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About the Role
The Category Lead will own the commercial performance across multiple categories, driving growth through strategic planning, team leadership, and complex partner negotiations. This role also involves leading cross-functional strategic projects to foster business-wide change and position the partnerships function as a key contributor.
Responsibilities
- Own full commercial performance across categories, using revenue and retail media as key metrics.
- Accountable for outcomes, forecasting, and pipeline visibility within assigned categories.
- Set and evolve category strategy based on data, consumer insight, and market awareness.
- Identify growth opportunities and shape partner propositions.
- Lead, coach, and develop a team of Partner Managers, fostering strategic thinking.
- Conduct senior-level commercial negotiations with top-tier partners.
- Drive new business by owning top-tier acquisition opportunities from identification to close.
- Lead at least one cross-functional strategic project from initiation to delivery.
- Collaborate across departments and influence decisions using commercial judgment.
- Champion omnichannel growth and expand partner activity beyond online channels.
- Support integrated campaigns across key trading events.
- Use performance data to identify risks and opportunities, adapting strategies to maximize growth.
Requirements
- Background in partnership, account management, or commercial roles within retail, marketplace, ecommerce, affiliate, or technology environments.
- Clear evidence of owning commercial outcomes at a senior level.
- Proven experience leading and developing a team, with a track record of building high-performing cultures.
- Coaching others to grow into more independent, strategic thinkers.
- Strong commercial judgment, including experience leading complex negotiations.
- Experience shaping deals that balance member value with business performance metrics.
- Strategic mindset with the ability to think across categories and identify emerging opportunities.
- Ability to influence how the wider business responds to emerging opportunities.
- Experience owning or playing a leading role in cross-functional projects.
- Ability to align and influence stakeholders across multiple teams.
- High data literacy, confident using performance metrics and consumer insight to drive strategy.
- Experience with omnichannel commercial strategy or retail media is a bonus but not essential.
Skills
- Partnership management
- Account management
- Commercial strategy
- Team leadership
- Coaching
- Negotiation
- Strategic planning
- Data analysis
- Stakeholder management
- Omnichannel strategy
- Retail media
Location
- Leicestershire (HQ)
- London (Holborn)
Work Type
- Hybrid working
- Flexible hours
Experience Level
- Senior level
Benefits
- 25 days annual leave plus public holidays
- Additional day off for birthday
- Moments that Matter day (one extra day of leave per year)
- Buy and sell holiday scheme (up to 5 days)
- Volunteering/fundraising day (one paid day per year)
- Annual company bonus scheme
- Blue Light Card and exclusive discounts
- Personal growth fund (£450 per year)
- Private Medical Insurance (includes cover for pre-existing conditions)
- Auto-enrolment pension scheme via salary sacrifice
- Enhanced Maternity, Partner, Adoption and Shared Parental Leave
- Healthcare cash-back plan
- Colleague Assistance Programme (24/7 confidential support)
- EV charging and free parking onsite at HQ
- Relaxed dress code
- Modern office space (games area, chill-out areas, book club, free drinks, snack drawers)
- On-site gym (free HIIT and stretch classes at HQ)
About the Company
- Our mission is to make heroes happy by providing members with amazing experiences, unrivalled discounts, innovative products, and world-class service.
- We look for smarter, bolder ways to deliver real impact, taking ownership, moving fast, and working collaboratively.
- We promote hybrid working and value in-person collaboration.
Equal Opportunity
- Blue Light Card is an equal opportunities employer.
- Committed to building a diverse and inclusive team where different perspectives and experiences help us grow, innovate, and better reflect the communities we serve.
- Recruiting decisions are based on experience and skills.
- In the event of a high number of applications, candidates who meet both essential and desirable criteria will be prioritised.