SENIOR CATEGORY MANAGER

JOB TITLE: SENIOR CATEGORY MANAGER (KENYA)

DEPARTMENT: Commercials
REPORTS TO: Commercial Director

1. JOB SUMMARY

The Senior Category Manager is responsible for managing product categories through strategic planning, supplier management, market analysis, and portfolio optimization. The role drives category growth, profitability, supplier performance, and customer value by ensuring effective category strategies aligned with business objectives and market needs.

2. PURPOSE OF THE ROLE

• Develop and execute category growth strategies.
• Strengthen supplier partnerships and performance.
• Increase category profitability and revenue contribution.
• Improve product portfolio performance and market competitiveness.
• Enhance customer satisfaction through relevant product offerings.
• Support data-driven commercial decision-making.

3. DUTIES AND RESPONSIBILITIES

A. Category Strategy & Growth

• Develop overall category strategies aligned with organizational goals.
• Drive growth and development of assigned brands and product categories.
• Monitor category performance and identify expansion opportunities.
• Develop long-term development strategies for brands and suppliers.
• Monitor market prices and develop growth initiatives.

B. Market Research & Analysis

• Analyze market data and customer insights to identify trends and opportunities.
• Conduct regular market visits to gather retailer feedback and market intelligence.
• Monitor competitor activities, customer behavior, and category performance.
• Provide recommendations to improve category performance and market positioning.

C. Supplier Relationship Management

• Develop and maintain strong supplier relationships.
• Negotiate commercial agreements and joint business plans with suppliers.
• Secure favorable pricing, terms, and service levels.
• Manage supplier performance to achieve business objectives.
• Ensure achievement and collection of supplier rebates and credit notes.

D. Portfolio & Inventory Management

• Manage category portfolios and product lifecycles.
• Develop exit strategies for underperforming products.
• Monitor stock performance and minimize losses through effective inventory management.
• Follow up on short-expiry stock and ensure timely liquidation where necessary.

E. Cross-Functional Collaboration

• Collaborate with Sales, Marketing, Marketplace, Finance, and Planning teams.
• Support execution of category and supplier strategies across functions.
• Ensure alignment between commercial objectives and operational execution.
• Coordinate promotional and business development activities.

F. Reporting & Performance Management

• Track category performance indicators and commercial metrics.
• Prepare reports and insights to support decision-making.
• Monitor profitability, supplier contributions, and inventory performance.
• Support continuous improvement initiatives within category management.

4. QUALIFICATIONS

• Bachelor’s Degree in Business Management, Logistics, Supply Chain Management, or a related field.
• Minimum 5 years’ experience in category management or a similar commercial role.
• Membership with CIPS (Chartered Institute of Procurement & Supply) is an added advantage.
• Strong understanding of the Kenyan retail and e-commerce market.

5. COMPETENCIES

Technical Competencies

• Category management
• Market and consumer analysis
• Supplier relationship management
• Contract negotiation and management
• Portfolio management
• Inventory and stock control
• Project management
• Risk management and compliance
• Stakeholder engagement

Behavioral Competencies

• Analytical thinking
• Commercial awareness
• Strategic planning
• Relationship building
• Negotiation skills
• Problem-solving ability
• Attention to detail
• Results orientation
• Collaboration and teamwork