Role Overview
The Category Lead / Manager will own the end-to-end strategy, performance, and growth of the Telematics, Fuel Card, Fuel Sensor categories. This role is responsible for product strategy, vendor partnerships, pricing, P&L;, go-to-market execution, and cross-functional alignment to scale adoption and revenue.

Key Responsibilities

Category Strategy & Ownership

- Define and execute category strategy, roadmap, and growth plans for Telematics, Fuel Cards, Fuel Sensors, and FASTag solutions
- Own P&L;, revenue targets, margins, and cost optimization for assigned categories
- Identify new opportunities, use cases, and bundling strategies across fleet, logistics, and enterprise customers
- Product & Solution Management
- Drive product requirements, feature prioritization, and enhancements in collaboration with Product and Tech teams
- Ensure offerings are competitive, scalable, and aligned with customer needs (fleet operators, enterprises, SMEs)
- Manage lifecycle of products from launch to scale and optimization

Vendor & Partner Management

- Own relationships with OEMs, banks, oil marketing companies, FASTag issuers, and technology vendors
- Negotiate commercials, SLAs, and contracts to improve margins and service quality
- Evaluate and onboard new partners and technologies

Go-To-Market & Growth

- Design pricing, packaging, and promotional strategies
- Support Sales and Key Account teams with solutioning, pitches, and large deal closures




- Enable channel partners and enterprise sales with training and collateral

Operations & Performance Management

- Track KPIs such as activation, usage, fuel savings, transaction volumes, churn, and ARPU
- Ensure smooth onboarding, operations, and issue resolution in coordination with Ops and Customer Support
- Drive continuous improvement in customer experience and operational efficiency

Market & Competitive Intelligence

- Monitor market trends, regulations (FASTag, fuel compliance, telematics standards), and competitor offerings
- Translate insights into product and business strategy

Key Skills & Competencies

- Robust understanding of Fleet Telematics, Fuel Management Systems, FASTag ecosystem, and digital payments
- Experience managing P&L; and category-level ownership
- Vendor negotiation and partnership management expertise
- Analytical mindset with ability to work with data, dashboards, and financial models
- Strong stakeholder management and cross-functional leadership
- Customer-centric and execution-focused approach

Preferred Qualifications

- MBA or equivalent postgraduate degree (preferred)
- Prior experience in fleet management, logistics tech, fintech, mobility, or IoT companies
- Exposure to large enterprise or fleet customers

Success Metrics

- Revenue and margin growth of assigned categories
- Adoption and usage metrics (active vehicles, transactions, sensors deployed)
- Customer satisfaction and retention
- Partner performance and cost efficiencies

📌 Category Manager- FASTag, FuelCard, Telematics (Gurugram)
🏢 Delhivery
📍 Gurugram