Blue Light Card
Category Lead
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The Role and the Team
The Partnerships Team at Blue Light Card exists to build and grow the relationships that make our discount offering genuinely valuable — connecting our members with the brands and deals that matter to them. As we scale, our category strategy is becoming increasingly central to how we grow: this is where commercial rigour meets member experience.
The Category Lead sits at the heart of that. You'll take full ownership of commercial performance across kids, pets, adult, gifting, and subscriptions — categories with significant headroom for growth, both at BLC and in the wider retail market. Working closely with your Head of Partnerships and Commercial Director, you'll set the direction for your categories, develop and lead a team of Partner Managers, Partner Performance Managers, and Partner Acquisition Managers, and personally own the most complex partner relationships and new business opportunities.
This is also a cross-functional role. Alongside your category work, you'll lead at least one strategic project that drives meaningful change across the wider business — building relationships with senior stakeholders and positioning the partnerships function as a strategic contributor, not just a delivery team.
What You'll Do
- Own full commercial performance across your categories, using revenue and retail media as your north star metrics and taking accountability for outcomes, forecasting, and pipeline visibility.
- Set and evolve category strategy by drawing on data, consumer insight, and market awareness to identify growth opportunities, evaluate commercial trade-offs, and shape the partner proposition.
- Lead, coach, and develop a team of Partner Managers, holding them accountable for their objectives while building their capability as independent strategic thinkers through ongoing feedback and support.
- Personally own senior-level commercial negotiations with top-tier partners, securing mutually beneficial outcomes that deliver lasting value for members.
- Drive new business by taking ownership of top-tier acquisition opportunities from identification through to close, keeping senior stakeholders regularly informed on pipeline progress.
- Lead at least one cross-functional strategic project from initiation to delivery, collaborating across departments and using commercial judgement and influence to shape decisions.
- Champion omnichannel growth across your categories, expanding partner activity beyond online and supporting integrated campaigns across key trading events including Black Friday and seasonal peaks.
- Use performance data proactively to identify risks and opportunities, adapting category strategies to maximize future growth as market conditions shift.
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What You'll Bring
- A background in partnership, account management, or commercial roles within a retail, marketplace, ecommerce, affiliate, or technology environment, with clear evidence of owning commercial outcomes at a senior level.
- Proven experience leading and developing a team, with a track record of building high-performing cultures and coaching others to grow into more independent, strategic thinkers.
- Strong commercial judgement, including experience leading complex negotiations and shaping deals that balance member value with business performance metrics.
- A strategic mindset with the ability to think across categories, identify emerging opportunities, and influence how the wider business responds to them.
- Experience owning or playing a leading role in cross-functional projects, with the ability to align and influence stakeholders across multiple teams.
- High data literacy, with confidence using performance metrics and consumer insight to drive strategy and inform commercial decisions.
- Experience with omnichannel commercial strategy or retail media would be a bonus, but is not essential.
Our Culture
Our mission is simple: make heroes happy. Our members are real-life heroes who keep us all safe, cared for, and thriving. It's what gets us up in the morning, what makes us want to think bigger, and create something that truly matters. By focusing on their happiness, we create amazing experiences, deliver unrivalled discounts, innovative products, and world-class service.
We don't just follow the usual path - we look for smarter, bolder ways to deliver real impact. We take ownership, move fast, and work shoulder to shoulder to build something special.
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We promote hybrid working, and value in-person collaboration so encourage time in our offices - either the HQ in Leicestershire, or London, Holborn office. The frequency and office location will vary depending on the role and team. We aim to be flexible, but we aren't able to offer fully remote working.
Blue Light Card is an equal opportunities employer. We're committed to building a diverse and inclusive team where different perspectives and experiences help us grow, innovate, and better reflect the communities we serve. We make recruiting decisions based on your experience and skills. In the event of a high number of applications, we'll prioritize candidates who meet both the essential and desirable criteria for the role.
What We Offer
- 25 days annual leave plus public holidays and an additional day off for your birthday
- A Moments that Matter day - one extra day of leave each year to use for something that matters to you
- Buy and sell holiday scheme of up to 5 days
- A volunteering/fundraising day - one paid day each year to give something back to the community
- Annual company bonus scheme - linked to both company and individual performance
- Your own Blue Light Card and exclusive access to thousands of discounts
- Personal growth fund of £450 per year to invest in your development
- Private Medical Insurance that includes cover for pre-existing conditions
- Auto-enrolment pension scheme via salary sacrifice, with 100% of employer NI savings reinvested into your pension
- Enhanced Maternity, Partner, Adoption, and Shared Parental Leave
- Healthcare cash-back plan
- Colleague Assistance Programme - 24/7 confidential support whenever you need it
- Hybrid working and flexible hours
- EV charging and free parking onsite at HQ
- Relaxed dress code and modern office space (games area, chill-out areas, book club, free drinks, and well-stocked snack drawers!)
- On-site gym including free HIIT and stretch classes at HQ
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