IFCO USA / Category Management

Category Manager

Category Manager- Field Based

The Category Manager role is responsible for achievement of top line sales growth, and profitability achieved through development of strategies that encompass demand forecasting, pricing, and deep knowledge of the competitive environment for assigned fresh produce commodities.

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Key Accountabilities

  • Provide strategy and direction for all commodity inquiries, best practices, and retail specifications. Research the marketplace to understand the key industry players, competition’s performance and inroads, and utilize knowledge to participate in pricing and sales strategies.
  • Create strategies supported by value proposition for conversions and usage in assigned commodity. Identify opportunities in the market to maximum profitability while maintaining top line sales.
  • Create key commodity forecast volumes and timing by gathering data from commercial teams associated with the assigned commodity conversion.
  • Forecast key commodity volume by size and promote advance order placement to meet customer needs.
  • Maintain sales pipeline of opportunities and serve as the liaison for leading activity between Retail Sales, Grower Sales, and customers. Drive action-based strategies with commercial teams for commodity conversions to RPCs (reusable plastic containers). Provide end to end comprehensive analysis to support utilization.
  • Execute business reviews with commercial teams through regular and targeted quarterly business reviews with customers in support of category growth strategy and account growth for Grower Account Managers and Retail Account Managers.
  • Continuous evaluation of company performance by individual customer and region and analyze customer performance trends and impact on commodity. Benchmark performance against commodity growth strategies and increased retailer penetration rates.


  • Meet or exceed trip growth targets for assigned commodities
  • Meet or exceed assigned customer and regional commodity forecasts
  • Meet or exceed pricing objectives for commodity


Annual Commodity Trip Budget: 50+ million

Countries : US, Canada, Mexico, some LATAM

Number of Staff (direct): 0

Number of Staff (indirect): 0

Total (FTE): 0

Authority/ Decision Making

  • Development of category growth strategy to influence pricing parameters
  • Responsible for developing and growing current and prospective customers for the commodity in alignment with category strategy
  • Prepare key commodity forecasts to support execution during peak demand periods
  • Responsible for identifying opportunities and maintaining opportunity pipeline.
  • Lead and assist commercial stakeholders on action steps to close open opportunities.


  • Minimum 50% travel
  • Maintaining knowledge of the competitive environment in the packaging industry
  • Coordination of planning and action involving internal sales teams and external customers
  • Ability to evaluate and understand complex situations and/or relationships and develop simple actionable plans to execute against
  • Develop and foster relationships both internally and externally and influence stake holders to advance key strategic objectives


  • Bachelor’s Degree or higher required
  • Extensive knowledge and expertise of fresh produce commodities and/or alternative fresh food channels
  • Willing/able to travel at least 50% of the work week
  • Proven ability to perform high level of analytical functions that lead to measurable actions
  • Proven ability to communicate to effective via written, oral, and presentations


  • Minimum 5 years sales experience in produce, procurement, or supply chain capacity contacting regional and national growers at all organizational levels to include:
  • Minimum 5 years’ experience working in retail, food service, or produce industry
  • Deep knowledge of produce, seasonal demand, and commodities
  • Demonstrated success in building and maintaining relationships with customers to increase top line sales and achieve assigned objectives
  • Previous experience to category management, revenue and margin management
  • Proficient in building data models that can be used to support commercial actions
  • Previous experience in supply chain and logistics planning preferred

Skills and Knowledge

  • Proven planning and organizational skills with the ability to handle multiple priorities and deadlines while working independently
  • Excellent verbal and written communication skills
  • High degree of computer literacy required, including high proficiency in standard business applications included in Microsoft Office Suite, PowerBi, and cloud-based file sharing systems
  • Ability to interact effectively with personnel at all levels and in all disciplines, both internally and externally, and to develop strong internal networks is essential
  • Strong communication, presentation, and time management skills
  • Adept at working independently, setting priorities and maintaining accountability
  • Ability to work collaboratively in a remote team environment
  • Ability to plan strategically and outline actions needed to meet targeted goals


Required: English

Desirable: Spanish