Category Head

About the Client:

Our client is a well-established player in the print and publishing industry with over three decades of legacy. Headquartered in India, the company offers end-to-end content, print, and distribution solutions to publishers, educational institutions, and retail partners globally. Their services include content digitization, print-on-demand, warehousing, and last-mile delivery—catering to both physical and digital formats.

The organization is currently focused on expanding its global footprint through strategic digital and e-commerce channels, including partnerships with major online marketplaces. With a strong emphasis on scalability, operational efficiency, and innovation, they are positioning themselves as a key enabler in the global publishing supply chain.

Role Overview

We are seeking a highly driven professional to lead international marketplace expansion efforts across platforms such as Amazon UAE, UK, USA, Australia, and others. This strategic role blends market research, go-to-market planning, pricing optimization, localization, and fulfillment execution. The ideal candidate will be a self-starter with strong analytical and operational capabilities, accountable for P&L ownership while launching and scaling new channels. This position plays a pivotal role in establishing the organization as a global leader in print-on-demand publishing.

Key Responsibilities

Sales & Performance Management

• Drive international sales revenue and profitability across all active Amazon marketplaces
• Monitor GMV, contribution margins, and performance using regular dashboards and reports

Market Research & Expansion Planning

• Identify and evaluate potential new marketplaces through in-depth research
• Analyze demand trends, publishing regulations, customer behavior, and competitor landscape
• Present market feasibility studies and strategic recommendations

Go-to-Market Strategy Development

• Develop customized GTM strategies per region, covering:
• Localized pricing, tax structures
• SKU/category selection
• Fulfillment model (Print-on-Demand, FBA, cross-border, etc.)
• Launch timelines and partner integration

Pricing & Buy Box Optimization

• Define pricing models to secure Buy Box wins while ensuring profitability
• Track ICPC and BBPC rankings using internal tools and Amazon data
• Adjust pricing for exchange rates, duties, and shipping logistics

Margin & Fulfillment Optimization

• Enhance contribution margins by refining pricing and logistics models
• Identify and onboard local/regional fulfillment partners such as:
• Amazon Global Logistics
• Print-on-Demand service providers

Key Performance Indicators (KPIs)

• Number of markets launched and successfully operational
• Revenue and margin achievement by geography
• Buy Box share (% titles with BBPC ≥ 90%)
• Competitive ICPC rankings
• Market-specific catalog depth and content localization
• Reduction in shipping time and fulfillment cost

Ideal Candidate Profile

• 5–7 years of experience in international e-commerce, Amazon global selling, or marketplace expansion
• Strong understanding of compliance, pricing, and fulfillment in cross-border commerce
• Excellent financial modeling and data analysis skills for market planning
• Proven track record in building and managing marketplace P&Ls
• Collaborative project management experience across functions
• Ability to translate complex research into clear, actionable business strategies