About the Role
Our client is looking for a Business Head to
own and scale the business as an independent P&L. This is a
business-building mandate — the
person will be expected to define where the category goes over and drive it
there across
product, pricing, sourcing,
marketing, and channel, much the way a category leader in any BCM business
(tiles,
sanitaryware, plywood, etc.) would
be expected to build scale, not just manage an existing line.
Key Responsibilities
1. Category Ownership & P&L
• Own the category as a business
unit — revenue, margin, market share and growth targets
• Build and execute category
strategy with clear sub-segment plans
• Operate with high ownership —
capable of running the business independently with minimal hand-holding, while
keeping leadership aligned through
structured reviews
2. Strategic Growth Planning
• Diagnose product/portfolio gaps in
the current range and identify white-space/adjacencies for
expansion
• Build the strategic narrative for
how the category scales from its current size to a significantly larger one —
including entry into new
sub-segments, channels or customer types
• Track competitive landscape,
market trends and customer insights to continuously refine category direction
3. Product Development & NPI
• Drive new product introduction
(NPI) — from identifying the gap, to briefing design/R&D, to
commercialization
and launch
• Own product lifecycle management
and ensure a healthy "new product vitality" ratio (% of revenue from
recently
launched products)
• Work cross-functionally with
design, engineering and quality to keep the pipeline ahead of market needs
4. Pricing & Margin Management
• Own pricing architecture and
costing strategy for the category
• Drive margin optimization while
balancing competitiveness and channel profitability
• Build business cases for new
launches with clear ROI and margin math
5. Sourcing & Supply
• Work with sourcing/procurement to
evaluate vendor and manufacturing options for the SKUs
• Balance cost, quality and
lead-time trade-offs in sourcing decisions to support category growth plans
6. Marketing & Go-to-Market
• Define GTM strategy for new
launches — channel sequencing, pilot markets, scale-up plan
• Own marketing collateral and
category positioning — catalogues, brochures, POS/display material, product
presentations
• Build channel-specific strategies
across trade, retail, OEM/institutional and project business as relevant
7. Team & Stakeholder Leadership
• Lead and train the extended
sales/channel team on new product knowledge and positioning
• Represent the category at
exhibitions, trade shows and key customer/channel forums
• Report category performance,
market analysis and strategic updates to senior leadership
Candidate Profile
• 15–20 years of experience in
Building & Construction Materials, with at least a meaningful chunk in a
category/product management or
business-head role owning P&L for a defined category
candidates with deep exposure to an
adjacent BCM category
and a credible plan to ramp up in
door hardware will also be considered
• Demonstrated track record of
scaling a category from small to large — e.g., taking a sub-segment or new
category
from early stage to a sizeable,
established revenue line (double-digit CAGR track record preferred)
• Proven experience across the full
stack: product/NPI, pricing & costing, sourcing, marketing, and GTM/channel
strategy — not just one function
• Experience introducing new
products/adjacencies and successfully launching them across multiple
branches/regions
in a short timeframe
• Comfortable operating with high
autonomy — has run a category or business unit independently, not just executed
someone else's plan
• MBA/PGDM in Marketing or related
field preferred; engineering background is a plus given the technical nature
Requirements
In addition to the above, the Head – Product Management
& Strategy personally drives the following for this category:
• GTM strategy and go-to-market planning for new launches
• Technology benchmarking and emerging product
identification
• Pilot launches and proof-of-concept validation
• Channel readiness and partner enablement
• Training and adoption programs for internal teams and
channel partners
• Brand positioning in new and premium segments
