Category Manager

Overview

The M365 Category Lead for China is responsible for owning and driving end-to-end category strategy, execution, and performance for Microsoft 365 across the China market.

This role serves as the category authority and business owner, managing category operations, shaping go-to-market strategy, and delivering business outcomes across a complex, multi-channel ecosystem including Managed Retail, OEM/OPI, and Direct Store. The candidate should bring strong entrepreneurial spirit, ownership mindset, and the ability to identify opportunities, move with agility, and turn ideas into scalable business impact.

Responsibilities

Category Strategy & Business Ownership

• Own and manage end-to-end category performance, including revenue, gross adds.
• Define category strategy leveraging local market trends, customer insights, and competitive dynamics
• Manage category priorities aligned with global direction and tailor for China execution
• Identify growth opportunities and develop business cases

Channel Strategy & Route-to-Market Leadership

• Formulate and lead channel strategy across Managed Retail, OEM/OPI, Direct Store, e-commerce, offline retail, distribution, membership and APR-driven ecosystems
• Define execution plans in partnership with Sales, Marketing, and Finance
• Optimize route-to-market to maximize reach, conversion, and lifetime value
• Manage channel execution priorities across Managed Retail, OEM/OPI, and Direct Store to drive consistent performance, partner accountability, and route-to-market effectiveness

Assortment, SKU Strategy & Offer Design

• Lead SKU chess boarding and assortment planning across channels
• Define pricing, packaging, and positioning strategies
• Design programs, promotions, and commercial offers
• Align assortment strategy with channel economics

Go-to-Market Execution & Partner Orchestration

• Execute category plans and investments with partners
• Act as primary orchestrator across partner ecosystem
• Drive partner readiness and sales enablement
• Support sales motions and value articulation

Business Planning, P&L Management & Forecasting

• Own topline and bottom-line P&L
• Manage budgets, investments, and ROI optimization
• Drive forecast accuracy and planning discipline
• Oversee supply forecasting and inventory where applicable

Insights, Analytics & KPI Management

• Define, track, and manage KPI scorecards across revenue, gross adds, attach rate, activation rate, renewal rate, cloud mix, and AR on-rate
• Leverage data, trends, and VOC insights to drive decisions
• Test hypotheses and optimize performance
• Provide structured insights for planning

Cross-Functional Leadership & Rhythm of Business

• Lead Rhythm of Business including forecasting and executive reviews
• Drive alignment across Sales, Marketing, Finance, and WW Category
• Influence senior stakeholders and decision-making

Global Alignment & Market Representation

• Act as voice of China market
• Adapt global strategies for local execution
• Contribute to WW Category planning

Qualifications

Required Qualifications

• 8+ years/ experience in category management or related roles
• Proven experience managing category P&L and delivering results

Preferred Qualification:

• Deep expertise in channel strategy, assortment, and commercial execution
• Experience managing Managed Retail, OEM/OPI, Direct Store, and broader retail or digital commerce channels
• Strong analytical, financial, and stakeholder management skills

Core Competencies

• Entrepreneurial Spirit & Ownership Mindset
• Strategic Thinking
• Analytical Thinking
• Business Planning & Financial Acumen
• Channel & Commercial Strategy
• Stakeholder & Executive Management
• Program & Project Management

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

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Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.