Category Manager - ECommerce Channel - FMCG

• 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