Company : A leading player in the Personal Care category

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

Location : Gurgaon/NCR/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

1. 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

2. 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)

3. 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

4. Pricing & Promotions :

- Develop competitive pricing strategies aligned with market benchmarks

- Plan and execute promotional calendars (discounts, bundles, coupons)

- Monitor price parity across channels

5. 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

6. 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

7. Data Analytics & Performance Tracking :

- Analyze key metrics:

- GMV, revenue, margins

- Conversion rates, traffic, basket size

- Use insights to drive continuous optimization

8. 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

9. 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