Location: Bangalore (Xoxoday HQ)
Experience: 6-8 years
Coverage: Global (GCC, Africa, SEA + expansion markets)
Function: Category Management | Partnerships
Role Summary
This role is built on five pillars: revenue ownership, strategic sourcing, commercial and margin optimization, cross-functional execution, and client experience governance across multiple categories and geographies for categories mentioned below.
Merchandise, Gift Cards, Topup and Travel (miles exchange, flights, hotels, airport lounges, mobile top-ups, eSIM,)
Key Responsibilities
- Revenue Ownership + Sales Enablement
- Own category-level revenue targets (NR/GMV/margin as applicable) across assigned categories and regions.
- Partner with Sales/Client Success to win deals by shaping the supply proposition, negotiating competitive pricing, and enabling client-specific commercial constructs.
- Drive category growth plans through supply expansion, pricing levers, and performance improvements.
- Strategic Sourcing + Supplier Consolidation
- Build and scale the supplier network across categories including Travel and Rewards (including Gift Cards and Merchandise).
- Lead end-to-end supplier onboarding: sourcing, evaluation, negotiation, contracting, and launch readiness.
- Consolidate suppliers based on KPI outcomes: margin uplift, win-rate, success- rate, coverage, SLA performance, and client experience.
- Commercials, Pricing, and Margin Optimization
- Own supplier commercials, pricing frameworks, and governance mechanisms to drive sustainable margin improvement.
- Run periodic commercial reviews and renegotiations (rate cards, incentives, rebates, pricing rules) aligned to category goals.
- Implement performance scorecards/QBRs with suppliers and ensure measurable outcomes.
- Cross-Functional Execution (Tech, Product, Finance, Ops)
- Work with Tech/Product to drive integration readiness: API requirements, certification, UAT coordination, go-live planning, and post go-live stability.
- Partner with Finance to negotiate and implement favorable payment terms (credit periods, settlement cycles, deposits/wallet constructs) to support working capital efficiency and risk control.
- Align with Ops/CS to ensure operational readiness, playbooks, and escalation workflows are in place.
- Client Experience Governance + Same-Day Resolution Discipline
- Own supplier SLAs and quality outcomes: uptime, response and resolution TATs, refund/cancellation timelines, and dispute handling.
- Maintain strong supplier relationships across channels (WhatsApp, email, calls) to ensure timely support to internal CS and to drive same-day resolution for high- priority client issues wherever feasible.
- Act as escalation owner for critical incidents: ensure closure, RCA, and prevention actions with suppliers and internal teams.
- Reporting and Business Hygiene
- Build and maintain structured trackers/dashboards: margin health, supplier performance, incident logs, win-rate/coverage, and risk flags.
- Maintain clean documentation: commercials repository, SOPs, decision logs, and escalation matrices.
Success Metrics (KPIs)
- Revenue attainment vs targets (NR/GMV)
- Margin uplift and margin leakage reduction
- Win-rate and conversion improvements for sales through pricing and supply optimization
- SLA adherence and critical issue resolution rate
- Supplier consolidation outcomes and performance improvement
- Integration and go-live timeliness
Required Skills & Experience
- 6-8 years in category management/sourcing/partnerships (marketplaces, travel tech, loyalty, rewards, e-commerce).
- Proven track record of owning revenue outcomes and negotiating commercials with suppliers/partners.
- Strong stakeholder management across Sales, Product/Tech, Finance, and Ops/CS with high ownership and execution discipline.
- High responsiveness and maturity in escalation handling and relationship-driven issue resolution.
- Strong analytical skills (pricing, margin, scorecards, business performance tracking).
Preferred Background
- Exposure to global geographies (GCC/Africa/SEA) and enterprise/banking clients.
- Experience across travel categories and/or digital rewards (gift cards, merchandise, top-ups, miles exchange).
- Familiarity with integration-led partnerships and post go-live performance governance.
