The Category Manager is responsible for driving the growth and performance of assigned categories within the marketplace by managing supplier relationships, optimizing assortment and pricing strategies, and executing commercial initiatives that enhance customer experience and business performance. The role works cross-functionally with Sales, Supply, Operations, Growth, Product, and Finance teams to maximize GMV, revenue, profitability, and customer engagement.
RESPONSIBILITIES- Own and drive category growth across Cartona Marketplace by managing the full commercial cycle, including GMV, revenue, growth margin, and supplier performance.
- Build and execute category strategies that balance assortment expansion, pricing competitiveness, profitability, and customer needs across different retailer segments.
- Lead Companies acquisition and relationship management by identifying strategic partners, negotiating commercial terms, and driving long-term growth opportunities.
- Analyze customer behavior, order patterns, and market trends to optimize assortment, increase Revenue per User (RPU), and improve conversion across the ordering funnel.
- Collaborate closely with Sales, Supply, Operations, Growth, Product, and Finance teams to improve availability, fill rate, customer experience, and operational efficiency.
- Launch and manage promotional campaigns, supplier activations, and in-app visibility initiatives to drive adoption, engagement, and average order value.
- Work with data and analytics teams to identify growth opportunities, monitor category KPIs, and support data-driven decision-making.
- Improve retailer experience by ensuring the right products, pricing, and supplier mix are available to support different business needs across Horeca , Enterprise and retail segments.
- Monitor market dynamics, competitor activity, and industry trends to continuously refine category strategy and identify new opportunities for growth.
REQUIREMENTS- Bachelor's degree in Business, Economics, Supply Chain, Marketing, or a related field.
- 2+ years of experience in category management, business development, marketplace operations, FMCG, e-commerce, or B2B commerce environments.
- Strong commercial mindset with hands-on experience managing P&L, growth targets, pricing, and supplier relationships.
- Proven ability to work cross-functionally and lead initiatives across sales, operations, supply, growth, and product teams.
- Advanced analytical skills with strong proficiency in Excel/Google Sheets; SQL is a plus.
- Strong understanding of marketplace dynamics, retailer behavior, and growth levers in fast-paced environments.
- Highly execution-oriented with the ability to prioritize, solve problems quickly, and deliver results under pressure.
- Excellent communication, negotiation, and stakeholder management skills.
