Category Development Manager

W J DEUTSCH & SONS LTD • Remote, Remote, USA

1d • Remote

About The Position

Deutsch Family Wine and Spirits is seeking a Category Development Manager to support their business at Total Wine & More. This role involves working closely with sales counterparts to achieve the annual account plan by creating compelling selling stories and tools that enhance DFWS share and category performance. The Category Development Manager provides crucial support and influence to the account management process, leveraging vision, thought leadership, and analytical expertise to assist Account Directors/RCMs and the Category Development Team in formulating consumer and customer-focused strategies, tactics, and category-based solutions.

Requirements

• 5-10 years of category management experience in the CPG or syndicated research industry (Circana/ACN).
• Expertise in Excel and PowerPoint, with proficiency in managing and manipulating large, complex datasets.
• Experience in sales planning and forecasting.
• Familiarity with retailer data scan data (e.g., Walmart Retail Link, Kroger M6, Target Partners, etc.).
• Strong understanding of the chain selling and execution process.
• Demonstrated ability to transform data into insights communicated through compelling stories.
• Bachelor's Degree.
• Willingness to travel 25% of the time.

Nice To Haves

• Experience working with multiple retail environments.
• Experience in the beverage alcohol category.
• Experience calling on Total Wine & More.
• Natural curiosity that leads to the development of insights and drives to turn insights into action.
• Creative thinker with the ability to tell a story with data.
• Strong negotiating and sales skills.
• Strong interpersonal skills and the ability to effectively interface and influence at all levels within the Deutsch Family Wine & Spirits organization, accounts and distributor network.
• Strong presentation skills.

Responsibilities

• Provide thought leadership and serve as the primary contact for all inquiries regarding the performance of assigned accounts, requiring consistent communication and collaboration with the VP of Strategic Accounts, Retail Chain Director, and Associate Director of Customer Development.
• Develop impactful, data-driven selling narratives to boost DFWS share growth through portfolio expansion, increased retailer item/shelf presence, and enhanced brand programming (features/displays) in designated accounts.
• Utilize diverse data sources to proactively identify risks, opportunities, and performance discrepancies affecting business outcomes.
• Synthesize insights into clear and persuasive selling stories to influence decision-making.
• Continuously monitor depletions, Circana, and retailer scan data to assess implications for the annual account plan and retailer strategies.
• Translate observations into selling narratives with actionable recommendations and quantified impact.
• Analyze competitive landscapes to identify emerging threats or opportunities, and pinpoint distribution, feature, and display gaps.
• Adapt national sales narratives and sell sheets to align with the specific needs of chain accounts.
• Conduct in-depth analyses beyond standard data tools, integrating and manipulating multiple data sources (e.g., Circana/Nielsen, ShopperSights/Spectra, panel data, Numerator, customer card/POS data, custom research) into presentations.
• Create and maintain high-quality tools to maximize the potential of retailer data for driving DFWS brand results.
• Collaborate with the Account Director to construct the annual account plan, encompassing programming, innovation, and distribution goals aligned with DFWS targets.
• Participate in retailer account calls focused on annual planning, innovation and distribution pitches, and quarterly programming meetings.
• Ensure regional alignment on goal execution and programming with Business Intelligence and Field Sales teams to facilitate local implementation of national chain programs.
• Develop reporting and selling tools for distributor and field sales teams to support program execution, sell-in, and up-selling.
• Assist in preparing annual retailer top-to-top meetings with targeted chain accounts.
• Foster relationships with distributor Category Management counterparts to enhance engagement and support the execution of plan goals.
• Manage project scope, timelines, work plans, and deliverables, while also handling incoming project requests and maintaining a project queue.
• Demonstrate the ability to multitask and thrive in a fast-paced, high-demand environment.
• Exhibit strong self-motivation and meticulous attention to detail.
• Utilize strong negotiating and sales skills.
• Leverage strong interpersonal skills to effectively interact with and influence stakeholders at all levels within Deutsch Family Wine & Spirits, accounts, and the distributor network.
• Employ strong presentation skills.

Benefits

• Competitive compensation
• Career development opportunities
• Medical, dental, vision and life insurance
• PTO
• 401 (k) match
• Product allowance to enjoy DFWS products
• Tuition Reimbursement and a Post Secondary education scholarship program for employees’ children
• Gym reimbursement
• Employee Assistance Program

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level