Category Lead - Client Partnerships

Cartology - Part of the Woolworths Group; Sydney; Hybrid; AUD 150,000 - 190,000; Full time

Benefits offered by this job

Team discounts

Rewards program

Supportive leadership

Wellbeing programs

Generous leave

Job summary

Cartology, part of the Woolworths Group, is seeking a Category Lead to own multi-million-dollar partnerships and drive retail media growth from our Sydney base. You will lead end-to-end partnerships with Cartology’s largest clients and help deliver a substantial portion of revenue.

Embed with Woolworths teams, co-create JBPs, coach a small account team, and use data-driven insights to show ROI. The role blends strategic leadership with hands-on execution in a hybrid Sydney setup.

Qualifications

• 7+ years of sales experience in media/advertising.
• Experience managing multi-million-dollar client portfolios and negotiating with executives.
• Strong consulting selling, data analysis, and pipeline management.

Responsibilities

• Lead end-to-end strategic partnerships for Cartology's largest clients, driving nearly 50% of total company revenue.
• Co-create and execute annual Joint Business Plans (JBPs) and One Growth Plan with C-suite contacts.
• Embed within Woolworths commercial teams to align sales solutions with buyer category plans and client objectives.
• Deliver consultative, insight-driven solutions leveraging the Cartology product ecosystem.
• Prove commercial value (ROI/ROO) through regular client performance reviews.
• Oversee pipeline management, sales forecasting accuracy, and commercial governance (pricing, bundling, discounting).
• Build, coach, and mentor a high-performing account team of 1–2 direct reports.

Skills

Sales experience

C-suite storytelling

Data analysis

Pipeline management

Cross-functional collaboration

Education

Business/Marketing degree

Job description

• Lead top-tier strategic partnerships and drive retail media growth at Cartology
• Permanent, full-time role
• Hybrid working based in Surry Hills with WFH flexibility

• Lead top-tier strategic partnerships and drive retail media growth at Cartology
• Permanent, full-time role
• Hybrid working based in Surry Hills with WFH flexibility

We are Cartology

Cartology is one of Australia’s leading retail media businesses, powered by the Woolworths Group. We provide targeted omnichannel marketing solutions and comprehensive closed loop reporting to help brands grow. With Cartology, brands can drive real customer impact across the shopper journey.

Cartology is truly pioneering the future of Retail Media, creating, shaping and leading this new industry that connects brands to customers in new and exciting ways. Be nothing but yourself in a culture that is inclusive and innovative. Work as part of an ambitious, smart and passionate team and belong to something meaningful as part of the Woolworths Group.

What You'll Do

As a Category Lead, you will hold a pinnacle sales leadership role responsible for building multi-million dollar, end-to-end strategic partnerships across Cartology’s largest client accounts, delivering almost 50% of total business revenue.

• Lead end-to-end strategic partnerships for Cartology's largest clients, driving nearly 50% of total company revenue.
• Co-create and execute annual Joint Business Plans (JBPs) and "One Growth Plan" strategies with C-suite contacts.
• Embed within Woolworths commercial teams to align sales solutions with buyer category plans and client business objectives across Brand and Trade budgets.
• Deliver consultative, insight-driven solutions leveraging the full Cartology product ecosystem.
• Prove commercial value (ROI/ROO) through regular client performance reviews.
• Oversee pipeline management, sales forecasting accuracy, and commercial governance (pricing, bundling, discounting).
• Build, coach, and mentor a high-performing account team of 1–2 direct reports.

What You’ll Bring

We are looking for a highly strategic, influential, and commercially astute leader who thrives on solving complex challenges and elevating executive-level client relationships.

• Experience: 7+ years of sales experience with deep knowledge of media and advertising landscapes. FMCG or retail background is highly desirable.
• Track Record: Demonstrated success managing multi-million-dollar client portfolios, negotiating at executive levels, and driving joint business planning.
• Core Skills: Mastery of consultative selling, C-suite storytelling, data analysis, and pipeline management.
• Leadership Attributes: An empathetic, resilient, and collaborative leadership style capable of influencing cross-functional teams.
• Preferred Qualifications: Established C-suite media network, tertiary qualification in Business or Marketing, and prior team leadership experience.

What You’ll Experience

Our Team Members are at the heart of everything we do and we're always looking for ways to support your career journey and reward great work:

• A truly unique opportunity to be involved in creating, shaping and leading the new retail media industry.
• Team discounts across our range of Woolworths Group brands you know and love and a robust rewards program that celebrates and incentivises purpose-driven work.
• Feel supported and empowered by your leaders
• A range of programs to help you prioritise and manage your wellbeing, including 24/7 access to the Sonder app.
• A progressive and competitive leave policy that gives you more space for what matters to you.

Everyone belongs at Woolworths Group

Diversity, equity, inclusion, and belonging are key to realising our purpose of better together for a better tomorrow. We recognise the value our team’s diversity brings to our business, customers, and communities and that teams with diverse experiences and backgrounds enrich our group and are better able to innovate and solve problems. As one of the largest employers in Australia and New Zealand, we aim to create a truly inclusive workplace where everyone feels that they belong, can be their best selves, and reach their full potential.

We encourage all candidates to apply; please let us know in your application if we can support you with any adjustments in the hiring process.

See how we’re creating better experiences together, for a better tomorrow

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