Senior Manager Sales (Category Strategy & Business Planning)

Key Responsibilities

Category Strategy & Business Planning

• Develop and own the annual plan for each category in the portfolio covering revenue reach contribution margin and market penetration targets.

• Conduct deep-dive market sizing competitive benchmarking and customer research to identify the highest-leverage growth levers for each category.

• Define the go-to-market model for each category: pricing strategy channel mix operator onboarding approach and demand activation.

• Identify and recommend new category or revenue opportunities to the management based on market signals operator feedback and platform data.

Revenue & Profitability Ownership

• Own pan-India revenue GMV and contribution margin targets for the assigned category portfolio; report progress weekly to the management.

• Build category-level P&L models and financial forecasts; flag risks early and propose corrective actions.

• Drive initiatives to improve unit economics: yield optimisation cost rationalisation and monetisation of underutilised inventory or features.

• Design and execute revenue growth sprints seasonal campaigns operator incentive schemes demand-side promotions in coordination with Marketing and Product.

Operator & Partner Development

• Lead operator onboarding and engagement for assigned categories pan-India; own the operator count and active supply targets.

• Build structured operator success programmes: training toolkits performance dashboards and feedback loops to improve supply quality and consistency.

• Identify and close strategic partnerships that unlock step-change growth.

• Travel across key markets to build relationships with top operators and understand ground realities that dont show up in data.

Cross-functional Leadership

• Work with Product & Engineering to define category-specific product requirements prioritise the roadmap and ensure features ship on time.

• Partner with Marketing to design demand generation campaigns performance marketing briefs and category-specific content.

• Collaborate with Data Science & Analytics to build category dashboards define KPIs and run experiments (A/B tests pricing pilots etc.).

• Coordinate with Finance on budgeting billing structures and incentive payout mechanisms.

SBU Oversight & Team Leadership

• Monitor day-to-day operations for each category; act as the escalation point for key decisions.

• Run structured monthly business reviews (MBRs) for each category with the management covering performance risks upcoming initiatives and resource needs.

• Build a high-accountability operating culture: clear OKRs transparent tracking and fast

Qualifications :

• 712 years in category management business development strategy or P&L ownership in a consumer internet marketplace or travel company.

• Demonstrated experience owning a pan-India or multi-region mandate with revenue accountability.

• Strong analytical foundation comfortable building business cases reading dashboards and designing pricing models.

• Ability to influence without authority: works across product marketing ops and finance to drive outcomes.

• Entrepreneurial mindset can take an early-stage category from zero to one and a mature category from good to great.

• Prior exposure to travel business bus mobility logistics or B2B travel is a strong advantage.

• Excellent communication can write a crisp strategy deck and also negotiate directly with a regional bus operator.

Additional Information :

Additional Information: Candidates are responsible for safeguarding sensitive company data against unauthorized access use or disclosure and for reporting any suspected security incidents in line with the organizations ISMS (Information Security Management System) policies and procedures

Remote Work :

No

Employment Type :

Full-time

Experience: years
Vacancy: 1