Business
Category Manager
Bangalore3–6 yrs experienceFull-time
Reviewing applications on a rolling basis · First-round responses within 5 working days
Apply for this role→
Application takes ~2 minutes.
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.
Ready to apply?
Application takes ~2 minutes.
Apply for this role→Questions about the role? careers@kirana.club