Category Manager – Marketplace Growth

About the role

The Category Manager will drive growth and performance of assigned categories on the Cartona Marketplace. Working closely with cross‑functional teams, you will shape assortment, pricing and commercial initiatives to boost GMV, revenue and customer engagement.

Key responsibilities

• Own the full commercial cycle for categories, targeting GMV, revenue, margin and supplier performance.
• Develop and execute category strategies that balance assortment expansion, competitive pricing and profitability across Horeca, Enterprise and retail segments.
• Identify, acquire and manage strategic supplier partners, negotiate commercial terms and nurture long‑term relationships.
• Analyse customer behaviour, order patterns and market trends to optimise assortment, increase Revenue per User and improve conversion.
• Collaborate with Sales, Supply, Operations, Growth, Product and Finance to enhance availability, fill rate and operational efficiency.
• Launch and manage promotional campaigns, supplier activations and in‑app visibility initiatives to raise adoption and average order value.
• Work with data and analytics teams to monitor category KPIs, uncover growth opportunities and support data‑driven decisions.
• Track market dynamics, competitor activity and industry trends to continuously refine strategy.

Required profile

• 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.
• Strong commercial mindset with hands‑on P&L, pricing and supplier relationship experience.
• Proven ability to work cross‑functionally and lead initiatives across multiple teams.
• Excellent communication, negotiation and stakeholder management skills.

Required skills

• Advanced proficiency in Excel or Google Sheets.
• SQL knowledge (preferred).