategies that grow customer lifetime value. This role will lead the planning and execution of programs that keep customers engaged, loyal, and coming back.

Location: This position will be based at our West Los Angeles, CA office. We work a hybrid schedule with an in-office requirement Monday-Wednesday and the option to work remotely on Thursday and Friday.

• Develop and lead our end-to-end subscriber retention strategy, including onboarding, engagement, churn reduction, and win-back efforts
• Analyze subscriber cohorts and cancellation trends to uncover insights and design targeted strategies that reduce churn and boost engagement
• Drive optimization of lifecycle marketing programs, including revamping email and SMS flows, refining segmentation, and launching new automated touchpoints
• Launch and manage a loyalty program that deepens engagement and increases customer lifetime value
• Own retention reporting and KPI tracking – building dashboards and performance reports that guide decision-making and initiative prioritization
• Lead strategic testing initiatives across messaging, cadence, offers, and on-site experience to increase AOV, repeat rate, and subscriber revenue
• Pilot and scale direct mail campaigns to support retention and win-back goals
• Champion the subscriber experience, partnering with CX to integrate feedback and align retention efforts with customer needs
• Collaborate cross-functionally with eCommerce, paid media, and analytics to bring strategies to life and continuously improve the subscriber journey

• A minimum of 3-5 years in retention, lifecycle, or CRM marketing roles, with direct experience in a DTC subscription business required
  • Consumer packaged goods industry experience is preferred
• Proven track record of improving customer retention, LTV, or reducing churn
• Experience with cohort analysis and consumer segmentation
• Strong analytical mindset with experience turning insights into strategic action
• Strong cross-functional collaboration and communication skills
• Hands-on experience building, managing, or optimizing loyalty programs
• Experience with tools such as Ordergroove, Okendo, and Gorgias is preferred
• Bachelor’s degree in related field required

Pay Range: $105,000 - $115,000 and may include a discretionary bonus. Final compensation will be dependent upon skills & experience.

• Thriving Wellness Community: Access to top-notch medical coverage comprehensive vision and dental plans, and a 401k with match eligibility to secure your financial future and including: 
  • 24/7 online physician consultations 
  • virtual mental health resources 
  • life coaching 
  • engaging employee community groups 
  • cash rewards for healthy habits and fitness reimbursements 
  • library of on-demand fitness videos 
• Career Advancement Opportunities: Unlock your potential with clear paths for career progression and internal mobility across our diverse family of brands and business units. 
• Focused Learning and Development: Grow as a leader with our dedicated Learning and Organizational Development department, offering extensive resources like People Manager and leadership training, webinars, and eLearning courses. 
• Empowering Mentorship Program: Connect with colleagues through our company-wide mentorship program to share goals, overcome challenges, and drive your career forward. 
• Continuous Improvement Training: Participate in training that empowers all employees to learn and implement concepts that drive significant, positive change in the workplace. 
• Building a Healthy Society: To date, our co-Founders Lynda and Stewart Resnick, through their foundations and The Wonderful Company, have invested more than $2.5 billion in education, health and wellness, community development, and sustainability initiatives across California’s Central Valley, Fiji, and the world. In 2024, Wonderful ranked as #3 in PEOPLE’s “100 Companies That Care” list and was named one of Fortune magazine’s 100 Best Companies to Work For. To learn more about our corporate social responsibility efforts, visit csr.wonderful.com.
• Giving Back to the Community: Make a difference with Wonderful Giving, allowing you to allocate company-provided funds to up to three charities of your choice, and join Wonderful Neighbor to contribute to group service projects within our local communities. 

FIJI® Water, natural artesian water bottled at the source in Viti Levu (Fiji islands), is the No. 1 premium imported bottled water in the United States. FIJI Water is the water of choice among discerning consumers and top chefs.  Widely available at fine restaurants and hotels, all major retail channels and through a convenient home/business delivery service, FIJI Water has expanded globally to more than 90 countries. To discover Earth’s Finest Water®, please visit www.fijiwater.com, like us on Facebook, or follow us on Instagram or Twitter.

FIJI Water is part of The Wonderful Company, a successful, fast-growing privately held $6 billion company with 10,000 employees worldwide. The Wonderful Company’s connection to consumers has health at its heart and giving back in its DNA. The company has a long-standing commitment to corporate social responsibility, including more than $1 billion invested in environmental sustainability; $65 million in charitable giving, education initiatives, and innovative health and wellness programs each year; and $143 million toward the construction of two charter school campuses in California’s Central Valley. To view the current Corporate Social Responsibility report, visit csr.wonderful.com.

The Wonderful Company is an Equality Opportunity Employer that provides opportunities for advancement. We are committed to creating a diverse workforce that embodies a deep culture of acceptance, equity, and inclusion. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, protected veteran status, or other protected categories.

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