About Wakefit

Wakefit is a sleep and home solutions company focused on building high-quality, customer-centric products at scale. The mattress category is Wakefits largest and most strategic growth engine. Winning in this category requires tightly integrated category strategy, growth execution, marketing effectiveness, S&OP discipline, and P&L ownership to drive revenue and market share without compromising the bottom line.

Role Overview:

The Senior Program Manager Mattress Category (Growth, Revenue & P&L) will own end-to-end growth and revenue initiatives for the mattress business. This role acts as a single-threaded owner for category growth programs, driving profitable topline expansion through structured initiative chartering, cross-functional execution, and rigorous performance tracking.

The role works closely with marketing, supply chain, operations, marketplaces, product, finance, and tech teams to identify, charter, and deliver product-, service-, and offering-led initiatives that unlock revenue and market share while maintaining strong margin discipline.

Key Responsibilities:

Category Growth, Revenue & P&L Ownership

- Own and drive category-level initiatives that deliver sustained revenue growth and market share expansion while protecting contribution margins.

- Partner with category and finance teams to manage P&L levers including pricing, discounts, marketing spend, channel mix, and cost trade-offs.

- Build business cases for growth initiatives and track actuals against committed revenue and margin outcomes.

Initiative Charter Ownership & Governance

- Own end-to-end initiative charters for all growth and revenue programs within the mattress category.

- Define clear objectives, scope, hypotheses, timelines, KPIs, owners, and success metrics for each charter.

- Ensure committed revenue deliverables are met through rigorous execution tracking and cross-functional coordination.

- For initiatives that underperform or lack clarity, identify root causes across product, marketing, supply, pricing, or execution.

- Convert ambiguous or underperforming efforts into clear, actionable charters with defined problem statements and recovery plans.

- Drive course correction, re-prioritization, or escalation as needed to protect topline and margin outcomes.

- Provide structured updates to leadership on charter status, risks, learnings, and business impact.

S&OP & Growth Readiness

- Work closely with supply chain, planning, and operations teams to integrate growth initiatives into the S&OP process.

- Ensure demand signals from marketing campaigns, launches, and marketplace events are supply-ready.

- Minimize revenue leakage due to stock-outs, capacity constraints, or misaligned forecasts.

Marketing Performance, ROAS & Experiments

- Partner closely with brand and performance marketing teams to design and execute growth and revenue experiments.

- Own marketing performance tracking with a strong focus on ROAS, CAC, conversion, and incrementality.

- Drive structured experimentation across creatives, offers, bundles, pricing, and channels.

- Scale high-ROI experiments and sunset low-performing initiatives in line with P&L goals.

Product, Service & Offering-Led Growth

Identify and lead category growth initiatives across:

- New product variants, sizes, and configurations

- Bundles, add-ons, and service offerings

- Pricing and promotional constructs

- Channel-specific or customer-segment offerings

- Work with product, SCM, and ops teams to ensure feasibility, launch readiness, and scalable execution.

- Evaluate initiatives on revenue, market share, customer experience, and bottom-line impact.

Marketplace & Commercial Execution

- Drive mattress category growth across marketplaces in partnership with marketplace and marketing teams.

- Lead commercial discussions and negotiations around promotions, visibility levers, and campaign participation.

- Track marketplace economics, ROAS, contribution margins, and market share performance.

- Ensure operational and supply readiness for large-scale marketplace events and growth campaigns.

Analytics, Reviews & Stakeholder Management

- Track category KPIs including revenue, growth rate, market share, ASP, discounts, ROAS, contribution margin, and availability.

- Run structured weekly/monthly business reviews with leadership.

- Act as the central coordinator across marketing, SCM, ops, finance, product, and tech teams.

- Communicate clearly on performance, risks, trade-offs, and corrective actions.

Requirements

Experience & Skills:

- 48 years of experience in category management, program management, growth, business operations, or consulting roles.

- Strong exposure to P&L management, S&OP, marketing analytics, ROAS-driven growth, and initiative execution.

- Proven track record of driving profitable growth in consumer, D2C, or e-commerce businesses.

- Strong analytical and commercial acumen with the ability to balance growth and margin.

- Excellent stakeholder management, communication, and execution skills.

Preferred Qualifications:

- Experience in mattresses, furniture, consumer durables, or home categories.

- Hands-on experience working with marketplaces (Amazon, Flipkart, etc.).

- MBA or Bachelors degree in Engineering, Business, or related fields.

- Experience in fast-growing startups or omnichannel businesses.

What Success Looks Like:

- Consistent revenue and market share growth with stable or improving contribution margins.

- High-ROI marketing and growth programs driven by disciplined experimentation and ROAS ownership.

- Strong S&OP alignment enabling growth without supply-side constraints.

- Clear, well-governed initiative charters with high execution rigor and accountability.

- Scalable growth processes that support long-term expansion of the mattress category.