Category Manager

ABOUT THE ROLE

You'll own a portfolio of FMCG sellers and brands on Kirana Club — and be accountable for scaling them on the platform. This is a diagnostic + execution role: read the funnel, understand the category, call buyers, build the commercial case, influence sellers, and deliver NMV growth.

WHAT YOU'LL DO

• Own NMV targets for your seller portfolio. Build and execute 30/60/90-day scale-up plans — and track them weekly.
• Diagnose conversion problems using platform funnel data (visit → ATC → MOV → order) and turn findings into a concrete action plan
• with the seller.
• Build seller P&L models — articulate the commercial case for platform investment, show sellers their cost structure (PTR, logistics, returns, commissions) and the upside of scaling on KC.
• Understand platform P&L levers: contribution margin, take rate, logistics cost, RTO, promotional ROI — and how your decisions flow through to platform CM.
• Run structured buyer surveys to understand demand-side barriers. Synthesise VOC into recommendations sellers will act on.
• Influence seller teams — catalogue, pricing, logistics — without direct authority. Use data and sharp framing to get things done through people you don't manage.
• Negotiate terms of trade: assortment depth, promotional investment, fill rate SLAs.
• Design and track A/B tests on pricing, assortment, and promotions. Scale what works, cut what doesn't.
• Work cross-functionally with product, ops, and logistics to resolve platform-side blockers in your sellers funnel.

WHAT WE'RE LOOKING FOR

• 3–6 years in category management, seller growth, key account management, or FMCG trade/sales.
• Comfort with both sides of the P&L — seller unit economics and platform contribution margin.
• Functional understanding of FMCG distribution: MOP, PTR, distributor margins, GT channel dynamics.
• Analytical sharpness: given a conversion funnel, you isolate the broken stage before forming any opinion.
• Proven track record of growing a measurable outcome — with specifics, not just percentages.
• Structured approach to user/buyer research with clear synthesis.
• Excel mandatory; SQL or BI tools (Metabase, Looker, Mixpanel) a strong plus.

YOU'LL STAND OUT IF YOU HAVE

• Experience at companies like Udaan, Jumbotail, Flipkart, Blinkit, or a B2B FMCG distribution platform.
• Exposure to GT-distributed FMCG categories: spices, BPC, edible oils, home care.
• MBA — especially paired with a pre-MBA stint in FMCG trade, supply chain, or category management.

Education: Bachelor's degree (mandatory) | MBA (preferred)

Location: Bangalore | HSR Layout