Category Growth Lead (Hiring Immediately)

POSITION DESCRIPTION The Category Growth Lead owns the commercial performance and long-term growth strategy for assigned Amazon product categories across Vendor Central and Seller Central. This role is accountable for driving revenue growth, market share, profitability, and category health, using a data led approach across pricing, promotions, selection, content, and visibility levers. Acting as the single-threaded owner for their categories, the Category Growth Lead translates Amazon data and shopper behaviour into clear action plans—prioritising investment, shaping range strategy, and aligning cross functional teams to deliver sustainable growth. This role partners closely with Supply Chain, Advertising, Content Creation and Finance to ensure category plans are executable, profitable, and operationally sound. RESPONSIBILITIES Category Ownership & Growth Strategy • Own end-to-end commercial performance for assigned Amazon categories. • Develop category growth plans covering: o Range architecture (hero vs tail) o New product launches and exits o Pricing and promotional strategy o Traffic and conversion improvement levers • Translate Amazon data into clear priorities and commercial decisions. Performance & Commercial Management • Own key category KPIs including: o Revenue, growth rate, contribution margin o Market share and rank o ASP, promo ROI, mix shift • Identify risks and opportunities early and lead corrective actions. • Build business cases for investment (pricing moves, promos, new ASINs, content upgrades). Pricing & Promotions (Amazon Specific) • Own category pricing logic across VC and SC, balancing competitiveness and margin. • Plan and evaluate promotions, deals, and events (e.g. Prime Day, seasonal moments). • Assess true incrementality of promos in partnership with Finance and Advertising. Selection, Range & Lifecycle Management • Own category selection strategy: o Identify range gaps and expansion opportunities o Rationalise underperforming or unprofitable ASINs • Partner with Product teams on launch timing, positioning, and Amazon readiness. • Ensure catalogue architecture supports discoverability and cross-sell. Content, CX & Conversion (Strategic Ownership) • Define content priorities for the category (titles, bullets, A+, brand stores). • Use data (CVR, returns, reviews, Q&A) to guide content improvements. • Ensure category experience supports brand positioning and shopper trust. (Execution may sit with content teams or agencies, but ownership sits here.) Cross Functional Leadership • Work closely with: o Supply Chain & Demand Planning to align growth plans with availability and inventory risk. o Advertising to ensure spend is focused on priority ASINs and growth moments. o Finance to manage margin, funding, and forecasting. • Act as the category “quarterback,” aligning teams around a single plan. Amazon Relationship & Influence • Partner with Amazon category teams / AVS to position the brand for growth. • Support Joint Business Plans (JBPs) with category level insight and strategy. • Ensure category plans align with Amazon’s priorities and ways of working. REQUIRED EXPERIENCE & SKILLS • 4–8+ years in Amazon, e commerce, or category management roles. • Proven experience owning commercial performance of a product category. • Strong understanding of Amazon Vendor Central and/or Seller Central. • Highly analytical: confident working with large datasets, trends, and financial models. • Commercial mindset with the ability to balance growth, margin, and execution. • Excellent stakeholder management and communication skills. Desirable / Nice to Haves • Experience managing tools such as Amazon Retail Analytics, Brand Analytics, Helium10, Profitero, or similar. • Experience across multiple Amazon marketplaces (UK, EU, US). • Background in tools, DIY, or hard goods categories. • Experience working alongside AVS or Amazon retail teams. Competencies & Behaviours • Ownership mentality: treats the category as their business. • Structured thinker: prioritises ruthlessly and makes data backed decisions. • Commercial judgement: knows when to push growth and when to protect margin. • Influencer: aligns teams without direct authority. • Customer obsessed: understands shopper behaviour and buying triggers.