Category Manager

Department: Category Management
Reports to: Senior Manager, Category Management

Position Summary

As a strategic and results-driven Category Manager, you will drive profitable sales growth, market share and overall performance across assigned product categories.

You will develop and execute category strategies focused on competitive pricing, optimized product assortments, strong vendor partnerships and innovative solutions that meet the evolving needs of foodservice customers.

Working closely with Sales, Procurement, Supply Chain, Pricing and Marketing, you will identify opportunities to grow revenue, maximize profitability, improve inventory performance and strengthen Flanagan's competitive position.

Key Responsibilities

Category Strategy & Performance

• Develop and execute category strategies to achieve sales, gross profit, margin and vendor revenue targets.
• Analyze category performance, customer trends and market conditions to identify growth opportunities.
• Manage product assortment, innovation, private label opportunities, new listings and SKU rationalization.
• Monitor key performance indicators, including sales growth, profitability, inventory turns, fill rates and SKU productivity.
• Maintain strong knowledge of foodservice customer needs, market trends and competitive activity.

Vendor Management & Negotiations

• Build and maintain strategic vendor partnerships that support profitable category growth.
• Negotiate competitive costs, rebates, promotional allowances, vendor revenue programs and commercial agreements.
• Develop annual vendor business plans aligned with category objectives.
• Evaluate vendor performance, including pricing, service levels, product quality and profitability.
• Ensure vendor agreements, funding commitments and revenue programs are accurately maintained and executed.

Product Assortment, Pricing & Inventory

• Manage product listings, specifications, pricing strategies and overall assortment performance.
• Collaborate with Procurement, Pricing and Supply Chain to optimize inventory, forecasting, product availability and margins.
• Proactively address slow-moving, aged, excess and discontinued inventory to minimize financial exposure.
• Support seasonal planning, promotional requirements and product launches.
• Ensure appropriate product quality, shelf-life, storage and food safety considerations are incorporated into category decisions.

Sales Enablement & Business Development

• Partner with Sales to identify new business opportunities and expand category penetration within existing accounts.
• Provide product knowledge, market insights, training and selling strategies to support sales growth.
• Participate in customer meetings, joint sales calls and business development activities as required.
• Drive adoption of strategic vendor programs, private label products and new product innovations.

Marketing, Promotions & eCommerce

• Collaborate with Marketing and eCommerce to execute category marketing plans, promotional campaigns and product launches.
• Support food shows, sales meetings, customer events and other go-to-market initiatives.
• Secure vendor funding and participation in promotional and digital programs.
• Ensure accurate product content, images and specifications across digital platforms.
• Monitor promotional and eCommerce performance to identify opportunities for incremental sales and improved profitability.

Cross-Functional Collaboration & Compliance

• Serve as the subject matter expert and primary business owner for assigned categories.
• Collaborate across departments to improve processes, operational efficiency and business performance.
• Provide category performance updates, market insights and recommendations to leadership.
• Ensure compliance with applicable food safety, HACCP, product recall and workplace safety requirements.
• Support company-wide initiatives and other duties as assigned.

Required Qualifications

• Minimum 5 years of relevant experience in foodservice distribution, category management, purchasing, vendor management, sales or marketing.
• Strong understanding of foodservice products, distribution, customer needs and market dynamics.
• Proven ability to develop category strategies, negotiate vendor agreements and deliver profitable growth.
• Strong financial acumen, including pricing, gross margin, vendor revenue and inventory management.
• Excellent analytical, negotiation, communication and relationship-building skills.
• Strong organizational skills with the ability to manage multiple priorities and influence cross-functional teams.
• Proficiency in Microsoft Office, particularly Excel, and experience with business intelligence and reporting tools.
• Valid driver's license and access to a personal vehicle for business travel, as required.

Unique Requirements

• Strategic, results-oriented mindset with strong accountability and attention to detail.
• Ability to balance long-term planning with daily operational priorities.
• Strong initiative, adaptability and ability to work collaboratively across departments.
• Willingness to travel occasionally (up to 10%), including overnight stays as required.