Senior Category Manager

Supertails

Senior Category Manager - Clinics

Role Summary

The Senior Category Manager - Clinics owns the growth of Supertails' clinic business in Bengaluru. This is a high growth and cross-functional role: the Category Manager works closely with marketing, retention, brand, operations, veterinary teams, and inside sales to align them toward a single outcome - more pet parents walking into Supertails clinics, more often, and generating more revenue per visit.

The role sits at the intersection of marketing, retention/CRM, operations, veterinary service delivery, brand, and inside sales. Success depends on program and stakeholder management as much as analytical rigor and swift execution.

Key Responsibilities

1. New Customer Acquisition

• Partner with the Digital Marketing team to acquire new pet parents into clinics through the right targeting, creative, and budget allocation across ad platforms.
• Work with the Retention team and Supertails' online/e-commerce growth teams to convert existing customers (pharmacy, online vet) into their first clinic visit.

2. Repeat & Retention

• Build repeat and lapser strategies to drive retention.
• Partner with the Retention team on lifecycle journeys and comms (reminders, follow-ups, winback campaigns), and with Operations and Vet teams on service-experience initiatives that drive repeat visits.

3. Brand

• Partner with the Brand team on online and offline branding initiatives that build trust and drive acquisition in each clinic's catchment area.

4. Inside Sales

• Work with the Inside Sales team to track and improve lead-to-booking conversion and call quality.
• Ensure the team has the required context and offers to convert leads, including nurture activities for cold leads.

5. Cross-Functional Program & Stakeholder Management

• Align Marketing, Retention, Brand, Operations, Vet, and Inside Sales teams around a single monthly walk-in and revenue target per clinic, running the review cadence needed to keep everyone on track.
• Own the analytics behind the category (cohorts, repeat, discount impact, clinic deep-dives) and represent clinic performance in leadership reviews.

Key Metrics Owned

• Walk-ins and revenue, by clinic and in aggregate, across new-customer and repeat segments.
• Repeat rate by cohort and acquisition month, tracked against maturity-adjusted benchmarks.
• Lapser mix (active / near-lapse / lapsed) and winback recovery rate.
• Lead-to-booking and booking-to-walk-in conversion, owned jointly with Inside Sales.
• Cost per acquisition and discount mix, tracked jointly with Marketing and Finance.

Requirements

Experience

• 3-8 years in category management, growth, or business management roles, ideally spanning both digital/performance marketing and offline/retail or services businesses.
• Prior experience in a high-growth startup is a plus.

Skills

• Strong data and analytical skills; comfortable with cohort and retention analysis.
• Excellent stakeholder management across teams, without formal authority.
• Strong commercial and P&L orientation.
• Clear, structured communicator.
• Comfortable operating in ambiguity within a growing, multi-location business.

Why Supertails?

Supertails is building India's largest pet healthcare ecosystem - spanning e-commerce, pharmacy, online vet consultations, and clinics - to make quality veterinary care accessible to every pet parent. Healthcare is at the core of what we do: a genuine attempt to fix how pets in India access diagnosis, treatment, and preventive care.

This role sits at the frontline of that mission. The decisions made here directly shape whether a pet gets vaccinated on time, whether a post-surgery follow-up happens, or whether a first-time pet parent finds a vet they trust - at scale, across a fast-growing network of clinics. It's a chance to build a healthcare category from the ground up, in a business that treats pet health with the same seriousness as human health, and to see the direct, compounding impact of that work on thousands of pets and pet parents.