Category Lead

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Experience: 5+ yrs

Location: Bengaluru

We are looking for a commercially driven Category Lead / Head of Commerce to lead and scale the organisation’s consumer commerce business. This role combines P&L ownership, revenue growth, marketplace expansion, performance marketing, merchandising, and offline retail development.

The ideal candidate will have experience in D2C, consumer technology, marketplaces, or digital commerce, with a strong track record of driving revenue, improving profitability, and building scalable growth strategies. You will take ownership of business performance while strengthening customer acquisition, conversion, retention, and operational efficiency.

Requirements

Key Responsibilities

• Own the end-to-end P&L for the commerce category, including revenue, margins, customer acquisition costs, retention, and profitability.
• Develop and execute strategies to accelerate category growth while maintaining sustainable unit economics.
• Identify opportunities for revenue expansion, margin improvement, customer lifetime value (LTV), and repeat purchases.
• Lead marketplace expansion and optimise performance across relevant e-commerce platforms.
• Improve product listings, catalogue quality, pricing, visibility, assortment, and conversion rates across digital channels.
• Identify and develop new customer acquisition channels and revenue opportunities.
• Drive performance marketing initiatives across Meta, Google, and other digital advertising platforms.
• Monitor and optimise customer acquisition cost (CAC), return on ad spend (ROAS), conversion rates, retention, and repeat purchase behaviour.
• Own merchandising strategy, product assortment planning, pricing, and category positioning.
• Manage supplier relationships, inventory planning, product availability, and coordination with supply chain teams.
• Use customer insights, sales trends, and market intelligence to refine product selection and category strategy.
• Lead the strategy and execution of offline retail expansion, including location selection, store economics, operating models, and rollout plans.
• Establish analytical frameworks, dashboards, and performance metrics to monitor business health.
• Conduct regular business reviews, identify performance gaps, and implement corrective actions.
• Collaborate with cross-functional teams to improve operational efficiency and deliver a consistent customer experience.

What Makes You a Great Fit

• 5+ years of experience in category management, e-commerce, D2C, consumer technology, marketplace operations, or digital commerce.
• Proven experience managing revenue growth, business performance, and commercial outcomes.
• Strong understanding of P&L management, gross margins, contribution margins, and unit economics.
• Experience scaling businesses through online marketplaces and direct-to-consumer channels.
• Hands-on knowledge of performance marketing across Meta, Google, and other acquisition platforms.
• Strong understanding of CAC, ROAS, conversion optimisation, customer retention, and LTV.
• Experience with merchandising, assortment planning, pricing strategies, inventory management, and supplier relationships.
• Exposure to offline retail expansion, store operations, or omnichannel commerce will be an advantage.
• Strong analytical skills with the ability to translate data into actionable business decisions.
• Excellent stakeholder-management, communication, negotiation, and problem-solving skills.
• Ability to work effectively across marketing, product, operations, finance, and supply chain teams.
• A proactive, ownership-driven mindset with the ability to manage multiple priorities in a fast-paced environment.
• A B.Tech, MBA, or equivalent qualification is preferred.