Category Manager

Job Title: Category Manager – E-commerce Channel (Personal Care)

Location: Gurgaon/Hybrid

Department: Sales / E-commerce

Reporting To: Director

Role Overview

The Category Manager – E-commerce will own the end-to-end performance of assigned personal care categories across online marketplaces and quick-commerce platforms. The role is accountable for driving revenue growth, profitability, assortment optimization, and digital shelf excellence while building strong partnerships with key e-commerce players such as Amazon, Flipkart, and emerging quick-commerce platforms.

Key Responsibilities

• Category Strategy & P&L Ownership
  • Own the category P&L for e-commerce channels
  • Develop annual and quarterly growth plans aligned with business objectives
  • Identify growth levers across pricing, assortment, promotions, and visibility
• Marketplace Management
  • Manage relationships with key platforms (e.g., Amazon, Flipkart, Nykaa, Blinkit, Zepto)
  • Plan and execute platform-specific campaigns (e.g., Great Indian Festival, Big Billion Days)
  • Ensure strong execution of JBP (Joint Business Plans)
• Assortment & Portfolio Optimization
  • Define optimal assortment by platform and region
  • Drive new product launches and exclusive SKUs for online channels
  • Rationalize low-performing SKUs based on data insights
• Pricing & Promotions
  • Develop competitive pricing strategies aligned with market benchmarks
  • Plan and execute promotional calendars (discounts, bundles, coupons)
  • Monitor price parity across channels
• Demand Planning & Inventory Management
  • Collaborate with supply chain teams to ensure optimal inventory levels
  • Forecast demand for campaigns and seasonal spikes
  • Minimize stockouts and excess inventory
• Digital Shelf & Content Excellence
  • Ensure best-in-class product listings:
  • SEO-optimized titles and descriptions
  • High-quality images and A+ content
  • Track and improve conversion rates and search rankings
• Data Analytics & Performance Tracking
  • Analyze key metrics:
  • GMV, revenue, margins
  • Conversion rates, traffic, basket size
  • Use insights to drive continuous optimization
• Marketing & Performance Management
  • Own and manage marketplace and performance marketing budgets across platforms
  • Plan and optimize ad spends (Amazon Ads, Flipkart Ads, etc.) to maximize ROI
  • Track key marketing metrics such as ROAS, CAC, and conversion efficiency
  • Identify opportunities to improve campaign performance through data-driven insights
  • Collaborate with internal/external teams to execute high-impact marketing campaigns
  • Continuously optimize campaigns to drive higher visibility, traffic, and sales efficiency
• Cross-functional Collaboration
  • Work closely with:
  • Marketing (digital campaigns, brand visibility)
  • Supply chain (availability, fulfillment)
  • Finance (margin and ROI tracking)

Key Performance Indicators (KPIs)

• Revenue / GMV growth
• Gross margin & contribution margin
• Market share on key platforms
• Inventory turnover & availability
• Conversion rate & digital shelf metrics
• Return on Ad Spend (ROAS) / Marketing ROI
• Customer Acquisition Cost (CAC) optimization
• Ad-driven revenue contribution

Qualifications & Experience

• MBA or equivalent preferred
• 4–8 years of experience in e-commerce, category management, or key account management
• Experience in personal care / FMCG industry preferred
• Strong understanding of Indian e-commerce landscape

Skills & Competencies

• Strong analytical and problem-solving skills
• Negotiation and stakeholder management
• Data-driven decision-making
• Strong understanding of performance marketing & marketplace ads
• Budget management and ROI optimization mindset
• Commercial acumen
• Proficiency in Excel and analytics tools

Preferred Experience

• Hands-on experience managing platforms like Amazon and Flipkart
• Exposure to quick-commerce channels (e.g., Blinkit, Zepto)
• Experience with digital marketing and performance marketing metrics

What Success Looks Like

• Consistent double-digit growth in e-commerce revenue
• Strong platform relationships and visibility during key events
• Optimized assortment delivering high conversion and margins
• Seamless execution of campaigns with minimal stock issues

Compensation

Competitive salary + performance-linked incentives

Benefits as per company policy

Equal Opportunity Statement

We are an equal opportunity employer committed to building a diverse and inclusive workplace.