Category Development Manager

W J DEUTSCH & SONS LTD • , CT

4d • 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 position provides crucial support 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).
• Expert proficiency in Excel and PowerPoint, with the ability to manage and manipulate 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.
• Creative thinking skills with the ability to tell a story with data.
• Self-motivated and highly detail-oriented.
• 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.
• 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.

Responsibilities

• Serve as the primary point of contact for all inquiries regarding the performance of assigned accounts, requiring regular communication and collaboration with the VP of Strategic Accounts, Retail Chain Director, and Associate Director of Customer Development.
• Develop persuasive, fact-based selling narratives to increase DFWS share through portfolio expansion, greater shelf presence, and improved brand programming within assigned accounts.
• Utilize data from various sources to proactively identify risks, opportunities, and performance discrepancies affecting business outcomes.
• Synthesize insights into clear and impactful 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 actionable recommendations with 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 multiple data sources (e.g., Circana/Nielsen, ShopperSights/Spectra, panel, Numerator, customer card/POS data, custom research) into presentations.
• Create and maintain high-quality tools to maximize the potential of retailer data for DFWS brand results.
• Collaborate with the Account Director to develop the annual account plan, including programming, innovation, and distribution goals aligned with DFWS targets.
• Participate in retailer calls focused on annual planning, innovation and distribution pitches, and quarterly programming meetings.
• Ensure regional alignment and execution of goals and programming with Business Intelligence and Field Sales counterparts for effective local implementation of national chain programs.
• Develop reporting and selling tools for distributor and field sales teams to facilitate execution, sell-in, and up-selling of programming.
• Assist in preparing annual retailer top-to-top meetings with targeted chain accounts.
• Build relationships with distributor Category Management counterparts to enhance focus and support for executing plan goals.
• Manage project scope, timelines, work plans, and deliverables, while handling incoming project requests and maintaining a project queue.
• Demonstrate the ability to multitask and thrive in a fast-paced, high-demand environment.

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