Category Manager
Mars - Tennessee

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SBU/Central Function into which the role reports:
Pet Sales/Trade Marketing

Position Title

: Category Leadership Manager – Tractors Supply Co.

Reports To:
National Team Leader West, Category Leadership, Mars Pet Care U.S.

Current Zone (if an existing job):

Date of Job Evaluation (to be filled out once job evaluated by the evaluation team)

Purpose of Role

The Category Leadership Manager is responsible for providing category and shopper solutions to drive category growth.

The mission is to provide unparalleled value to stakeholders becoming “First Choice in Category Leadership" by our customers. The associate will manage the relationship with their strategic account, being responsible for conveying and receiving information relevant to the category.

This associate will work proactively with customers to deliver effective business solutions in the area of Category Leadership, consumer and shopper insights.

Principal responsibilities

Strategic Leadership

Develop & communicate category leadership initiatives and related action plans that deliver account objectives

Develop strategic category plans which attain customer objectives

Produce merchandising solutions designed to translate strategic direction

Understand and execute category leadership concepts including but not limited to: assortment reviews, pricing analysis, new item introductions, promotional planning and evaluation, consumer usage analysis

Provide the team and stakeholders with on-going information regarding initiatives, opportunities, issues and changes to plans

Market Trends

Monitor and communicate relevant market data to customer and internal stakeholders

Present macro-trends and solutions to customer

Research and provide direction to customer on trends as they present themselves via industry journals/experts


Develop and deliver timely reporting for evaluation of customer and Mars performance

Leverage access to all information systems which affect the ability to perform category analysis and implement category management processes

Utilize tools and processes such as item optimization, customized marketing, shelf space optimization/utilization, in-store merchandising, pricing, and promotion planning


Lead in development and execution of primary research projects in conjunction with customer strategic development plan and in collaboration with assigned Shopper Insights manager

Leverage relevant secondary research/data sources to identify & quantify business opportunities

Develop and execute plans for implementation of marketplace initiatives designed to test theories developed via primary and secondary research


Critical Competencies



Priority Setting

Strategic Thinking

Problem Solving

Managing Purpose & Vision

Organizational Agility

Key Functional Skills/Knowledge

Demonstrates ability to select, analyze and integrate consumer/shopper, customer and category information to deliver business solutions in alignment with Mars and customer strategies

Demonstrates the knowledge and application of Category Management processes and theories of delivering value-added category and shopper solutions

Demonstrates a working knowledge of all available information sources including methodology and relevance

Demonstrates knowledge of the strategies, processes and structures of Mars and our customers (or ability to learn)

Stays current with new developments and seeks ways to use technology to increase learning, productivity and business results

Gathers, understands and leverages trade marketing legislation in order to justify the use of our current programs and improve the overall competitiveness of our customer programs

Understands the roles and importance of vendor relationships and manages vendors to provide business solutions that address stakeholder’s needs and improve the company's competitive position

Effectively plans and manages major business projects and activities that directly support key unit goals


Ability to travel 20% of the time

Education Required: The knowledge, skills and abilities typically acquired through the completion of a bachelor's degree program or equivalent degree in a field of study related to the job

Successful completion of a drug and background screen

3+ years experience in consumer products sales or combination of sales and project management

Demonstrated knowledge of category management processes

Demonstrated ability with all information-based selling tools

Experience with Panel and Scan Syndicated Data (IRI or Nielsen)

Experience with Space Management Software (JDA or Apollo)



Primary Location


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Mars knows chocolate sales are nothing to snicker at. It makes such worldwide favorites as M&M's, Snickers, and the Mars bar. Other...