Petfully·2 months ago
2 months ago
Senior Category Manager
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About this role
Supertails
Senior Category Manager – Clinics
| Function | Clinics – Growth & Category Management | Location | Bengaluru (on-site) |
Role Summary
The Senior Category Manager – Clinics owns the growth of Supertails' clinic business in Bengaluru. This is a high growth and cross-functional role: the Category Manager works closely with marketing, retention, brand, operations, veterinary teams, and inside sales to align them toward a single outcome — more pet parents walking into Supertails clinics, more often, and generating more revenue per visit.
The role sits at the intersection of marketing, retention/CRM, operations, veterinary service delivery, brand, and inside sales. Success depends on program and stakeholder management as much as analytical rigor and swift execution.
Key Responsibilities
1. New Customer Acquisition
- Partner with the Digital Marketing team to acquire new pet parents into clinics through the right targeting, creative, and budget allocation across ad platforms.
- Work with the Retention team and Supertails' online/e-commerce growth teams to convert existing customers (pharmacy, online vet) into their first clinic visit.
2. Repeat & Retention
- Build repeat and lapser strategies to drive retention.
- Partner with the Retention team on lifecycle journeys and comms (reminders, follow-ups, winback campaigns), and with Operations and Vet teams on service-experience initiatives that drive repeat visits.
3. Brand
- Partner with the Brand team on online and offline branding initiatives that build trust and drive acquisition in each clinic's catchment area.
4. Inside Sales
- Work with the Inside Sales team to track and improve lead-to-booking conversion and call quality.
- Ensure the team has the required context and offers to convert leads, including nurture activities for cold leads.
5. Cross-Functional Program & Stakeholder Management
- Align Marketing, Retention, Brand, Operations, Vet, and Inside Sales teams around a single monthly walk-in and revenue target per clinic, running the review cadence needed to keep everyone on track.
- Own the analytics behind the category (cohorts, repeat, discount impact, clinic deep-dives) and represent clinic performance in leadership reviews.
Key Metrics Owned
- Walk-ins and revenue, by clinic and in aggregate, across new-customer and repeat segments.
- Repeat rate by cohort and acquisition month, tracked against maturity-adjusted benchmarks.
- Lapser mix (active / near-lapse / lapsed) and winback recovery rate.
- Lead-to-booking and booking-to-walk-in conversion, owned jointly with Inside Sales.
- Cost per acquisition and discount mix, tracked jointly with Marketing and Finance.
Requirements
Experience
- 3–8 years in category management, growth, or business management roles, ideally spanning both digital/performance marketing and offline/retail or services businesses.
- Prior experience in a high-growth startup is a plus.
Skills
- Strong data and analytical skills; comfortable with cohort and retention analysis.
- Excellent stakeholder management across teams, without formal authority.
- Strong commercial and P&L orientation.
- Clear, structured communicator.
- Comfortable operating in ambiguity within a growing, multi-location business.
Why Supertails?
Supertails is building India's largest pet healthcare ecosystem — spanning e-commerce, pharmacy, online vet consultations, and clinics — to make quality veterinary care accessible to every pet parent. Healthcare is at the core of what we do: a genuine attempt to fix how pets in India access diagnosis, treatment, and preventive care.
This role sits at the frontline of that mission. The decisions made here directly shape whether a pet gets vaccinated on time, whether a post-surgery follow-up happens, or whether a first-time pet parent finds a vet they trust — at scale, across a fast-growing network of clinics. It's a chance to build a healthcare category from the ground up, in a business that treats pet health with the same seriousness as human health, and to see the direct, compounding impact of that work on thousands of pets and pet parents.
Company
Petfully
Bengaluru, India
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