PURPOSE:

The Senior Category Manager (Sr. CM) is a strategic leader responsible for driving growth, profitability, and innovation within assigned categories. This role is pivotal in the development and execution of comprehensive Category Business Plans (CBP), leveraging data analytics, consumer insights, and market trends to achieve and exceed sales, margin, and market share targets. The Sr. CM collaborates closely with cross-functional teams, oversees vendor relationships, and provides guidance to Category Managers and other team members, ensuring alignment with overall business goals. 

This role demands a strategic thinker with robust analytical abilities, negotiation skills, and an ability to work independently in a dynamic, fast-paced environment. The Sr. CM will play a vital role in achieving business growth and competitive advantage by driving best-in-class category management practices and fostering innovation.

JOB RESPONSIBILITIES:

Core Responsibilities:

• Category Business Planning & Execution:
  • Develop and execute annual CBPs that align with broader business strategies and objectives. Establish and monitor quarterly and annual sales and margin targets for assigned categories or subcategories.
  • Utilize advanced data analytics tools, including Nielsen data, to assess market trends, identify growth opportunities, and refine category strategies.
  • Design innovative programs and products to differentiate the category in the market.
• Sales & Profit Optimization:
  • Achieve or exceed sales and profitability targets through effective pricing, promotion, and assortment strategies. Evaluate the impact of these activities and adjust tactics as needed to drive continuous improvement.
  • Regularly review category scorecards to track performance, identify trends, and align with profit and sales goals.
• Pricing Strategy:
  • Develop and manage category-specific pricing strategies, collaborating with the pricing team to implement consistent pricing guidelines and goals. Review pricing tactics with senior leadership and adjust to align with market and business strategy.
  • Oversee the pricing for national vendor items, maintaining a sensitive items list to optimize pricing integrity across markets.
• Promotional Strategy:
  • Lead the design and execution of promotional calendars and ad space allocations. Negotiate terms for national deals and collaborate with senior leadership to maximize promotional opportunities across banners and departments.
  • Track and analyze promotional effectiveness, providing insights for enhanced performance.
• Category Assortment & Shelf Management:
  • Optimize category assortment, deciding on new product introductions, item discontinuations, and markdown strategies. Collaborate on the development of plan-o-grams (POG) to ensure impactful shelf presentation.
  • Adapt category assortment and shelf layout to align with store clustering, regional demographics, and neighborhood market strategies.
• Vendor Relations & Sourcing:
  • Cultivate strategic relationships with key suppliers, participating in national vendor negotiations to secure optimal terms. Establish and manage vendor funding strategies, classifying vendors, and managing contracts in collaboration with the legal team.
  • Partner with procurement to ensure that sourcing plans support category strategies and objectives.

Leadership & Cross-Functional Collaboration:  

• Team Leadership:
  • Provide guidance and oversight to Category Managers, Category Merch Specialists, and Analysts, coaching high-performing individuals to foster growth and align with departmental objectives.
  • Coordinate category management activities and provide project leadership, independently resolving issues and ensuring effective project execution.
• Cross-Functional Collaboration:
  • Work closely with merchandising, store operations, and other teams to execute category plans seamlessly. Participate in joint business planning with strategic partners, ensuring that all aspects of category management align with corporate initiatives.

Additional Responsibilities:

• Market Intelligence & Innovation:
  • Stay informed of industry trends, competitive dynamics, and emerging opportunities to refine strategies and introduce innovative approaches within assigned categories.
  • Regularly conduct store visits to assess merchandising effectiveness, gather insights, and identify areas for improvement.
• Reporting & Analysis:
  • Prepare and present regular reports on category performance, competitive landscape, and strategic initiatives to senior management, contributing insights that drive informed decision-making.

Performs other duties as assigned.

JOB REQUIREMENTS:

Education/ Certifications: (Required & Preferred)

• Bachelor’s degree preferred.

Experience:

• 5+ Category Management experience, with proven performance using Category Management tools (e.g., Specter Data, Syndicated Data Sources and Category Management applications)
• Previous experience in store operations or merchandising preferred
• Has an in-depth understanding of store operations and merchandising methodologies and practices (P&L, financial management, etc.).

Other Skills/ Abilities:

• Experience with syndicated data
• Experience writing and executing a detailed business plan
• Analytical Skills: Must have a strong knowledge base in supermarket retail and an understanding of consumer behavior in relation to product performance; must carry a detailed understanding of cause-effect relations between operational levers and performance (assortment/price vs. volume/margins) by utilizing financial, statistical, marketing, merchandising, and/or consumer research background.  Strong planning and organizational skills.
• Management Skills: Experience in successfully leading, motivating and monitoring performance; strong client management skills, particularly working with vendors; ability to partner with the banners as a team.
• Communication Skills: Excellent written and verbal communication skills as well as interpersonal skills to develop and maintain effective business relationships within and outside of the company. 
• Technical skills: Well developed computer aptitude with proficient skills and knowledge of Microsoft Office. Must be able to adapt to and learn new systems quickly.
• Interpersonal Skills: Proven ability to work successfully across all areas of the company; can successfully monitor performance; strong client management skills, particularly working with vendors; ability to influence and lead effective partnerships with the banners; can thrive in a complicated matrix environment.
• Innovation: Champions new ideas and initiatives and creates an environment that supports innovation; leverages fresh perspectives, breakthrough ideas, and new paradigms to create value in the market.
• Strategic Skills:  Demonstrate ability to understand and think big picture; develop and deliver category plans and programs that compliment both the corporate and departmental strategies leading to strong category sales and profit performance.
• P&L Responsibilities: Proven understanding of financial reports, including prior experience with profit and loss (P&L) statement responsibility

• Good judgment is required for this position as there may be times when direct supervision may not be immediately available.

PHYSICAL ENVIRONMENT/ DEMANDS:

• Some travel may be required
• Most work is performed in a temperature-controlled office environment
• Incumbent may sit for long periods of time at desk or computer terminal
• While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. 
• Incumbent may use calculators, keyboards, telephone and other office equipment in the course of normal workday
• Stooping, bending, twisting and reaching may be required in completion of job duties

The above statements are intended to describe the general nature of the work performed by the employees assigned to this job. All employees must comply with Company policy and applicable laws.  The responsibilities, duties and skills required of personnel so classified may vary within each department and/or location.

All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or protected veteran status. UNFI is an Equal Opportunity employer committed to creating an inclusive and respectful environment for all. - M/F/Veteran/Disability. VEVRAA Federal Contractor.