Strategy & P&L Head - Revenue Management - IIM/ISB/XLRI/MDI/FMS

Strategy & P&L Head - Revenue Management

Location: Gurugram, India

Function: Strategy / Business / Revenue

Company: Masters' Union

Experience: 8-15 years

Employment: Full-time

About Masters' Union:

Masters' Union is a new-age higher education and business education company built around an industry-led, outcome-focused approach to learning. We operate in a fast-moving, highly competitive category where growth, pricing, customer acquisition, and business economics are closely intertwined. We are looking for a Strategy & P&L Head to own the commercial performance of multiple categories and drive the business towards sustainable, profitable growth.

The Role:

This is a high-ownership leadership role combining strategy, P&L ownership, revenue management, pricing, and category growth. The person will be responsible for managing the P&L across multiple categories, identifying growth opportunities, improving monetisation, and building the operating mechanisms required to consistently deliver revenue and profitability targets. Revenue management will be a core KPI of the role. You will work closely with the leadership team and cross-functional heads across marketing, sales, admissions, finance, product, academics, and operations to translate strategy into measurable business outcomes.

Key Responsibilities:

1. P&L & Business Ownership:

- Own the end-to-end P&L for multiple business categories/programs.

- Set and deliver annual, quarterly, and monthly revenue and profitability targets.

- Identify key business levers across pricing, volumes, conversion, acquisition, retention, and costs.

- Build category-level business plans and operating rhythms.

- Take full accountability for business performance rather than operating purely as a strategy function.

2. Revenue Management:

- Own revenue as the primary business KPI, with a sharp focus on maximising revenue quality and profitability.

- Develop pricing, discounting, capacity, and product-mix strategies.

- Drive revenue forecasting and identify gaps against plan early.

- Optimise yield across programs, cohorts, customer segments, and channels.

- Build dashboards and mechanisms to track revenue performance and unit economics.

- Continuously identify opportunities to increase ARPU, improve conversion, and maximise monetisation.

3. Category Strategy:

- Own the strategic direction and growth agenda for multiple categories.

- Evaluate market opportunities, competitive positioning, customer segments, and whitespace.

- Develop category-level growth strategies and translate them into execution plans.

- Identify new products, pricing models, partnerships, and business models that can create incremental revenue.

- Balance short-term revenue delivery with long-term category building.

4. Growth & Performance:

- Partner with marketing and sales leadership to optimise the entire revenue funnel.

- Diagnose bottlenecks across lead generation, qualification, conversion, admissions, and collections.

- Drive rigorous experimentation around pricing, propositions, channels, and customer segments.

- Establish clear performance metrics and accountability across teams.

5. Leadership & Cross-functional Execution:

- Work directly with the senior leadership team on critical strategic and commercial priorities.

- Lead cross-functional initiatives that require strong analytical thinking and execution.

- Build high-performance teams and operating mechanisms around category ownership.

- Bring a strong bias for action, speed, and measurable outcomes.

What We're Looking For:

- 8-15 years of experience in strategy, P&L ownership, business leadership, revenue management, category management, or growth.

- Mandatory experience in a high-quality, fast-paced startup environment.

- Proven track record of owning or significantly influencing a P&L and revenue outcomes.

- Strong commercial orientation with demonstrated understanding of pricing, unit economics, forecasting, and monetisation.

- Experience managing multiple categories/business lines is strongly preferred.

- Exceptional analytical and problem-solving ability, with the ability to move seamlessly from data to decisions to execution.

- Strong stakeholder management and communication skills.

- Comfortable operating in ambiguous environments with limited playbooks and high expectations.

- Strong ownership mindset - someone who sees a revenue gap and takes responsibility for closing it.

Education:

- A strong academic pedigree is mandatory.

- Candidates from leading institutions in India or globally, particularly those with strong backgrounds in business, economics, engineering, mathematics, or related disciplines, will be preferred.

- An MBA from a top-tier institution is a strong plus.