Principal, Category Leader — Low ASP & Strategic Programs

Full Job Description

We are looking for a Principal, Category Leader to own and scale our ''Low ASP (Average Selling Price)'' program and other strategic cross-border initiatives across the MEA region. This is a high-ownership, high-visibility role at the center of one of the fastest-growing portfolios in the MEA XB organization — spanning emerging marketplaces (Egypt, KSA) where the Low ASP opportunity is reshaping how customers discover and buy affordable selection.

You will set the strategic direction, own the P&L, and lead the end-to-end execution of the Low ASP program — building the selection, pricing, CX, and economics that unlock mass-market affordability for millions of customers. You will operate as a general manager: defining the 3-year vision, writing the narratives that align senior leadership, and driving cross-functional teams across Selection, Pricing, Marketing, Supply Chain, and Tech to deliver outsized growth.

Key Responsibilities

Strategy & Vision

• Own the long-term (3YF) strategy and annual operating plan (OP1/OP2) for the Low ASP program across MEA emerging marketplaces.
• Define the Low ASP customer value proposition and the strategic levers — unified fulfillment/shipping (FST), selection rigor, fee structure, and personalization — that drive sustainable, profitable growth.
• Develop the units + incrementality framework to measure true program impact and inform investment decisions.

P&L & Business Ownership

• Own the Low ASP P&L end to end — volume, revenue, contribution profit, and the path to profitability.
• Lead volume modeling, cold-start/CPI solutions, and marketing investment reviews to balance growth and economics.
• Build the business cases and financial models that justify investment and sequence the roadmap.

Selection & Pricing

• Build an affordable, locally relevant selection strategy tailored to price-sensitive customers.
• Partner with Pricing and Fees teams to design a competitive, sustainable fee and pricing structure for Low ASP selection.
• Drive selection expansion through vendor, 3P seller, and cross-border sourcing programs.

Customer Experience

• Define and improve the Low ASP CX mental model — from discovery and basket building to delivery and returns.
• Partner with Tech and Product on CX weblabs, personalization (CAS), and the mobile shopping experience for emerging-market customers.

Cross-Functional Leadership

• Lead a matrixed team across Selection, Marketing, Supply Chain, Finance, and Tech without always owning direct reporting lines.
• Write and present 6-pagers, business/weekly reviews (WBR/MBR), and strategic narratives to senior leadership (VP/SVP level).
• Influence partner teams and secure prioritization for the program roadmap.

Operational Excellence

• Establish the metrics, mechanisms, and cadences (WBR, MBR, deep dives) to run the business and drive accountability.
• Identify and remove bottlenecks across the fulfillment and selection pipeline.

Basic Qualifications

• 10+ years of team leadership experience
• Bachelor's degree or equivalent
• Experience influencing multiple stakeholders and leading cross functional teams across geographies and business units
• Experience using complex financial models, KPIs, and data analysis to inform strategic business decisions and influence cross-functional stakeholders, with proven business impact (e.g., financial savings, operational improvements, or customer benefits), or experience in tax, finance or a related analytical field
• Experience converting insights into strategy and communicating complex ideas clearly and logically in written communication
• • 8+ years of experience in retail, category management, product management, consulting, or general management, with a track record of owning a P&L or a major business line.

Preferred Qualifications

• Experience working with large global teams
• Experience within e-commerce or Retail fields
• Experience in financial analysis, retail buying, retail planning & allocation, product/project management, marketing, business development, consulting, negotiation or supply chain
• Experience leading the design, development and/or implementation of new business processes or programs
• MBA or equivalent advanced degree.
• Experience in emerging markets (MEA, India, LATAM, SEA) and with price-sensitive / mass-market customer segments.

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10+ years of team leadership experience Bachelor's degree or equivalent Experience influencing multiple stakeholders and leading cross functional teams across geographies and business units Experience using complex financial models, KPIs, and data analysis to inform strategic business decisions and influence cross-functional stakeholders, with proven business impact (e.g., financial savings, operational improvements, or customer benefits), or experience in tax, finance or a related analytical field Experience converting insights into strategy and communicating complex ideas clearly and logically in written communication - 8+ years of experience in retail, category management, product management, consulting, or general management, with a track record of owning a P&L or a major business line.