Marketplace is a key pillar of Tesco’s strategy to become ‘Easily the Most Convenient’ grocer, giving customers access to a broader range of third‑party products alongside their core grocery shop on Tesco.com. As Marketplace continues to scale, we are looking for a Strategic Category Manager to take end‑to‑end ownership of the performance of a category (or group of categories).
You will be responsible for
* Owning the full Seller lifecycle within your category: identifying, engaging and recruiting credible Sellers, then managing their performance, growth and retention.
* Owning a GMV (revenue) target for your category or portfolio and delivering against agreed commercial plans.
* Maintaining a strong acquisition and growth pipeline, prioritising Sellers using a data‑driven approach aligned to category and Marketplace strategy.
* Signing new Sellers to the Marketplace platform and partnering with them on range, merchandising, trading and promotional plans.
* Supporting the end‑to‑end setup and onboarding of product ranges, ensuring products are correctly inducted, discoverable and ready to trade.
* Driving growth of buyable, customer‑relevant selection, balancing product volume with quality, credibility and commercial performance.
* Managing a portfolio of strategic Seller relationships, developing joint business plans and delivering growth initiatives.
* Negotiating commercial terms and progressing agreements through to contract signature in line with governance requirements.
* Identifying product and brand opportunities for future Marketplace growth using commercial performance, customer insight and market trends.
* Using insights and analytics to diagnose performance issues, prioritise opportunities and optimise Seller outcomes.
* Working closely with Tesco Commercial category teams to develop and execute aligned category strategies.
* Collaborating with Online, Product, Operations, Pricing, Media and Customer teams to unlock growth opportunities and remove blockers.
* Presenting confidently to senior stakeholders and external partners, using data and insight to influence decisions.
You will need
* Strong commercial acumen with deep understanding of online, retail and marketplace (3P / e‑commerce) business models, balancing growth, quality and customer experience.
* Proven ability to acquire, manage and grow end‑to‑end external partnerships, including pitching to Sellers, negotiating commercial agreements with senior stakeholders, and driving retention.
* Demonstrated success in programme, initiative and joint business planning, delivering cross‑functional outcomes from strategy through to hands‑on execution.
* Highly analytical, using data, insights and CRM/pipeline tools (e.g. HubSpot) to prioritise acquisition, manage conversion, forecast performance and optimise growth.
* Exceptional communication, storytelling and presentation skills, with the ability to influence at all levels and contribute to category‑level strategy development and execution.
Benefits
* Annual bonus scheme of up to 20% of base salary
* Holiday starting at 25 days plus a personal day (plus Bank holidays)
* Private medical insurance
* 26 weeks maternity and adoption leave (after 1 year’s service) at full pay, followed by 13 weeks of Statutory Maternity Pay or Statutory Adoption Pay, we also offer 6 weeks fully paid paternity leave
* Free 24/7 virtual GP service, Employee Assistance Programme (EAP) for you and your family, free access to a range of experts to support your mental wellbeing
We’re proud to be an accredited Disability Confident Leader, where everyone’s welcome. That’s why we commit to providing a fully inclusive and accessible recruitment process.
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