Category Manager
Job Summary
Job Description
As the Category Manager, you will manage OEM partner relationships, drive revenue and profit, and own product merchandising. You will strategically analyze market trends, make data-driven decisions, and manage category assets. Responsibilities include weekly performance reporting, go-to-market strategy execution, product merchandising, and analysis of industry reports. This role involves driving category-specific revenue growth, managing key metrics, and collaborating across teams. The Category Manager is responsible for driving targets for specific categories and brands, leveraging partner programs to maximize profitability and drive awareness, achieving partner contribution goals, and overseeing Volume Incentive Rebates. The candidate should possess strong organizational skills, proficiency in computer terminology, and a solid understanding of IT solutions.
Must have:
- BA/BS degree or 4+ years of relevant experience.
- Experience building and driving product strategies.
- Proven analytical capabilities and product management skills.
- Strong organizational and time management skills.
Good to have:
- Excellent product and program management skills.
- Experience managing the entire technology product life cycle.
- A solid understanding of IT solutions.
- Demonstrated ability to develop and nurture relationships.
Perks:
- Comprehensive Benefits package
- Medical, dental and vision coverage
- Life insurance
- Disability insurance
- 401(k) plan with matching provision
5 skills required
Job Details
Company Overview:
When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there’s really only one: Zones – First Choice for IT.TM
Zones is a Global Solution Provider of end-to-end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones, a Minority Business Enterprise (MBE) in business for over 35 years, specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed/Professional/Staffing services. Operating in more than 120 countries, leveraging a robust portfolio, and utilizing the highest certification levels from key partners, including Microsoft, Apple, Cisco, Lenovo, Adobe, and more, Zones has mastered the science of building digital infrastructures that change the way business does business ensuring whatever they need, they can Consider IT Done. Follow Zones, LLC on X @Zones, and LinkedIn and Facebook.
Position Overview:
As the Category Manager, you will help drive the success in our Partner and Product Management department, which is a cornerstone for Zones’ success. You will have overall responsibility of managing the OEM partner relationships across a defined product category or brand. You will be responsible for achieving category-specific revenue, gross margin and overall profit objectives. You are given ownership of product merchandising and OEM partner program execution, the responsibility to think strategically and make data-driven decisions, and the ability to drive significant impact to the client experience and business results. The Category Manager is tasked with effectively managing category assets and delivering on key financial metrics.
What you’ll do as the Category Manager:
The requirements below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This job description is not intended to be a comprehensive list of the duties and responsibilities of the position, and the duties and responsibilities may change without notice.
- Provide weekly executive visibility on category performance
- Execute against the go-to-market strategy for the category
- Own the merchandising and classification of products in the category. Manage the products, pricing, promotion, and placement for industry velocity SKUs
- Review and assess the industry and category landscape, looking for key trends, shifts in market dynamics, and new disruptive technologies and make recommendations for corporate implementation
- Review industry reports (Gartner, IDC, Forrester, NPD) and analytics to ensure Zones is partnering with market leaders and identifying emerging OEMs
- Develop/Analyze segmentation within ecosystem of target markets
- Understand and communicate the partner product roadmap and go-to-market strategy for growth in targeted markets/segments
- Communicate partner strategy and lead-with guidance to Sales, Solutions, & Professional Services Teams
- Facilitate business reviews with partner executives, in collaboration with partner marketing and supply chain teams
- Execute cross-team alignment with Marketing, Supply Chain, Finance, and other departments to ensure success of company initiatives
- Achieve category-specific revenue and gross margin growth objectives
- Manage and report on key category metrics against plan
- Track & assess sales performance and implement plans to enhance product margins and overall profitability
- Drive to targets for specific categories and brands by utilizing Zones breadth of marketing vehicles
- Leverage partner programs to maximize profitability; drive awareness through Zones resources and Zones communication vehicles
- Achieve category Partner Contribution (PC) goals
- Volume Incentive Rebates (VIR): Understand targets and track via weekly updates; enable sales to achieve targets through marketing, incentives, initiatives and communication
- Partner-Funded Headcount: Recommend and implement investment proposals for strategic partners supported by compelling return-on-investment results
- Negotiate net new VIR programs based on Zones sales revenue
- Negotiate targets for existing partners based on market research and industry growth
- Understand and implement partner programs to drive increased profitability for the category
- Evangelize deal registration programs to drive adoption across sales segments
- Execute acquisition programs available from the partner community to drive client adoption
- Identify and implement additional programs to facilitate sales adoption (Trade-in, Demo, Proof-of-Concept, Competitive Displacement, etc.)
- Align and collaborate with partner marketing for execution of all marketing programs to ensure adherence to marketing strategies with partners
- Demonstrate fluency with and effective management of key financial metrics and category assets
- Review category pricing strategy and gross margin yields; initiate changes to maximize profitability
- Review aged inventory with Supply Chain team; facilitate plans to mitigate aging and the disposition of distressed inventory (pricing, marketing)
- Review aged receivables; leverage relationships with partners to gain closure
- Serve as the category expert
- Review industry velocity products, and make recommendations on stocking and pricing strategy
- Conduct formal business reviews, and present category/brand trends on growth, market share, product mix, client mix and other key metrics
- Conduct market research, attend trainings, and obtain knowledge to execute the category strategy
- Build credibility with partners by demonstrating category expertise
- Manage overall partner incentive strategy
- Establish and execute incentives that support the category strategy
- Oversee administration from development to payment
- Manage certifications and authorizations required by strategic partners
- Make recommendations on key areas to advance Zones authorization levels with key partners
- Act as the facilitator to resolve issues with partners and internal operations team
- Contract facilitation and renewal
- Product classifications
- General orchestration of cross departmental issues
- Develop category business plan
- Execution of product merchandising activity
- Implementation of pricing strategy for products and categories
- Quarterly business reviews
- Volume incentive rebate tracking
- Weekly update/reporting to Sr. Management on progress/KPIs
What you will bring to the team:
- BA/BS degree in business administration, information technology, marketing or related field or 4+ years of relevant experience
- Experience building and driving product strategies and execution tactics
- Proven analytical capabilities and product management skills
- Excellent product and program management skills, communication proficiency, and motivation to deliver results in a fast-paced environment.
- Composure, judgment, negotiation skills, influence, creativity, and leadership skills are essential.
- Experience managing the entire technology product life cycle from strategic planning to tactical execution
- Strong organizational and time management skills
- Proficient in Computer Terminology and Technologies
- A solid understanding of IT solutions and a history of creating highly successful business plans
- Ability to identify and analyze quantitative and qualitative data on product trends and vendor feedback to continue to improve processes
- Demonstrated ability to develop and nurture relationships across all levels of an organization
- Solid understanding of key financial metrics and category asset management
- Solid understanding of Excel, database management, pivot tables, and executive dashboards
Qualified candidates can expect a salary range of $75,000 - $90,000 + Bonus.
Zones offers a comprehensive Benefits package
While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our team members enjoy a variety of comprehensive benefits, including medical, dental and vision coverage, life insurance, disability insurance, a 401(k) plan with matching provision, and many more. Generally, Zones currently offers paid time off and personal sick leave in compliance to individual state requirements.
While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our team members enjoy a variety of comprehensive benefits, including medical, dental and vision coverage, life insurance, disability insurance, a 401(k) plan with matching provision, and many more. Generally, Zones currently offers paid time off and personal sick leave in compliance to individual state requirements.
At Zones, work is more than a job – it is an exciting career on a global team that is client centric, has a passion for technology, embraces change and lifelong learning in a collaborative culture. And as a Minority Business Enterprise, a Corporate Plus member of the Northwest Minority Supplier Development Council, and an Equal Employment Opportunity Employer, our community is just as diverse. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you!
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status or on the basis of disability.
Zones participates in E-Verify. E-Verify is a system that compares information from a team member’s Form I-9 to federal records to confirm their eligibility to work in the United States.
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