Demand Lead - (YuMove)

Job description

**About Yulu** Yulu is India’s largest shared electric mobility-as-a-service company. Yulu’s mission is to reduce traffic congestion and air pollution by running smart, shared, and small-sized electric vehicles. Yulu is led by a mission-driven & seasoned founding team and has won several prestigious awards for its impact and innovation. Yulu is currently enabling daily commuters for short-distance movements and helping gig-workers deliver goods for the last mile with its eco-friendly rides at pocket-friendly prices and reducing carbon footprint. Yulu is excited to welcome people with high integrity, commitment, the ability to collaborate and take ownership, high curiosity, and an appetite for taking intelligent risks. If our mission brings a spark into your eyes and if you’dlike to join a passionate team that’s committed to transforming how people commute, work, and explore their cities - Come, join the #Unstoppable Yulu tribe ! Stay updated on the latest news from Yulu at https://www.yulu.bike/newsroom and on our website, https://www.yulu.bike **/. About Yum** oveYumove is Yulu's hyperlocal 3PL delivery business — an all-electric, rider-first last-mile network built on top of India's largest shared electric mobility fleet. Yumove powers last-mile deliveries for leading food, grocery, pharma, quick-commerce and ONDC platforms, and is scaling rapidly across India with a clear mission: profitable, zero-emission last-mile logistics at city sca le. Yumove is currently live in Bangalore and expanding to Mumbai, Hyderabad and NCR. We are looking for people with high integrity, commitment, the ability to collaborate and take ownership, high curiosity, and an appetite for taking intelligent risks. If building India's most efficient electric last-mile network excites you, come join the #Unstoppable Yulu tr **ibe. Role Su** mmaryThe Demand Lead — Pan India will own the end-to-end demand P&L for Yumove. The role is responsible for hunting and onboarding new demand partners, growing existing accounts, building new demand avenues across categories and cities, and protecting unit economics through tight commercial, cancellation and credit discip line.This is a high-ownership role that requires strong commercial and analytical skills, the ability to negotiate at senior levels with large demand partners, and the operating rigour to translate signed contracts into clean, profitable on-ground execution. The Demand Lead will work closely with Supply, Operations, Finance and Tech to ensure every order onboarded is one Yumove can profitably del **iver. Key Responsibi** - litiesIdentify, pitch and onboard new demand partners across food, grocery, pharma, quick-commerce, ONDC BAPs, D2C and enterprise logistics across - India.Own the full partner pipeline: prospecting, commercial negotiation, contracting, integration and go - -live.Negotiate EPO (earnings per order) and commercial terms that protect Yumove's unit econ - omics.Manage existing demand partner relationships as the primary commercial and operational point of co - ntact.Run weekly and monthly business reviews with each partner covering volume, fill rate, cancellations, on-time performance and EPO realis - ation.Build and execute quarterly growth plans per account, including cluster expansion, hour-band expansion, category expansion and exclusivity arrange - ments.Own monthly partner-wise finance reconciliation in coordination with the Finance team, including invoiced vs collected, EPO realised vs contracted, and dispute resol - ution.Lead partner-driven cancellation reviews — separate integration-driven cancellations from genuine merchant or supply issues and drive each to cl - osure.Run penalty reviews with partners, both penalties Yumove levies and those Yumove is exposed to, and translate findings into SOP, integration or pricing ch - anges.Identify and develop new demand avenues across categories (quick-commerce, pharma and diagnostics, B2B intra-city, reverse logistics, dark-store fulfilment) and across new cities (Mumbai, Hyderabad, - NCR).Build and run the city-launch playbook for demand, including which partners to sign first, what cluster density to hit before turning on supply, and what EPO floor to - hold.Set, monitor and enforce credit limits for each demand partner in conjunction with Finance; keep DSO within targets and pause service on partners that breach credit - terms.Spot churn signals early (volume dips, escalations, integration issues) and run recovery plays before they impact the P& - amp;L.Gather market feedback, competitor insights and partner inputs, and share regular updates and dashboards with leade **rship. Key Performance Ind** - icatorsAllocation % — share of partner demand that converts into allocated orders in the Yumove - system.Partner-driven cancellation rate — post-allocation cancellations attributable to the partner or integration, against a hard - target.Demand density — orders per active cluster per hou - r-band.Demand diversification — share of top partner, top category and top BAP-id, measured to reduce concentratio - n risk.EPO realisation — contracted versus realised net revenue per - order.Credit health — DSO, percentage of partners within credit limit, and bad-debt wri **te-off. Key Requ** - irements8–12 years of experience in business development, key-account management, category leadership or strategic partn - erships.Prior experience in last-mile logistics, hyperlocal delivery, quick-commerce, ONDC, 3PL or enterprise sales to e-commerce - /retail.Track record of owning a commercial number — revenue, fill rate, contribution margin or take rate — not only relationship man - agement.Strong negotiation skills with the ability to hold commercial discipline against large, sophisticated demand p - artners.Strong analytical and commercial fluency — comfortable working in spreadsheets, dashboards and contribution-margin fra - meworks.Experience scaling business across multiple