Demand Lead - (YuMove)

About Yulu

Yulu is India’s largest shared electric mobility-as-a-service company. Yulu’s mission is to reduce traffic congestion and air pollution by running smart, shared, and small-sized electric vehicles. A mission-driven & seasoned founding team leads Yulu and has won several prestigious awards for its impact and innovation. Yulu is currently enabling daily commuters for short-distance movements and helping gig-workers deliver goods for the last mile with its eco-friendly rides at pocket-friendly prices and reducing carbon footprint.

Yulu is excited to welcome people with high integrity, commitment, the ability to collaborate and take ownership, high curiosity, and an appetite for taking intelligent risks. If our mission brings a spark into your eyes and if you’dlike to join a passionate team that’s committed to transforming how people commute, work, and explore their cities - Come, join the #Unstoppable Yulu tribe!

Stay updated on the latest news from Yulu at https://www.yulu.bike/newsroom and on our website, https://www.yulu.bike/.

About Yumove

Yumove is Yulu's hyperlocal 3PL delivery business — an all-electric, rider-first last-mile network built on top of India's largest shared electric mobility fleet. Yumove powers last-mile deliveries for leading food, grocery, pharma, quick-commerce and ONDC platforms, and is scaling rapidly across India with a clear mission: profitable, zero-emission last-mile logistics at city scale.

Yumove is currently live in Bangalore and expanding to Mumbai, Hyderabad and NCR. We are looking for people with high integrity, commitment, the ability to collaborate and take ownership, high curiosity, and an appetite for taking intelligent risks. If building India's most efficient electric last-mile network excites you, come join the #Unstoppable Yulu tribe.

Role Summary

The Demand Lead — Pan India will own the end-to-end demand P&L for Yumove. The role is responsible for hunting and onboarding new demand partners, growing existing accounts, building new demand avenues across categories and cities, and protecting unit economics through tight commercial, cancellation, and credit discipline. This is a high-ownership role that requires strong commercial and analytical skills, the ability to negotiate at senior levels with large demand partners, and the operating rigour to translate signed contracts into clean, profitable on-ground execution. The Demand Lead will work closely with Supply, Operations, Finance and Tech to ensure every order onboarded is one Yumove can profitably deliver.

Key Responsibilities

• Identify, pitch and onboard new demand partners across food, grocery, pharma, quick-commerce, ONDC BAPs, D2C and enterprise logistics across India.
• Own the full partner pipeline: prospecting, commercial negotiation, contracting, integration and go-live.
• Negotiate EPO (earnings per order) and commercial terms that protect Yumove's unit economics.
• Manage existing demand partner relationships as the primary commercial and operational point of contact.
• Run weekly and monthly business reviews with each partner covering volume, fill rate, cancellations, on-time performance and EPO realisation.
• Build and execute quarterly growth plans per account, including cluster expansion, hour-band expansion, category expansion and exclusivity arrangements.
• Own monthly partner-wise finance reconciliation in coordination with the Finance team, including invoiced vs collected, EPO realised vs contracted, and dispute resolution.
• Lead partner-driven cancellation reviews — separate integration-driven cancellations from genuine merchant or supply issues and drive each to closure.
• Run penalty reviews with partners, both penalties Yumove levies and those Yumove is exposed to, and translate findings into SOP, integration or pricing changes.
• Identify and develop new demand avenues across categories (quick-commerce, pharma and diagnostics, B2B intra-city, reverse logistics, dark-store fulfilment) and across new cities (Mumbai, Hyderabad, NCR).
• Build and run the city-launch playbook for demand, including which partners to sign first, what cluster density to hit before turning on supply, and what EPO floor to hold.
• Set, monitor, and enforce credit limits for each demand partner in conjunction with Finance; keep DSO within targets and pause service on partners that breach credit terms.
• Spot churn signals early (volume dips, escalations, integration issues) and run recovery plays before they impact the P&L.
• Gather market feedback, competitor insights and partner inputs, and share regular updates and dashboards with leadership

Key Performance

• Indicators Allocation % — share of partner demand that converts into allocated orders in the Yumove system.
• Partner-driven cancellation rate — post-allocation cancellations attributable to the partner or integration, against a hard target.
• Demand density — orders per active cluster per hour-band.
• Demand diversification — share of top partner, top category and top BAP-id, measured to reduce concentration risk.
• EPO realisation — contracted versus realised net revenue per order.
• Credit health — DSO, percentage of partners within credit limit, and bad-debt write-off.

Key Requirements

• 8–12 years of experience in business development, key-account management, category leadership or strategic partnerships.
• Prior experience in last-mile logistics, hyperlocal delivery, quick-commerce, ONDC, 3PL or enterprise sales to e-commerce/retail.
• Track record of owning a commercial number — revenue, fill rate, contribution margin or take rate — not only relationship management.
• Strong negotiation skills with the ability to hold commercial discipline against large, sophisticated demand partners.
• Strong analytical and commercial fluency — comfortable working in spreadsheets, dashboards and contribution-margin frameworks.
• Experience scaling business across multiple cities, including launching new geographies.
• Excellent communication and stakeholder-management skills across Tech, Operations, Finance and senior partner counterparts.
• Comfortable in a fast-paced startup environment with a weekly operating cadence.
• Willingness to travel extensively across India.

Preferred Skills

• Existing relationships with ONDC BAPs, quick-commerce platforms, large D2C brands or 3PL aggregators.
• Experience in mobility, logistics, quick-commerce, e-commerce or automobile-related industries.
• Exposure to unit-economics-led decision-making and pricing or commercial strategy roles.
• Passion for electric mobility, sustainability and urban logistics.