Position Summary
Reporting to the Commercial Manager, the Category Manager - DPH will be responsible for developing and executing category strategies, managing key retail accounts, driving category profitability, and leading commercial execution within the DPH category. The role will act as the principal commercial representative for the category and will oversee performance across all assigned accounts and channels.
Key Duties & Responsibilities
Category Strategy & Portfolio Management
Develop and execute annual category plans covering assortment, pricing strategy, promotional calendars, and distribution targets.
Conduct SKU performance reviews and recommend portfolio optimization strategies based on sales and profitability data.
Analyse market trends, competitor activity, and consumer behaviour to identify growth opportunities.
Support demand forecasting and supply alignment in collaboration with procurement and supply chain teams.
Key Account Management
Manage commercial relationships with major retail accounts including supermarkets and strategic chains.
Conduct monthly business reviews focusing on category performance, promotions, and distribution opportunities.
Negotiate pricing, listings, rebates, promotional contributions, and shelf-space allocations.
Drive new listings, range extensions, and promotional opportunities to accelerate category growth.
Monitor account performance and coordinate corrective actions with field teams.
Sales Team Leadership & Execution
Lead and supervise Sales Team Leads within the DPH category.
Set quarterly sales and execution targets and conduct regular performance reviews.
Coordinate with internal teams to align category execution, activations, and promotional rollouts.
Financial & Commercial Accountability
Deliver monthly category performance reports covering sales, margins, and variance analysis.
Ensure compliance with approved pricing, rebates, and commercial agreements.
Maintain strict commercial discipline in collaboration with Finance and Procurement teams.
Market Intelligence & Reporting
Monitor competitor pricing, promotions, SKU activity, and market trends.
Prepare quarterly market intelligence and strategic recommendation reports.
Track competitor product launches and identify risks and opportunities within the category.
Qualifications & Experience
Bachelor's Degree in Business Administration, Marketing, Supply Chain, Pharmacy, or related field.
MBA or relevant Master's qualification is an added advantage.
Professional certification in Sales, Marketing, Trade Marketing, or Category Management is an added advantage.
Minimum 5 - 7 years' experience in FMCG, pharmaceutical, personal care, or wholesale distribution environments.
Proven experience in category management, key account management, or trade marketing.
Strong exposure to modern trade retail chains and multi-account commercial environments.
Demonstrated experience managing sales teams and commercial execution.
Key Skills & Competencies
Strong commercial and financial acumen with the ability to drive revenue and margin growth.
Excellent negotiation and key account management skills.
Strong analytical and strategic thinking capability.
Effective leadership, stakeholder management, and communication skills.
Strong reporting, planning, and performance management skills.
Ability to thrive in fast-paced, target-driven FMCG environments.
Strong market intelligence and competitor analysis capabilities.