Category Manager

Full Time
Main Location
Arlington, VA, United States
Open jobs


  • Primary Responsibility: Provide Insights to drive superior category results, while embedding NUSA as part of a strategic category solution.  Through driving category first results with the retailer, become the “Voice of Choice” for retailer insight needs.
  • Drive best in class category outcomes through activating key industry and custom tools.  Collaborate with internal and external partners in Category Development (CD), Consumer Marketplace Insights (CMI), the Enable Hub, and the Strategic Revenue Management (SRM) teams to develop solutions.
  • Collaborate with CD Catman teams to provide guidance and insights that play an enterprise level benefit for total NUSA Category Management.
  • Support the sales team with succinct and meaningful insights that make us more relevant to retailers on all fronts.
  • Identify and embed insights with Category Account Managers (CAMs) and CD to develop Customer Category plans for 1+ categories.
  • Proactively uncover and develop key insights in partnership with CAMs to drive growth opportunities for the retailer through the use of market and consumer information that are linked to clear results/actions.


Category Strategy: Product / brand category objectives

  • Identify category growth solutions and use them in the development and activation of retailer-specific category business plans (with a category first approach) to achieve 4P objectives.
  • Support and/or develop 4Ps strategic direction based on category strategy, best practices from customers/account teams and quantitative feedback from the Hub & CMI.
  • Work with CD to support national business and category direction with customer category Initiatives.

Customer Strategy: Forecast accuracy, sales performance targets, meeting sales goals, segmentation / resource allocation, improving customer service

  • Develop and deliver succinct, concise, and compelling presentations for use with the retailer that clearly communicate opportunities and issues.  Through linking findings to implications, develop category growth solutions and action plans where appropriate. Activities include ad-hoc projects, annual and mid-year category reviews, and monthly score-carding for account teams.
  • Develop and maintain consistent category summaries, with the objective of establishing Nestle’s category centricity and expertise.

Key Experiences: Customer Facing / Analytical / Insightful / Proven Results

  • Expectation is to have moved through several manager level roles to strengthen business experience.  Examples include: Customer Development Account Associate, Customer Development Manager, Category Leadership Manager, Retail Sales Manager, Retail Sales Rep.  Previous experiences build an understanding of sales at store level and the Nestle portfolio.
  • Analyst experience with Nielsen/IRi and syndicated data to help create sales stories and understand customer and class of trade differences.
  • Knowledge of operating models for key classes of trade.  For example: Grocery/Drug (High/Low), C Store (High), Mass (Predominantly EDLP with some High/Low), Club (EDLP).
  • Understand consumer packaged goods companies’ strategies versus private label.
  • Identify category opportunity gaps with key retailers & develop a supporting sales story to address.
  • Working understanding of the Plan-O-Gram creation process. This includes experience within JDA Prospace or its program equivalents.  Ability to create new POG’s from scratch or alter existing POG’s based on current and future market trends to best position Nestle and our retail partners to win in the future.
  • Good knowledge of internal relationships: Customer Development Manager, Customer Account Manager, Customer Shopper Development Manager, Broker Manager, Nielsen/IRi in-house team, Shopper Marketing and Customer.
  • Understand the Category Action Plan (CAP) guidelines and Category Growth Solutions.
  • Knowledge of available tools: Business Process Maps, Shopper Sights, Consumer Panel Data (Spectra), Numerator, Nielsen and IRi.
  • Ability to incorporate "Develop Category Growth" model at Key Retailers that identify and make recommendations to close opportunity gaps.

Knowledge: Nestlé Corporate / Functional / Market / Business / Organizational

  • Knowledge of interrelationship of key functions and their key initiatives (Sales, Marketing, Finance, HR, Supply Chain, Technical and Globe & IS/IT).
  • Demonstrated knowledge of business driving technology solutions (i.e. Nielsen, BW, Source) and internal/external industry insights and trends.
  • Knowledge of core Business Processes and Fundamentals (Sales/Distribution, Customer Planning and Managing, Financial Reporting, Training, HR Policies, Integrated Commercial Planning, Nestlé Management and Leadership Principles).

The Nestlé Companies are an equal employment opportunity and affirmative action employer seeking diversity in qualified applicants for employment. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.



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Category Manager
Nestlé USA