Category Manager- FASTag, FuelCard, Telematics

Job description

**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** - Strong 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