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Eucalyptus is a leading consumer healthcare platform operating across the US, Australia, UK, Germany, Japan, Spain and Canada, delivering personalised preventative health, weight management, and women's and men's health services. The company recently joined Hims & Hers to scale globally.
You will own Repeat Contribution Margin for the UK market—a single P&L number encompassing repeat revenue minus variable costs to serve across Hims and Hers brands in weight-loss, hair, sexual health, and TRT. You report to the Managing Director, UK and sit alongside two brand Directors of Growth who own new patient acquisition.
Key responsibilities:
• Own the complete UK Repeat Contribution Margin target: both revenue generation and variable cost management, including retention-linked COGS. Commercial sets the P&L target and model guardrails; you choose the levers, build the plan, and deliver the number.
• Run the monetisation portfolio across expansion levers (cross-sell across conditions, service packages, premium tiers, Shop and physical add-ons, paid diagnostics) and margin-protection levers (commit-and-save upsells, titration and maintenance plans, cancellation saves, reactivation, loyalty). Decide where to invest, size the opportunity, and kill underperforming initiatives.
• Own churn and save economics: cancellation saves, reactivation, and win-back programs. Turn churn modelling and automated save offers into a governed P&L lever, proving incrementality rather than claiming credit for patients who would have returned anyway.
• Own the entire post-purchase journey from activation through lifetime value. When Proposition defines and builds new offers for core categories, you take over operational execution post-purchase.
• Lead a condition-level retention team of four: a Head of Retention for weight-loss across both brands (with a Strategy & Ops Lead reporting to them), plus S&O Leads for Hair/Sex and TRT (the latter including activation ops from blood test to first order). Build the bench and raise performance standards.
• Direct central and shared functions without managing them: CRM, Patient Support, Clinical Ops, Clinical Outcomes, and Product. You set experience standards, approve SLAs and cost lines, and hold each function accountable to impact using influence and evidence rather than reporting authority. You will not set clinical protocol.
• Surface, prioritise, and win the product roadmap: translate retention friction into a prioritised requirement list with business cases, and pitch against acquisition work to secure resources.
Success in the first six months means delivering a trusted Repeat Contribution Margin baseline, phasing in condition-level cost attribution, launching two to three monetisation levers with clean performance reads, and proving a save programme survives incrementality testing.
Requirements:
• 10–12 years of experience across D2C brands running P&Ls and owning commercial targets.
• Proven track record owning (not influencing) a repeat-revenue or contribution-margin number in a subscription or repeat-purchase consumer business. You can articulate your plan, what went wrong, and what you'd do differently.
• Built a monetisation portfolio, not just run retention campaigns: pricing and packaging, upsell and cross-sell, plan structures, loyalty. You've decided what to build, sized it, and killed underperformers.
• Commercial and analytical rigour on the cost side: deep understanding of contribution margin, experience working with imperfect cost attribution and making decisions anyway, and a hard line on incrementality—including when flattering headline numbers are offered.
• Delivered through functions you don't manage (CRM, support, ops, clinical, product). You know how to set standards, agree SLAs, and hold people to impact using influence and evidence rather than reporting lines.
• Led and built a small senior team: hired well, levelled honestly, and given people real ownership of sub-numbers.
• Operate at pace in ambiguity and bring your own point of view. This role has no playbook at Eucalyptus; you'll be expected to anchor direction rather than wait for the MD or Commercial to set the agenda.
Nice to haves:
• Healthcare or another regulated, trust-based consumer category where what you can say and offer is genuinely constrained.
• Experience across more than one market—Germany mirrors this model as it matures, and weight-loss retention may become EMEA-wide.
