Head of growth & acquisition at Lucis focused on driving paid customer acquisition in multiple EU markets. Building effective channels and optimizing customer acquisition costs.
About the role
- Category Growth Lead managing commercial performance and growth strategy for Amazon product categories. Collaborating with cross-functional teams to drive revenue growth and market share in eCommerce.
Responsibilities
- Own end-to-end commercial performance for assigned Amazon categories.
- Develop category growth plans covering:
- Range architecture (hero vs tail)
- New product launches and exits
- Pricing and promotional strategy
- Traffic and conversion improvement levers
- Translate Amazon data into clear priorities and commercial decisions.
- Own key category KPIs including:
- Revenue, growth rate, contribution margin
- Market share and rank
- 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).
- 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.
- Own category selection strategy:
- Identify range gaps and expansion opportunities
- Rationalise underperforming or unprofitable ASINs
- Partner with Product teams on launch timing, positioning, and Amazon readiness.
- Ensure catalogue architecture supports discoverability and cross-sell.
- 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.)
- Work closely with:
- Supply Chain & Demand Planning to align growth plans with availability and inventory risk.
- Advertising to ensure spend is focused on priority ASINs and growth moments.
- Finance to manage margin, funding, and forecasting.
- Act as the category “quarterback,” aligning teams around a single plan.
- 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.
Requirements
- 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.
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